Hotel · Flagship engagement
Villa Bordoni
Greve in Chianti, Tuscany · 2006 – 2025
Services · 02
Revenue Management & Direct Booking
Reducing OTA dependency without sacrificing occupancy. The goal: keep more of what you earn.
Reducing OTA dependency without sacrificing occupancy. Channel management, rate strategy, PMS optimisation, and the systems that build a loyal direct-booking guest base over time. The goal: keep more of what you earn.
Who it is for
Properties where the OTAs have become the default channel rather than one of several: occupancy looks healthy, but too much of every booking goes in commission, the rate plans have multiplied, and the direct channel is an afterthought. Also new or recently acquired properties that want the right structure from their first season.
What it covers
Rate strategy and the structure of the rate plans; booking terms and cancellation policies; the channel manager and PMS setup; parity, and where it is really being broken; the path from a search result to a confirmed booking on your own website; and the reasons a guest who found you on an OTA should book direct next time.
At Palazzo Durazzo the rate plans went from more than forty to four, and the direct share grew by fifteen points on the same months of the year before, May to August. At Villa Bordoni, direct bookings reached 85%.
How it works
First the numbers: twelve to twenty-four months of bookings by channel, rate and lead time, and what each channel really costs once commission, payment fees and cancellations are counted. Then a plan with priorities, which I can put in place with your team or hand over for them to run. Changes are made one at a time and measured, so that you can see which ones paid.
Questions owners ask
Do you want us to leave Booking.com and Expedia?
No. The OTAs are a good shop window and, for many properties, the right source for part of the year. The aim is to stop depending on them: to pay commission where it brings a guest you would not otherwise have had, and not where it doesn’t.
Do we need a new booking engine or PMS?
Usually not. Most properties use a fraction of what their systems can already do. I look at what you have first, and recommend a change only when the system itself is the limit.
How soon will we see results?
Some fixes — rate plans, booking terms, the direct booking path — show within weeks. Changing where guests book takes a season. Results are judged like for like, against the same months of the year before.
Where this has been done
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Hotel · General management
Palazzo Durazzo Suites
Genova, Liguria · 2026
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Hotel · Operations modernisation
Hotel Schwarzwand
Lech, Austria · 2018 – 2019
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