HOTEL SALESPRICING · CONTRACTING · DISTRIBUTION
From analysis and strategy to practical implementation.
External commercial support for hotels and hospitality properties in pricing, partner contracting, B2B sales development and distribution management.
Not sure what a term means? Search the glossary of 54 termsHigh occupancy does not always mean healthy hotel sales.
Many hotels generate a large share of their reservations through Booking.com and other OTA channels, while gradually losing control over pricing, distribution costs, channel balance and the relationship with their guests.
The problem is not the use of OTA channels. The problem arises when a hotel becomes overly dependent on them, lacks sufficiently developed direct, contractual and B2B sales, and is not prepared to properly manage allotments, release periods, stop-sale processes and differing partner conditions.
The problem is not using OTAs. The problem is becoming overly dependent on them.
DiRev Consulting helps hotels build a balanced sales model in which every channel has a clear role, justified cost and measurable commercial objective.
Commercial strategy built around the hotel’s real business needs
From pricing and contractual conditions to new markets and commercial partnerships, every part of hotel sales should operate as one connected and sustainable commercial system.
Hotel Contracting
Development and management of relationships with tour operators, DMCs, bedbanks, agencies and other relevant B2B distribution partners.
Learn morePricing & Revenue Strategy
Pricing, restrictions and sales logic aligned with demand, market positioning and the hotel’s commercial objectives.
Learn moreOTA & Distribution Strategy
Optimisation of OTA channels, promotions, rate parity, distribution costs and the overall channel mix.
Learn moreHotel Sales Representation
External sales support through partner identification, hotel representation, negotiations and development of new commercial relationships.
Learn moreHotel Commercial Setup
Pricing, distribution, sales materials and go-to-market strategy for new, pre-opening or repositioned properties.
Learn moreBusiness Audit & Commercial Analysis
Independent review of pricing, contracts, channels, systems and sales processes with practical recommendations and a prioritised action plan.
Learn moreCommercial support grounded in real hotel operations.
Hotel sales cannot be managed through a single channel or as an isolated marketing project. Pricing, contracting, distribution, direct sales and the property’s operational capabilities must function as a connected commercial system.
Practical hotel experience
Recommendations are based on real sales, revenue, operational and contractual situations.
Independent analysis
The goal is not to favour a particular channel, partner or system, but to find the profitable combination for each specific property.
Actionable strategy
No generic presentations or theoretical plans that cannot be applied to everyday operations.
For properties that want greater control over their sales
From analysis to practical implementation
Commercial Review
Review of current pricing, distribution, partners, contractual terms and market positioning.
Priority Definition
Identification of the largest commercial opportunities, excessive dependencies and underdeveloped sales channels.
Strategy & Concrete Implementation
Agreement on actions, responsibilities and deadlines, from pricing and contracting to negotiation and channel optimisation.
Monitoring & Adjustment
Results are regularly analysed, and the strategy adjusted to the market, demand and actual performance.
The most expensive business mistakes are often discovered after signing.
A new partner, channel manager or distribution system may appear to be the right decision until the property discovers that it lacks the required connectivity, documentation, safety prerequisites or processes needed to meet its contractual obligations.
Review your property’s readiness
Vlaho Kmetović
Founder of Direct Revenue Consulting
Hotel sales, revenue, contracting, distribution and digital solutions
Commercial Experience Built Through Real Hospitality Operations
Direct Revenue Consulting was created from more than 15 years of experience in hotel sales, revenue management, contracting, distribution, market development and commercial partnerships.
I built my career from operational hospitality roles to leading sales teams, international markets and commercial activities across hotel groups, independent properties, luxury brands and travel-technology companies.
For that reason, I do not view a property only through pricing, a single sales channel or an individual contract. I connect sales, revenue, distribution, partners, systems, digital presence and the property’s actual operational capabilities into one integrated commercial view.
I established Direct Revenue Consulting to give hotels and other hospitality properties access to experienced external commercial support without requiring them to immediately build a complete internal sales and revenue department.
Looking for more profitable and balanced hotel sales?
Share the essential information about your property and its current sales situation. Following an initial review, we can determine whether there is a realistic opportunity and an appropriate model for cooperation.
Frequently asked questions
Hotel contracting includes preparing rates and commercial terms, defining allotment, release periods, stop-sale procedures, cancellation and payment policies, and negotiating with tour operators, agencies and other B2B partners.
No. The objective is not to remove OTA channels, but to create a more balanced distribution structure in which the hotel is not overly dependent on one channel and has greater control over pricing, costs and commercial partners.
Yes. The collaboration is specifically tailored to independent, boutique and small to medium-sized hotels that do not have a complete internal sales or revenue department but want to manage their sales professionally.
Depending on the agreed model, the collaboration can include active implementation - from negotiations with partners and pricing setup to channel optimisation and performance monitoring.
Yes. It is possible to engage just one service, such as pricing strategy or OTA optimisation, without committing to a broader engagement.
Get in touch
For enquiries related to hotel sales, pricing, contracting, distribution, business audits, commercial property setup, websites or other digital services, send the basic information about your property and the objective of the engagement.