Hotel Revenue Management: Are OTAs Friend or Foe?

In recent years, the rise of online travel agencies (OTAs) has had a significant impact on the hotel industry. While OTAs offer numerous benefits, such as increased visibility and access to a broader audience, the relationship between hotels and OTAs is not always straightforward. In this blog post, we will examine the dark side of OTAs and explore the conflicts that arise between hotels and OTAs in hotel revenue management.

The Rise of OTAs in the Hotel Industry

Online Travel Agencies (OTAs) have become an essential part of the ever-evolving hospitality industry across the globe. These platforms offer travellers from around the world fast and hassle-free booking experiences, revolutionising the way people plan and arrange their accommodations. With their extensive network and competitive fees, OTAs have gained immense popularity among hoteliers seeking to expand their customer base and maximise their occupancy rates.

By forming strategic partnerships with Online Travel Agencies (OTAs), hotels can greatly amplify their visibility and expand their reach to a wide array of new and diverse audiences in today’s fiercely competitive market. This mutually beneficial relationship between hotels and OTAs has revolutionised the dynamics of the hospitality industry, bringing forth an era of unprecedented convenience and accessibility for both travellers and hotel owners alike.

With the seamless integration of booking platforms, hotels can effortlessly connect with potential guests, while OTAs provide valuable exposure and marketing opportunities to drive bookings. This collaborative approach not only enhances the overall guest experience but also empowers hotels to optimise their revenue potential and stay ahead in an ever-evolving industry landscape. Hotel revenue management plays a crucial role in this process, ensuring hotels can effectively monetise their offerings and adapt to market fluctuations.

The Clash Over Pricing

Pricing can often become a contentious and complex issue when it comes to the relationship between hotels and online travel agencies (OTAs). The divergent pricing strategies employed by OTAs can often clash with the pricing strategies of hotels, especially when it comes to the level of control each party has over setting prices. Inevitably, this can lead to disagreements and conflicts arising between hotels and OTAs, making it challenging to find common ground.

One common source of conflict is the perception that OTAs may be undercutting hotel prices, potentially impacting the perceived value and reputation of the hotel brand. This concern arises from the belief that OTAs prioritise driving bookings and market share, sometimes at the expense of hotel profitability. As a result, hotels may feel the need to protect their brand value by asserting greater control over pricing decisions.

To resolve these conflicts, both hotels and OTAs need to engage in open and transparent communication, understanding each other’s perspectives and objectives. Finding a balance that allows for fair pricing while still maintaining a profitable business for both parties is crucial.

Ultimately, a collaborative approach that takes into account the interests and concerns of both hotels and OTAs can lead to more harmonious and mutually beneficial relationships in the dynamic landscape of the hospitality industry.


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The Distribution Dilemma

Another area of contention between hotels and online travel agencies (OTAs) is the distribution of rooms. While hotels may prefer to sell rooms directly to customers, OTAs can provide a valuable platform to reach a broader audience and increase visibility. However, hotels may also face challenges with exclusivity agreements, which restrict their ability to distribute rooms through other channels or negotiate better terms.

For instance, consider a hypothetical boutique hotel, “Serene Stay”. Wanting to expand its outreach to international travellers, Serene Stay partners with a renowned OTA. With exclusive discounts and a prominent listing on the OTA’s platform, the hotel enjoys an increase in bookings. However, according to the partnership agreement, the hotel cannot sell a certain percentage of rooms directly or via other channels. This limits their ability to negotiate better commission rates with other OTAs or offer competitive prices to direct bookers, ultimately leading to potential revenue loss and dissatisfaction among loyal guests who find cheaper rates elsewhere. This scenario exemplifies the distribution dilemma hotels often face when partnering with OTAs.

In some cases, hotels may attempt to diversify their distribution strategy and reduce reliance on OTAs to maintain greater control over their inventory and pricing. Finding the right balance between the benefits and limitations of working with OTAs is a constant challenge for hotels as they navigate the complex landscape of online distribution.

The Impact on Hotel Revenue

Conflicts between hotels and Online Travel Agencies (OTAs) can have a significant and detrimental impact on a hotel’s revenue. When OTAs undercut the hotel’s pricing or limit its distribution channels, hotels may face substantial revenue loss, affecting their overall financial performance.

In such challenging situations, hotels are compelled to find innovative strategies to counteract the negative impact on their revenue streams, which may include exploring alternative marketing channels or offering unique value propositions to attract guests directly.

Moreover, these conflicts can strain the relationship between hotels and OTAs, leading to a breakdown in communication and collaboration, ultimately hindering the potential for mutually beneficial partnerships and long-term success. Therefore, it is crucial for hotels to proactively manage these conflicts and establish effective communication channels to foster productive collaborations with OTAs while safeguarding their financial interests.

The Benefits of OTAs

Despite the challenges that arise, Online Travel Agencies (OTAs) provide numerous benefits to hotels. By strategically partnering with OTAs, hotels can expand their reach and tap into a global audience, increasing their chances of filling last-minute vacancies more efficiently. Additionally, OTAs can serve as valuable allies for hotel revenue management by offering dynamic pricing and promotional opportunities.

This symbiotic relationship between hotels and OTAs can lead to significant revenue growth across various segments, including leisure, corporate, and group bookings. By leveraging the power of OTAs, hotels can optimise their revenue potential and stay competitive in today’s dynamic hospitality industry.

Imagine the case of Sunshine Inn, a hypothetical small hotel chain located in the picturesque coastal towns of England. To enhance their visibility and attract a broader customer base, they decided to partner with a well-established OTA. As their listings start to appear on the OTA platform, they notice a surge in their bookings from international tourists, especially during the off-peak season.

The global presence and dynamic pricing strategies of the OTA help Sunshine Inn showcase its unique selling points to a wider audience, resulting in improved room occupancy and revenue. Additionally, the OTA provides valuable data insights about the booking behaviour and preferences of their guests, enabling Sunshine Inn to continuously refine its offerings and enhance the customer experience.

Despite the challenges and potential conflicts, the partnership with the OTA proves to be a powerful revenue driver for Sunshine Inn. This example demonstrates how strategic collaborations with OTAs can lead to beneficial outcomes for hotels in an increasingly competitive marketplace.

Finding Common Ground

Both hotels and Online Travel Agencies (OTAs) have a lot to gain from working together. However, the key to a successful partnership lies in finding common ground and aligning objectives. Hotels must recognise the value that OTAs can bring to their business through increased reach, visibility, and revenue opportunities. At the same time, OTAs need to understand the concerns and limitations of hotels in terms of pricing, distribution, and control over their inventory.

Here are some ways that hotels and OTAs can find common ground and foster mutually beneficial partnerships:

Transparent Communication

One of the primary reasons that conflicts between hotels and OTAs arise is the lack of clear communication. It’s essential to ensure that there is transparency in all transactions, and both parties must be upfront about their expectations and requirements. Hotels need to communicate their available inventory, rates, and promotions to OTAs, and OTAs need to provide clear information about how their platform works, the commission rates they charge, and the terms of their contracts. When both parties understand what’s at stake, they can work together to find solutions that benefit everyone.

Negotiation and Compromise Are Key

When conflicts arise, it’s easy to get caught up in a power struggle, with both parties digging their heels in and refusing to budge. However, negotiation and compromise are essential to establish a mutually beneficial relationship. Hotels need to be willing to adjust their rates and promotions to meet the demands of the OTA market, while OTAs must be willing to provide the necessary exposure and support to help hotels reach their target audiences. Finding a middle ground that benefits both parties is crucial to building a sustainable business partnership.

Invest in the Right Technology

Technology has revolutionised the travel industry, and hotels and OTAs must invest in the right tools to keep up with the competition. Hotels should invest in robust property management systems and hotel revenue management software that provides real-time data about inventory availability, rates, and customer preferences. OTAs, on the other hand, should leverage the latest in search engine optimisation and digital marketing to drive traffic to their platforms. By investing in the right technology, both parties can streamline their operations and provide the best possible experience for their customers.

Develop a Long-Term Strategy

Building a successful relationship between hotels and OTAs takes time and effort. Both parties must view their partnership as a long-term investment and develop a strategy that ensures their continued success. Hotels should focus on providing excellent customer service, optimising their rates and inventory, and developing a loyal customer base. OTAs should continue to invest in technologies that help them stay ahead of the competition and provide value to their customers. By working together proactively, hotels and OTAs can establish a solid foundation for a thriving business partnership.

The Future of the Hotel-OTA Relationship

The future of the hotel-OTA relationship is poised to evolve in line with the dynamic shifts and emerging trends in the travel and hospitality industry. As we move forward, we anticipate a more symbiotic relationship, underpinned by advanced technologies, personalised services, and data-driven decision-making.

The incorporation of AI and machine learning can potentially revolutionise this relationship, providing more accurate demand forecasting, dynamic pricing, and enhanced customer experiences. In addition, blockchain technology could promote transparency and reduce disputes in transactions, further strengthening the bond between hotels and OTAs.The adoption of sustainable practices is another foreseeable trend, as both entities strive to meet the growing demand for eco-friendly travel options.

Overall, the future holds exciting opportunities and challenges that will shape and redefine the contours of the hotel-OTA partnership.

The relationship between hotels and OTAs is both complex and essential for hotel revenue management. While the rise of OTAs has undoubtedly presented new opportunities for hotels, it has also brought its fair share of challenges. Conflicts and disagreements over pricing control and distribution channels can impact a hotel’s revenue streams negatively. Nevertheless, when used strategically, OTAs can provide valuable support to hotel revenue management efforts. Therefore, hotels must find a way to balance the benefits of OTAs with the need for control over their pricing and distribution channels to maximise revenue opportunities.

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About the author

Kendra, the Marketing Content Manager at Preno, brings her expertise in Marketing and Communications to help hoteliers stay ahead of the curve. With a deep passion for the industry, she is committed to providing valuable insights and strategies for success.

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