How B2B Distribution Drove Increased Occupancy for Latitud Hoteles

For hotels looking to maximise occupancy and revenue, relying too heavily on a single booking channel can be a risky strategy.
 

Latitud Hoteles, a dynamic and innovative hotel chain in Argentina and Brazil, learned this first-hand. Initially dependent on a single OTA for the majority of their bookings, they found themselves facing challenges with limited flexibility, overbooking issues, and a lack of distribution control.
 

That’s when Hotelbeds became their strategic partner, offering exclusive B2B distribution, direct access to international markets, and hands-on expert support.
 

The result? Increased occupancy, reduced overbooking, and a more resilient business model.
 

About Latitud Hoteles

Founded just over ten years ago, Latitud Hoteles has rapidly grown into a recognised name in the hospitality sector.
 

With nine properties—two in Buenos Aires, Argentina, and seven in Búzios, Brazil—the brand is known for its modern facilities and commitment to exceptional guest experiences.
 

The chain was born from the vision of Juan Pablo Panasci, who transitioned from revenue management consulting to hotel ownership.
 

Early on, he realised that success in the hospitality industry required more than just great service—it demanded a strong, diversified distribution strategy. That’s why he partnered with Hotelbeds, leveraging its global network and B2B expertise to attract high-value international guests and gain greater control over his rates.
 

For the past three years, Hotelbeds has been the exclusive B2B distributor for Latitud Hoteles, playing a key role in its continued success.
 

Initial situation and challenges

Like many emerging hotel brands, Latitud Hoteles initially relied heavily on a single OTA, with 70% of their bookings coming from this one source. However, this approach presented several issues:
 

• Limited flexibility – Fixed tariff (FIT) restrictions meant they had little control over pricing, leading to costly overbookings.
   
• Market dependency – The Argentinian recession reduced domestic travel, and without access to international guests, occupancy rates suffered.
   
• Lack of distribution control – Positioning and visibility depended entirely on an OTA algorithm, making it difficult to sustain consistent bookings.
   
• Minimal personalised support – Beyond technical assistance for listing optimisation, there was no strategic guidance on improving distribution.
   

For a hotel chain with ambitious growth goals, this model wasn’t sustainable. A more diversified, controlled, and international approach was needed.
 

Agreed strategy

Recognising the risks of OTA dependency, Latitud Hoteles turned to Hotelbeds to build a more sustainable distribution model. This partnership provided them with:
 

• Exclusive B2B distribution – By negotiating exclusivity with Hotelbeds, they regained control over rates and availability, preventing last-minute bulk bookings that caused overbookings.
   
• Stronger international market reach – Hotelbeds connects hotels to tour operators, travel agencies, airline websites, and loyalty programmes, ensuring a steady flow of international guests, even during domestic travel downturns.
   
• Hands-on expert support – Unlike large OTAs, Hotelbeds provided a dedicated account manager who offered tailored strategies to optimise pricing, visibility, and occupancy.
   
• A balance of FIT and dynamic pricing – The combination of flexible net rates (FIT) and dynamic rates (BAR) helped them optimise revenue without compromising control.
   

‘I realised that we couldn't depend on 70% of sales from a single OTA. After all, I had no control over it, and my success depended entirely on algorithms and reviews. Hotelbeds offers me on-hand human support and allows me to proactively improve things, whereas before I had to be reactive.’- Juan Pablo Panasci, Founder, Latitud Hoteles
 

Results

Since partnering with Hotelbeds, Latitud Hoteles has transformed its distribution approach and seen tangible improvements:
 

• 30% of occupancy now comes from Hotelbeds
• 20% increase in sold room nights compared to the previous year
• 75% reduction in overbooking issues
• Stronger presence in international markets, attracting higher-value guests
• Improved rate integrity through B2B exclusivity
   

Beyond numbers, the partnership has brought greater stability, control, and growth opportunities, allowing the chain to scale sustainably without relying on a single booking channel.
 

‘Thanks to the combination of flexible net rates for different room types (FIT) and dynamic rates (BAR), sales are optimised, and occupancy rates are surprisingly high.’ - Juan Pablo Panasci
 

Why partner with Hotelbeds?

If you want to reduce dependency on OTAs, increase occupancy, and expand your reach, Hotelbeds is the right partner for you. Here’s why:
 

• Unrivalled global reach – Gain access to over 60,000 travel distributors, including travel agencies, tour operators, airlines, and other key partners.
   
• Presence in 190+ source markets – Attract both long-haul international travellers and local audiences through a diversified distribution strategy.
   
• No competition with your direct sales – Unlike OTAs, Hotelbeds exclusively distributes through B2B channels, ensuring your property is included in high-value travel packages.
   
• Effortless market positioning – Simply tell us where you want to grow, and we’ll connect you with the right distributors to drive bookings.
   

Ready to see the difference? Register your property today and start unlocking your hotel’s full potential with Hotelbeds!
 

Still unsure? Get to know that other hotel owners have to say about their successful partnerhsip with us: From registration to bookings in 7 days and A success story on reaching long-haul travellers.