Attribute-Based Selling: Is It a Win-Win?

Find out at HT-NEXT 2021 where panelists will discuss how consumers feel about this new sales model and what that might mean for hotels.
Michal Christine Escobar
Senior Editor, Hotels
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As hoteliers become familiar with and begin to implement attribute-based selling techniques, consumers are beginning to take note. While the ABS-based system has made airlines millions of dollars, it has left a sour taste in some consumers’ mouths. Those same consumers are now using social media and local news outlets to tarnish its reputation. Join us on Dec. 14 at HT-NEXT 2021 for a panel discussion where we will talk about customer sentiment around this new sales model, how hoteliers can overcome the negativity, and some of the key benefits to this new way of selling hotel rooms.

Click here to register for HT-NEXT and click here to check out the many other great educational sessions we will be presenting!


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April J. Key, Director, Distribution Products (Connectivity) – Omnichannel Commerce, IHG Hotels & Resorts

After 14 years in the hotel technology space, April is passionate about one thing: progress. She is an active participant in industry work groups, championing the evolution of industry capabilities and offerings. April currently co-chairs the Attribute Modeling for the Distribution Ecosystem workgroup.

April is passionate about distribution, especially. Currently serving as the Director, Distribution Products for IHG Hotels & Resorts, she leads a team of global product managers and support team focused on managing and evolving IHG’s distribution landscape. Versed in Product and Project Management,  , she brings a breadth of knowledge and energy to the space, driving both commercial and technology endeavors. An alum of companies like Preferred Hotel Group, Orbitz and Equifax, April is an experienced product management leader, passionate about making the world a better place by championing innovative ideas and delivering tangible results.

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George Roukas, Partner, Hudson Crossing LLC

George Roukas is a senior executive with in-depth experience in product management, technology and competitive strategy. Prior to co-founding Hudson Crossing in 2007, George was formerly Group Vice President of Product Management for Travelport, where he led the strategy, development and management for all products facing Galileo’s North American agency partners. Prior to Travelport, George held the role of Vice President of Product Management and Strategy for Cendant Travel Distribution Services’ Supplier Services group. Prior to that, George worked through PhoCusWright as a consultant to several well-known travel companies, primarily in the area of web site usability for e-commerce.

George holds a Bachelor’s Degree in Mathematics from Montclair University and an M.B.A. from New York University Stern School of Business. George is based outside Atlanta, Georgia.

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Fred Bean, Founder & CEO, HotelPORT

With more than 25 years of experience in hospitality and travel technology, Fred Bean has played an integral role in developing, deploying, and evangelizing breakthrough distribution technologies that have helped to shape the foundation of the online travel industry as an executive, consultant, and board member for global travel technology powerhouses, innovative startups, and at St. Thomas University's Gus Machado's School of Business.

Fred is currently the Founder and CEO of HotelPORT, a Miami-based hotel technology and distribution services company that was conceived out of a desire to simplify distribution for hotels and third party channels through the implementation of innovative services and transformative technology. Prior to founding HotelPORT, Fred served in various executive and management roles for companies such as Cendant Corporation, the hotel-owned joint-venture Travelweb LLC, Travelocity, Woldres, Sabre, and Hyatt Corporation.


Hospitality Technology (HT) and Hospitality Technology Next Generation (HTNG) are collaborating for the fifth year in a row to host HT-NEXT 2021, a unique conference for the hospitality technology industry. HT-NEXT 2021 will take place Dec. 13-16 at the Fairmont Princess in Scottsdale, Az.

HT-NEXT ( brings together hotel technology solution providers with leaders and influencers from leading hotel companies spanning IT, finance, marketing, distribution and operations. The event typically attracts nearly 500 hospitality professionals. After the event, 87% of attendees say they meet a valuable new contact at the show, and 97% of attendees say they brought back a specific idea to implement at their organization.

HT-NEXT features emerging trends and the ability to dig in to work together to solve current industry problems. The program will feature thought-provoking keynotes, diverse educational sessions, HTNG workgroups and a technology exhibit hall for attendees to discover cutting-edge solutions. The Hotel Visionary Awards and the HTNG TechOvation Award are also presented live during the event.