In a recent discussion with TravelDaily CEO Charlie Li, Marriott’s President of Greater China, Yibing Mao, revealed two major shifts that have taken place since she was appointed to the role last year.
Firstly, Marriott restructured its operations last year, creating a dedicated Greater China division from the Asia Pacific region.
"This shift enables the team to be more localized and attuned to the expectations of our partners and the unique needs of Chinese guests."
Now reporting directly to global headquarters, Greater China has enhanced its communication channels, further supported by relocating its regional headquarters from Hong Kong to Shanghai, facilitating a faster response to market changes.
Marriott has also accelerated its expansion across China, with a strong focus on third- and fourth-tier cities, especially with select service hotels located near high-speed rail hubs.
Beyond this, Marriott is broadening its reach in Greater China through various strategic partnerships.
Its joint venture with Alibaba Fliggy has significantly expanded Marriott’s membership base and increased young customers’ loyalty. The two companies are deepening their cooperation on digital services and sales innovations, as Ms. Mao explained.
Despite challenges from a sluggish real estate sector and a surplus of hotel properties, Marriott leverages its established presence, diverse brand portfolio, and robust membership and distribution networks to seize new opportunities.
Yibing Mao emphasized that while Marriott is well-established in the luxury and high-end segments, the company’s expansion in the mid-market is grounded in the maturity standards and curated brand experiences for guests, rather than following fleeting trends.
With over 570 hotels spanning 24 brands in nearly 140 destinations across Greater China, Marriott sees tremendous potential in the market.
"The rise of the middle class and ongoing urbanization highlight China’s immense potential. Our goal is to double our presence within the next five years. ”
