Hotel chains today struggle with wholesale distribution channels and complex rate management. Maintaining an offline distribution network can be costly and time-consuming and often requires substantial discounts and incentives to intermediaries, which inflates sales costs. The landscape makes it difficult to maintain consistency and control, leading to rate parity issues and revenue dilution as inconsistent rates appear across various platforms.

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The lack of visibility and control over rate distribution exacerbates these issues. Hotels struggle to track and manage unauthorized rate distribution by bed banks and wholesalers, which results in unintended rate appearances on OTAs and metasearch engines that undercut direct sales channels.

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As the hospitality industry grapples with these challenges, hotel chains must rethink their distribution and revenue management approach.

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In this report, Skift and Rocket Travel by Agoda address these issues and offer advice to optimize hotel wholesale distribution strategies through better transparency, control, and technological integration. The report will equip hoteliers with the knowledge and tools they need to master the art of distribution and make informed decisions that align with their operational goals and market demands.

• Agoda Introduction: Navigating Wholesale Distribution Channels
• Monitor and Enforce Rate Integrity Understanding Rate Integrity
• Utilize Performance Insights for Partner Management
• Key Takeaways