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Glossary overview

Hotel Distribution Channels

Armin Gögele, last updated on September 19, 2023

Introduction and Definition of Hotel Distribution Channels

Hotel distribution channels are the various ways in which hotels can offer and sell rooms and services. These channels range from direct channels such as a hotel's own website and telephone bookings to indirect channels such as online travel agents (OTAs), travel agencies and tour operators. Choosing the right distribution channels is critical to a hotel's success, as it has a direct impact on occupancy and profitability.


Pros and Cons of Different Distribution Channels for Hotels

While indirect distribution channels such as OTAs offer broad reach and can help increase occupancy, they typically charge high commissions and make it difficult to communicate directly with guests. Therefore, hotels should not rely on them, but rather work to generate more direct bookings.

Direct sales through the hotel website can increase occupancy and strengthen the relationship with guests, but requires a solid online presence and good search engine optimization. Social media platforms can help promote the hotel and generate direct bookings, but require a targeted strategy. A hotel marketing agency can help hoteliers choose the right distribution channels for their personal marketing strategy.

Top questions about hotel distribution channels

How do I choose the right distribution channels for my hotel?

In order to select the right distribution channels for your hotel, it is important to know your target audience and understand which distribution channels they prefer. A well thought out distribution strategy is key.

How can I maintain control over my hotel's distribution channels?

Due to the dependency and high commissions that OTAs entail, hoteliers should be interested in relying less on indirect distribution channels. Establishing a good online presence as well as advertising will help hotels to have more influence on direct bookings.