Expedia Group has released new global research revealing that fragmented hotel distribution is costing properties revenue and creating operational strain. Nearly all surveyed hoteliers report losing income due to rate leakage, yet 99% agree that a centralised distribution platform would help simplify operations, improve rate integrity, and better protect revenue.
The survey of 2,000 hotel revenue managers across eight countries uncovered the following key insights:
- Rate leakage is widespread: 98% of hoteliers report losing an average of 6% revenue annually from rate leakage, with more than half experiencing leakage weekly or more often.
- Managing distribution is costly: Hotels spend an average of $40,100 annually on managing B2B distribution, with a quarter spending over $50,000.
- Too many partners, too much complexity: More than half (52%) juggle 4-6 distribution partners, making rate consistency hard to control.
- Confidence gaps remain: Over half (54%) of hoteliers admit they are only somewhat confident in managing pricing across all channels.
- Clear demand for centralisation: 99% agree a centralised platform would reduce leakage and improve revenue protection.
“Hotels are leaving significant revenue on the table every year because of fragmented distribution,” said Steve Quan, Senior Vice President, Hotel Enterprise Partnerships at Expedia Group. “Centralised, automated solutions are no longer optional — they’re essential for protecting revenue, maintaining rate consistency, and reducing the operational burden on hotel teams.”
Expedia Group’s global B2B network connects hotels with 70,000 vetted partners worldwide, helping properties reach high-value traveler segments who book earlier, stay longer, and spend more. By enrolling in B2B Distribution Rates, eligible hotels can further streamline rate distribution, ensure consistent pricing, and unlock more bookings across global channels — all while saving time and maintaining control.
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