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Travel agents: your key to improved RevPAR

Travel agents – along with tour operators, airlines and loyalty programmes – are an often-overlooked channel for generating incremental bookings from high-value international guests. Non-domestic travellers typically book further in advance, cancel less, stay longer, spend more at destinations and return more frequently.&nbsp;

And another important characteristic to bear in mind: they value personalised service.

Acting as specialised travel consultants for both business and leisure travellers, retail travel agents attract these customer profiles by offering tailored packages that are difficult to find online. This distribution channel plays an important role when optimising any hotel’s revenue strategy, especially the occupancy rate and RevPAR.

Working with Hotelbeds you will get access to an extensive network of more than 100,000 unique retail travel agents around the world.you’ll never have to close individual deals with travel agencies again.

What is RevPAR?

Revenue Per Available Room is a metric used to measure the business performance of a hotel during a specified period.

While RevPAR doesn’t give you the full picture of a hotel’s financial performance, it helps you evaluate how well the hotel is filling up on chosen dates and how much revenue the average room generates before you deduct costs like staff and services.

How to calculate RevPAR

There are two RevPAR formulas:

1. Hotel Occupancy multiplied by Average Daily Rate


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2. Room Revenue divided by Number of Rooms Available during a specified period

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RevPAR helps you compare month-over-month performance

Use it to look back to see how you did during a specific holiday or to compare one year to the next. But remember, this metric only offers an overview of the number of rooms sold at a hotel in a certain period and the revenue generated from those bookings.

RevPAR doesn’t capture the full picture

While it gives you a useful overview, RevPAR doesn’t factor in additional revenue made on food and drink or extras like spa services and laundry. Nor does it consider cleaning, maintenance or front desk costs to the business. This is important to bear in mind when measuring overall hotel performance.

How retail travel agents help drive positive RevPAR


Local reach

For travellers booking multi-stop tours to new destinations, retail travel agents offer beneficial local knowledge and expertise through their network of trusted partners and native contacts in each destination.

For business travellers booking trips for multiple colleagues or whole company departments, having someone to help organise activities, book meeting room space, and arrange transport saves them time. While intrepid leisure travellers seeking out unique experiences can adjust itineraries to include activities specific to their interests while also booking flights and accommodation through niche travel agents.


Returning customers&nbsp;

The online sector continues to find innovative ways to service customers, but for now, being able to connect with a dedicated agent in-person or on the phone remains a favourable competitive advantage for retail travel agents. This tailored experience is a significant factor in the increased customer's loyalty generated by travel agents.

But it’s not only travel agent customers who benefit from sector-wide efforts to improve loyalty, bedbank partners can also take advantage of attractive incentives too.

Hotelbeds’ sister bedbank, Bedsonline invites retail travel agents to sign-up to its&nbsp;Star Rewards loyalty programme&nbsp;individually and earn points based on the value of their bookings.&nbsp;

Members can redeem points by choosing e-gifts from vendors, including Amazon, Nike, and Apple. By incentivising retail agents, Hotelbeds found those who sign up to the loyalty scheme tend to book more frequently and for higher amounts. These high-value bookings then transfer the benefit to our hotel partners in the form of increased occupancy.&nbsp;

High-value guests

Online travel agents attract high volumes of travellers because they sell rooms at highly discounted prices. While this helps fill your rooms, it can harm your hotel’s revenue. Instead of attracting guests by charging less, retail travel agents can increase the perceived value of your room by pairing it with additional activities or packages.

Customers who book via retail travel agencies, whether for business or leisure, typically display some common characteristics:


	Longer average stays
	Higher spend at destinations
	Lower cancellation rates
	Above-average booking lead times


Increased customer acquisition&nbsp;

As part of its ongoing commitment to offer hoteliers access to high-value guests, Hotelbeds is regularly adding travel agent customers. In doing so, this relieves hoteliers of the time-consuming and costly task of reaching new customers.

Carlos Muñoz, Managing Director Bedbank at Hotelbeds Group, explains:
“It makes strategic and practical sense for us to continue to develop our travel agent proposition under one integrated global platform and brand. The benefits from this move will help all our partners boost revenues and profits through improved functionality and increased opportunities to upsell high-yielding complementary travel services in addition to our accommodation offering.”

With a &nbsp;global network that’s attracted over 60,000 B2B travel buyers including retail travel agents, tour operators, airlines and points redemption schemes, Hotelbeds is constantly adding to its portfolio. And this low-effort, high-reward access to valuable international customers presents a key benefit for hoteliers

There are currently a total of 70,000 unique hotels available on the Hotelbeds system in Europe alone. Globally, there are over 180,000 unique hotels available on the platform.

More robust than other channels during crisis periods

Last but not least, travel advisors can be the most reliable channel to endure crisis situations. In times like these, travellers are searching for flexible and non-binding solutions that OTAs and travel websites are not always able to guarantee. On the other hand, the human value of travel advisors plays a crucial role that will facilitate the recovery from critical situations. It can guarantee a more stable experience to travellers that is calm and measured, &nbsp;and therefore easier guests to your hotel.

Find out more

To deep dive into how different channel distribution strategies can improve your hotel’s performance, check out the Hotelbeds guide to hotel distribution in 2020.&nbsp;

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How travel agents help boost hotel RevPAR

This depends on the scenario:


	In cases where travel is restricted and force majeure applies for domestic and international, for example in Italy, then you should send a list of the affected bookings to Hotelsupport.
	For cases where travel is not restricted, you should provide a same standard alternative room and if the end traveller decides they do not want to travel, a cancellation free of charge should be offered.
	Finally, in the cases where you are not providing a same standard alternative or not providing an alternative at all, and if the end traveller still wants to travel, Hotelbeds will relocate the traveller and if there are any extra costs we will apply a deduction to your hotel (only for cases where Force Majeure is not applying)



My hotel has shut down, how do we proceed with the existing bookings?

&nbsp;In the fast-paced travel industry, which has undergone unprecendented changes in demand over the last few years, it's important that new and persistent changes to traveller booking behaviours and their impact are kept top of mind. This is especially the case when determining your strategy as a hotel owner to remain visible and competitve.&nbsp;How Traveller Behaviours Are Changing And Their Impact On Hotel OwnersNew Ways To Book Hotels&nbsp;The integration of all-new technology within the hotel industry, and travel industry as a whole, has changed many of the ways that end travellers can find, interact with, and ultimately book hotels. Here are just a few examples of rising technology trends in the hospitality industry which hotel owners should consider accommodating to remain competitive and visible alongside and above your competitors.An increase in voice search and voice control - impacting the visibility of hotels in search engines if they are not 'optimised'Rising reliance on AI tech like chatbots to solve traveller queriesVirtual reality increasingly used as a marketing technique during the booking processNew apps for travel-bank companies like Monkee, flipping the idea of ‘buy now save later’ and instead encouraging customers to purchase from their associated partners and accruing ‘savings’ in a specifically set up bank account for later use.Ensuring that, as a brand, your hotel(s) can accommodate the increasing demand for new ways for travellers to virtually interact and make reservations, is vital to ensure you're maximising your occupancy and attracting the right guests.&nbsp;Shifting Seasonal TrendsToday’s traveller is booking trips during off-peak seasons more than ever, as changing working circumstances and an increase in blended travel alter when and how often individuals, and families, can get away. This includes periods before or after the traditional high seasons, and low-demand midweek days. In fact, a recent Vrbo report in 2022 suggested that across rental platforms, there had been a 33% increase in undated searches - highlighting the increasing flexibility of travellers nowadays.Here, the impact to hotel owners can be significant, because there are more opportunities to increase occupancy during what has been historically considered to be the low season. But it also means that your competitors will be vying for your ideal customers’ attention just as much, which will not only make marketing more expensive due to a more competitive landscape, but means that understanding what is driving your ideal guest to travel, and how your hotel(s) meet these demands, in order to get the attention of your end customer.It’s also more important than ever to ensure you’re managing your visibility across channels and pricing strategy effectively, to gain even more visibility to a more flexible traveller who is ready to book more of the time. Working with a distribution partner like Hotelbeds is the perfect way to increase your visibility to your ideal audience without impacting your direct channel!&nbsp;&nbsp;Remote Working and Extended StaysRelated to the aforementioned shifting 'peak' seasons, is the undeniable trend of remote working and the blending of 'business' and 'leisure' trips seen most notably in the last few years. And with 44% of families suggesting they would work remote in the future - in a recent Vrbo survey - and a significant increase in demand for trips with a 21-30 day travel window, remote working is drastically change the capacity of many travellers’ for extended stays and blending travel. Google&nbsp;also recently suggested however that one of the biggest pain points for end customers is faulty internet, which is a major concern for hoteliers and one that should be analysed in full before you begin to advertise yourselves to this fast-growing audience.The decrease in distinction between ‘business’ and ‘leisure’ trips means that hotels must accommodate an increasingly flexible traveller, with more complex needs as the delineation between historically clear travel motives and availability patterns is becoming smaller. This also means that hotel owners must be able to adjust your pricing and marketing strategies to accommodate a traveller who is ready to book more often.We also discuss in more depth the impact that remote working is having on the hotel industry in particular in our article on some of the best remote working destinations for 2023, and how hotel owners can appeal to this fast-growing audience even if your hotel isn’t based in these in-demand destinations.&nbsp;Shrinking Booking Windows&nbsp;Over the last two years, the lead time for booking trips in many markets has significantly lowered, as many travellers have become hesitant to book far in advance in case their plans are disrupted by travel restrictions or unexpected changes to a country’s status as open to international travellers. This shorter booking window has remained, with bookings dropping off across global markets more than three months from the travel date and an average eight to twelve week booking window remaining prevalent.However, shorter booking windows do not necessarily come with a negative impact. It gives hotels a chance to connect with an astute type of traveller, utilising profiles built up with historical customer loyalty and customer data to provide a personalised experience for guests who are becoming more accustomed to making more direct decisions, based on interactions either with a bespoke booking agent, or the hotel themselves.This means that hotels must adopt a dynamic, adaptable pricing structure in order to maintain revenue streams and attract this flexible traveller - especially those hotels in high-volume city destinations.&nbsp;Catering for variable demand and a traveller who enjoys creating personal connections with their travel provider also means that hotels who partner with a distribution company like Hotelbeds can increase their exposure to final guests through retail agents and providers like wholesalers and tour operators, as well as access a powerful extranet system that allows you to quickly and easily change your hotels’ availability and prices across multiple rate and room types.Register your property today&nbsp;to partner with us and access time-saving solutions to boost your success!Big-Ticket Trips &amp; Micro TravelLong-haul travel opportunities are very much back on the market for travellers, especially in countries like the UK which has seen 80% of respondents to a recent Accor survey suggest their travel budgets are 39% higher than in 2019. While in the USA, around 68% of travellers want to take a ‘major trip’ to European and Asian destinations in the next year.Contrastingly, booking trends over the last two years have also shown a rise in micro travel, or short-distance travel, within a three-to-four hour drive of a travellers’ primary place of residence. One of the more significant rises in popularity has included eco-lodges, boutique properties in rural areas and smaller towns compared to city-based hotels. This feeds into the long-standing booking trend within the past two years where travellers are increasingly seeking to escape crowded areas.&nbsp;&nbsp;Sustainability As A Core Decision MakerTraveller behaviours are changing with regards to the 78% of travellers who will stay in sustainable hotels at least once during 2023, which brings its own list of considerations such as decreased occupancy, lower revenue and decreasing reputation in an increasingly eco-conscious industry.&nbsp;But the necessity of sustainability for hotel owners also means that being able to attract this long-term audience is critical to keeping your revenue stream steady while simultaneously reducing your outgoings as a result of enhanced operations. Rising energy costs are seeing 80% of European hoteliers citing this as a major concern, and 80% of UK hospitality businesses seeing a significant and detrimental impact on their profits as a result. The impact is two-fold on hotels: how much business is brought in from conscious-minded travellers and the profits of hotels as a whole due to increasing costs, so the need for sustainable and technology-driven solutions is more important than ever.We explore the importance of sustainability and more changing travel considerations in our guide to top travel trends for hotel owners.&nbsp;How To Meet These Changing Needs As Hotel OwnersImprove Your Distribution &amp; Leverage DataOne of the best ways of ensuring that your hotel is put into the hands of your ideal guests as much as possible, is by having an effective, optimised distribution strategy. While this is achievable using a dedicated in-house channel manager, much of the time this position can be neglected for the more practical aspects of running a hotel - especially for channel managers who also perform other necessary roles within independent hotels.In this way, working with a dedicated distribution partner like Hotelbeds means your hotel is receiving the expert support and hotel marketing solutions that it deserves. What's more, our clients are given access to an expert account manager, who is responsible for keeping you and your team abreast of the latest industry trends, revenue opportunities tailored to your particular market and ideal guest, as well as identifying areas for improvement within your current rates or availabilities that could boost occupancy. This is all without competing with your direct channel strategy.&nbsp;With access to thousands of global travel distributors including retail travel agents and tour operators in hard-to-reach&nbsp;source markets, and an extensive portfolio of ancillary products such as transfers, experiences and car rentals, Hotelbeds have a far-reaching network which facilitates more connections than ever between hotel owners such as yourselves, travel bookers, distributors and the final traveller.&nbsp;Register your property today to start scaling your success with us.Log into your account to begin monitoring the opportunities we’ve identified for you.&nbsp;&nbsp;Leverage Travel Technology &amp; Business DataConsidering that 2022 and 2023 saw wide-scale labour shortages within the travel and tourism industry, one of the best ways to ensure you’re remaining highly-effective as a hotel while catering to changing traveller booking behaviours, is by providing efficiencies for staff wherever possible.&nbsp;Implementing travel tech could look like working with a distribution partner like Hotelbeds to optimise your channel management, or onboarding a new revenue management system to streamline operations and maximise income. Utilising business data could be connecting the many silos of data that exist in the hospitality industry, rather than just focusing on ‘big data’, to understand what’s driving your travellers, and what will make them come back.The wise hotel brands are beginning to leverage forward-looking data into their strategy, as it’s no longer enough to build a hotel revenue strategy from purely historic data, considering that for the past several years the consumer landscape has been an unprecedented space.Of course, there's no one-size-fits-all solution to changing traveller behaviours but improving your distribution strategy is one of the most effective methods of ensuring that your hotel or hotel chains are seen by in-market travel distributors, and therefore more end travellers!Register your property today to access our global network of travel distributors and boost your occupancy.Log in to your account today and begin taking your success even further.&nbsp;

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