Revenue & Sales

Our rates are inconsistent across channels

Parity breaches undermine our own website.

Typical for: houses with several active OTAs plus direct sales, members of brand or sales cooperations with their own distribution systems, operations with manually maintained rates

Documented by Hospis

How you recognize it

Same room type, same date: three channels, three prices — and your own website is rarely the cheapest
Guests show an OTA price at reception that you didn't know existed
Rate changes get pushed manually portal by portal — and something is always forgotten somewhere
Through wholesalers or package rates your rooms appear on portals you never had a contract with
No one in the house can say off the top of their head which rate is currently live where
After every campaign (−15% early bird) it takes days until every channel is aligned again

Matching Hospi

Olivia Torrente-Dorninger

Sales · Revenue · Marketing — Palma de Mallorca

Works with protel · Mews · Mews POS · Smart Host

AdviseImplement

Her core focus: rate management as a process — one leading source, clean distribution, contracts and rate structure tidied up so parity actually holds.

Mapped to root cause

Rate management as a processOne leading source, one channel managerSimplified rate structure

View profilePersonally vetted · independent match

Which path fits your situation?

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.

Urgent support

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

Cause fields — how to tell them apart

This situation rarely has a single cause. Usually two or three of these fields are at work at once — the point is to separate them before you act.

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.

There is no rate-management process

How you spot it

Rates get set ad hoc — sometimes by the owner, sometimes by reception, sometimes by no one. There is no defined responsibility, no fixed rhythm, no log of what was changed where and when.

The way out

Set up rate management as a process: one responsible person, a fixed change rhythm, one leading source that feeds every channel.

The technology doesn't distribute reliably

How you spot it

No channel manager — or one that doesn't cover every channel, so part of the distribution is still maintained by hand. That's exactly where the breaks appear.

The way out

Run the distribution chain through cleanly once: one system as the leading source, one channel manager that really covers every active channel. What it doesn't cover gets switched off or replaced.

Contracts and dependencies work against you

How you spot it

Through a brand or sales cooperation (and its distribution system) or old wholesaler contracts, rates run past you that you don't steer directly — including onward sales to portals at prices that break your parity.

The way out

List and review every sales contract and system dependency: who is allowed to give which rate to whom? Renegotiate or terminate the leaks — parity starts in the contract, not in the tool.

The rate structure itself is too complex

How you spot it

Dozens of rate plans, grown historically: promo rates that were never turned off, package rates with their own logic, special conditions for individual partners. No one has an overview — inconsistency is built in.

The way out

Rethink the rate planning: a few clear base rates, derived rates only with a fixed rule (always −X% off the base), delete everything else. What you can't see through, you can't keep consistent.

There is no rate-management process

How you spot it

Rates get set ad hoc — sometimes by the owner, sometimes by reception, sometimes by no one. There is no defined responsibility, no fixed rhythm, no log of what was changed where and when.

The way out

Set up rate management as a process: one responsible person, a fixed change rhythm, one leading source that feeds every channel.

The technology doesn't distribute reliably

How you spot it

No channel manager — or one that doesn't cover every channel, so part of the distribution is still maintained by hand. That's exactly where the breaks appear.

The way out

Run the distribution chain through cleanly once: one system as the leading source, one channel manager that really covers every active channel. What it doesn't cover gets switched off or replaced.

Contracts and dependencies work against you

How you spot it

The way out

List and review every sales contract and system dependency: who is allowed to give which rate to whom? Renegotiate or terminate the leaks — parity starts in the contract, not in the tool.

The rate structure itself is too complex

How you spot it

The way out

Rethink the rate planning: a few clear base rates, derived rates only with a fixed rule (always −X% off the base), delete everything else. What you can't see through, you can't keep consistent.

Frequently asked

Is a new channel manager the answer?: Sometimes — but as the third step. If the process and rate structure are chaotic, a new tool just distributes the chaos faster. The order: simplify the structure, define the process, then hold the technology to that standard.
How do we find out where the breaks come from?: Spot checks from the guest's point of view: check the same room type on the same date across every channel and trace every deviation back to its source — tool, contract or forgotten promo rate. That is exactly what a diagnosis does in compact form.
What does the inconsistency cost us?: Twice: every booking that doesn't happen direct because a foreign channel is cheaper costs commission. And every guest who sees three prices loses trust in every one of them — which pushes the rate itself down over time.

Describe your situation

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

Problem

Our rates are inconsistent across channels

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