HospisHospis
Back·Marketing

We depend on too few source markets

Most guests come from one country. As long as things go well there, that's convenient. Then school holidays, exchange rates or the economy change, and bookings drop with no plan B.

Typical for: leisure hotels with long-standing core markets · properties heavily dependent on one tour operator or portal · operations without market analysis

Documented by Hospis

Updated: 26 September 2026

How you recognize it

  • Analyse room nights over the last three years by country of origin and season.
  • Check which markets are growing in your destination, for example via the tourism board and regional statistics.
  • Choose one or two additional markets that fit your property, travel access and season.
  • Work out what these guests need: language, booking path, payment methods, travel periods.
  • Use partnerships with the tourism board and regional organisation to enter the market.
  • Measure once a season how the mix is developing.

Matching Hospi

OT

Olivia Torrente-Dorninger

Sales · Revenue · Marketing · Palma de Mallorca
Works with protel · Mews · Mews POS · Smart Host
AdviseImplement

Analyses the market mix and builds new markets deliberately, with the right distribution and a property that is ready for them.

Mapped to root cause
The mix is unknownNew markets without selection
View profilePersonally vetted · independent match

Which path fits your situation?

01

Diagnosis

390 € fixed price

A vetted Hospi analyses your situation in a structured way, in conversation and with a written result. Every statement clearly labelled: FACT, BENCHMARK, HYPOTHESIS or CONCLUSION. You get a concrete path, not a sales meeting.

  • A legitimate outcome is also: no engagement needed.
  • If an engagement follows, the diagnosis fee is fully credited.
02

Urgent support

Acute situation? Your case is reviewed with priority, with a response within 48 hours.

Cause fields and how to tell them apart

A strong core market is an advantage as long as it stays stable. When it weakens, demand disappears exactly where the property was used to it, and new markets can't be opened up overnight.

These fields are complete, and many properties get there on their own. That is what this page is for. The cost simply does not appear on an invoice: internal hours, a few attempts, and a season that keeps running in the meantime.

01

The mix is unknown

How you spot it

There's a feeling for where guests come from. There's no analysis by room nights, season and revenue.

The way out

Record guest origin properly in the PMS and analyse it regularly, including by revenue and length of stay.

02

New markets without selection

How you spot it

You try one market here, another there, usually after a trade fair or an enquiry. None of it is followed through.

The way out

Assess markets by travel access, travel period, purchasing power and fit with the property, and work a few of them deliberately.

03

The property isn't prepared

How you spot it

The website and confirmations exist only in German, the payment methods don't fit, the team doesn't know the expectations.

The way out

Adapt language, booking path, payment and service to the new guests before you approach them.

04

Dependence on one sales partner

How you spot it

A market runs almost entirely through one tour operator or portal. If it changes its terms, there's little room to manoeuvre.

The way out

Work the market directly and through further partners too, so no single channel steers the property.

Frequently asked

How many markets make sense?
That depends on size and location. What matters is that no market dominates so much that a slump endangers the whole year.
Who helps with entering new markets?
Tourism boards and regional and national tourism organisations often have market data, events and contacts. That is usually cheaper than going it alone.
Do long-haul markets suit a leisure hotel?
Some do, especially with a suitable season and good access. But they usually need more preparation around language, booking and service.

Describe your situation

The problem context is automatically included, you do not need to repeat anything.

Problem
We depend on too few source markets

Related situations

We don’t know our most profitable guest mix

Without mix steering we give away margin.

View solution

OTA commissions eat into a profitable summer

Strong occupancy, weak margin: the channel mix is bleeding the P&L.

View solution

Our campaigns are last-minute and unplanned

Seasonal opportunities pass unused.

View solution
See all problems