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Brand.com Bookings Exceed All Other Channels for First Time

  • Kalibri Labs
  • 09.10.19
July marked the first time in history Brand.com exceeded the share of hotel room nights booked through every other channel, as shown by the Kalibri Labs’ Hotel Industry Performance Overview.

Brand.com produced 26.1% of all room nights booked in July, compared to the next largest channel of Property Direct at 24.1%. This trend away from Property Direct has sustained its swift pace and is continued evidence of the evolution in consumer booking behavior. 

The percentage of guests who are loyalty program members continues its rapid rise, up 6% YOY to 53.9% of all room nights booked at hotels with active loyalty programs. 

Booking Costs per room night increased slightly in July (+1.6%) but have marginally decreased year-to-date (-1.7%) when compared to the same period in 2018. 

New York City hotels continue to struggle with room rate (ADR) growth despite high occupancies. Even with occupancies in the market of 85%, Guest Paid ADR declined slightly (-2.45% YOY).

“The shift away from Property Direct bookings has created a virtual ‘horse race’ between Brand.com and OTA, both vying for demand share growth,” Cindy Estis Green, CEO & co-founder of Kalibri Labs. “Brands continue to double down on their loyalty programs to maintain the relationship with their customers with an eye towards keeping booking costs in check.” 

The full details of the U.S. Hotel Industry Performance Overview are available at KalibriLabs.com. Kalibri Labs now offers a complimentary Market Kalibration newsletter that provides a summary of U.S. hotel performance trends. 

*Contribution to Operating Profit and Expense - Revenue per available room based on the total room revenue paid by guests, after transaction-specific direct reservation costs have been deducted (i.e.: retail commissions, wholesale commissions, channel costs, TA amenity costs, and loyalty investment). 

Kalibri Labs evaluates and predicts revenue performance using its proprietary algorithm to generate the Optimal Business Mix for individual hotels, revealing the most promising opportunities to pursue along with specific direction on how to find and convert them. The Hummingbird PXM revenue strategy and benchmarking platform also includes the industry’s most robust profiles for travel agent and OTA production.

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