Hotels

The psychology behind hotel upselling is straightforward. A guest who has already made a booking decision is past the hardest part of the sales process

The theory is clean: align your pricing, standardize your decision-making, and let the strategy run. The reality?

OTAs are not your marketing partners. They are competitors for the guest relationship. They capture email, own the loyalty data, and retarget your guests

Rate parity is framed as a pricing policy. It is enforced as a contractual obligation. What it actually functions as, in the luxury segment, is a structural brake

The unintended consequences we’re seeing now are a direct result of decisions made without fully understanding the complexity of hotel distribution

Some of the biggest revenue mistakes aren’t pricing errors. They’re access errors. Rates might be right but if guests can’t book them revenue disappears

Here is a quick list of some excellent demand drivers that can be used to help you start building base business

Data shows that room nights booked across these markets are up 18.3%, with travellers booking closer to arrival, staying longer and cancelling less

Loyalty points create transactions, not relationships, and the shift from points based loyalty to relationship driven retention is already underway

This comes down to commercial ownership. The strongest-performing hotels are not necessarily the ones with the widest OTA exposure