Case Study

How Accor Group Launched Its Own Procurement Marketplace: the Astore Shop

Astore shop
Hospitality
Global
AccorHotels is a multinational hospitality company that owns and manages over 5,500 hotels in 95 countries under 20 brands. In 2019, AccorHotels reported over €4 billion in revenue.
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  • 5,500clients in 95 countries
  • 3,500suppliers
  • $200Min sales in 2019
Background
Vincent CaplainSVP Procurement Operations at AccorHotels

We needed to have more visibility on real time stats, while being able to offer our sellers and buyers the B2C buying experience. We knew it would mean a better assortment of local and artisanal goods, and a one-stop-shop for our hotels around the world

  • 5,500clients in 95 countries
  • 3,500suppliers
  • $200Min sales in 2019
Vincent Caplain
Background

The Astore Shop

  • The Challenge

    The directive was clear: AccorHotels needed to improve the procurement experience for their buyers and sellers as well as ameliorate their offer by diversifying the goods their hotels had access to.

    While AirBnB was quickly making headway in the hospitality industry, AccorHotels wanted to find a way to strike back with an initiative of their own.

    They revamped their digital strategy with a focus on localizing hotels by setting stringent initiatives to localize one third of their offerings from room service to items found in their hotels.

  • Why Mirakl?

    Accor Group chose Mirakl for their marketplace journey not only because of the easy-to use technology but because Mirakl offered AccorHotels the most agile and scalable way to increase their suppliers.

    By adopting a hybrid procurement model and pairing that with an open-market competitive marketplace-model for their other offerings used in their hotels and restaurants, AccorHotels was able to create a holistic experience for their buyers.

    By offering a digital platform used by buyers in Accor Group’s hotels and franchised hotels, Accor has been able to bolster their partnerships by offering a convenient and user-friendly platform for their suppliers.

  • Marketplace results

    In less than two years, Astore Shop has:

    • launched in over 5,500 hotels,

    • implemented internal change management,

    • and vetted and on-boarded over 3,500 who are in line with their brand DNA.

    Additionally, by centralizing all purchases, Astore Shop has allowed Accor Group to increase agility 
in product offering and category extension, while giving them a single place to document data on purchasing orders and behavior.

Background

Marketplace results

  • ×2

    catalog extension

  • +35

    brands onboarded through careful selection process

  • 5

    new product categories launched

  • 2

    only 2 people dedicated to marketplace management

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Background