How Gruppo UNA Hotels Streamlined Distribution and Boosted Revenue with Hotelbeds

Managing a hotel chain’s distribution strategy can feel like navigating a labyrinth—countless channels, fluctuating rates, and the constant challenge of maintaining control.
 

For Gruppo UNA Hotels, Italy’s largest domestic hotel chain, these challenges were growing. They needed a smarter way to distribute their inventory, maintain rate integrity, and optimise revenue—without the overwhelming admin workload.
 

That’s when Hotelbeds stepped in, offering a streamlined approach with a single point of contact. The results? A more efficient, profitable, and hassle-free distribution strategy.

About Gruppo UNA Hotels

With 39 hotels, resorts, and aparthotels across Italy, Gruppo UNA Hotels delivers an authentic Italian hospitality experience through its three brands: UNA Esperienze, UNAHOTELS, and UNAWAY. This strong heritage makes them a favourite among both leisure and business travellers.
 

Following the 2016 merger between UNA Hotels and Atahotels under UNIPOL Group, the newly formed Gruppo UNA Hotels faced the challenge of consolidating its distribution channels while maintaining a seamless experience for guests and partners.
 

Hotelbeds provided the solution, offering a robust B2B distribution network that granted the group access to high-value, hard-to-reach travel segments. Today, this partnership is stronger than ever, ensuring Gruppo UNA Hotels can distribute its rates efficiently on a global scale.
 

Initial situation and challenges

As with many large hotel chains, Gruppo UNA Hotels encountered several key challenges in managing their distribution:
 

• Rate integrity concerns: Ensuring pricing remained consistent across all channels was becoming increasingly difficult.
   
• Complex inventory management: Keeping rates and availability updated across multiple platforms required significant time and resources.
   
• OTAs exerting pressure: Large online travel agencies dominated the landscape, making it tough to drive direct bookings without high marketing costs.
   
• Revenue strategy limitations: Adjusting pricing and launching offers without affecting public rates was a challenge with existing systems.
   

Gruppo UNA Hotels needed a smarter, more efficient approach – one that would simplify operations while maximising revenue.

The strategy

By partnering with Hotelbeds, Gruppo UNA Hotels gained access to a powerful distribution network and a dedicated point of contact who provided tailored support. Here’s how this approach made a difference:
 

• One dedicated account manager – No more lengthy email chains or back-and-forth phone calls. Issues were resolved within hours, streamlining operations.
   
• Seamless inventory updates – Full integration with property and channel managers ensured pricing and availability remained accurate in real time.
   
• Better rate integrity - Hotelbeds’ monitoring tools helped reduce discrepancies and ensure pricing consistency.
   
• Optimised revenue strategy - Opaque and ad-hoc offers could be easily created and distributed without affecting public rates.
   

‘Having just one contractual agreement for a group of travel buyers, like tour operators, and a single point of contact at Hotelbeds for our entire chain saves us a lot of time. Your account manager is always on hand to answer any of our questions, and incidents are resolved in a matter of hours, avoiding unnecessary back-and-forth emails and time-consuming admin.’ - Barbara Paganoni, Leisure Sales Director, Gruppo UNA Hotels
 

Results

Since partnering with Hotelbeds, Gruppo UNA Hotels has saved valuable time and achieved significant growth in key performance areas:
 

• 6 years of partnership with continued success
   
• 10% increase in revenue/room nights sold vs last year
   
• 20% YoY growth in gross sales
   
• 15% of leisure inventory now sold via Hotelbeds’ network
   

This collaboration has allowed Gruppo UNA Hotels to tap into new market segments and gain greater control over their distribution, all while reducing the administrative burden on their internal teams.

Why partner with Hotelbeds?

If you’re looking to achieve similar success and enhance your hotel’s distribution strategy, Hotelbeds is the partner you need. Here’s what you can expect when you join our network:
 

• Unparalleled global reach - Gain access to over 60,000 hard-to-reach travel distributors, including tour operators, retail travel agents, airline websites, and loyalty schemes, across 190+ source markets.
   
• No competition with your direct channel - We connect you directly with travel agencies and wholesalers who include you in their curated travel packages.
   
• Effortless market penetration - Tell us where you want to expand, and we’ll connect you with the right distributors in those markets.
   

Sounds interesting? Register your property today and start maximising your hotel’s potential with Hotelbeds!