B2B Sales
Contracted Distribution That Stabilizes Revenue
We open and manage the distribution partnerships that fill your contracted base — consortia, wholesalers and receptive operators (DMCs) — turning distribution relationships into predictable, repeatable revenue. Our in-market teams secure contracted room nights, manage trade relationships and protect rate parity across your source markets, so occupancy and ADR hold through every season.
40%+
of a hotel's revenue can come from contracted distribution business
5×
longer lead times on contracted vs. transient bookings
70%
of consortia bookings are repeat, high-ADR business
1 in 4
leisure rooms in mature markets flow through wholesalers and receptives
B2B Sales
Our Approach
We connect the B2B distribution partners that matter — consortia, wholesalers, receptives and tour operators — under one commercial strategy that fills contracted room nights and protects rate.
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Approach
How we build it
A disciplined commercial approach to B2B distribution — securing contracted room nights, managing trade relationships and protecting rate across every source market.
Audit & partner mapping
We map your current consortia, wholesale and receptive partnerships, contracted production and gap opportunities — and build a prioritized plan tied to your occupancy and ADR goals.
Contracting & activation
We secure rates, allotments and agreements with consortia, wholesalers and DMCs, and activate those relationships through sales calls, trade shows and fam trips.
Account management
We manage ongoing relationships with key accounts — tracking production, reinforcing positioning and ensuring partners keep your property top of mind.
Measure & optimize
Transparent reporting on contracted room nights, production by account and revenue contribution — with continuous optimization against your numbers.
Contracted distribution stabilizes revenue
Transient business is volatile; contracted distribution is predictable. Consortia, wholesalers and receptive operators fill the contracted base that stabilizes occupancy and rate through every season — turning distribution relationships into repeatable revenue that owners and asset managers can plan around.
Consortia book the highest-value guests
Consortia and luxury agency networks — Virtuoso, Travel Leaders, Signature, Ensemble — book the most valuable leisure guests: longer stays, higher ADR, repeat travelers. Securing and maintaining visibility with these networks is one of the most profitable moves a hotel can make, and our in-market teams keep your property in front of the advisors who book them.
Wholesalers and receptives fill the gaps
In mature leisure markets, a significant share of rooms flows through wholesalers and receptive operators who package and distribute your property to international source markets. We contract room nights and rate plans that fill occupancy profitably — managing rate parity, positioning and allotments so wholesale complements rather than cannibalizes your direct and consortia channels.
Relationships that re-book year after year
B2B distribution is built on trust and consistency. The partners who book you this year are the partners who book you next year — but only when someone credible keeps the relationship alive. Our account management, trade-show presence and fam trips turn one-time contracts into long-term, repeatable production.
FAQ
Frequently asked questions
Ready to build contracted, repeatable revenue?
Tell us about your property and goals. We'll respond with a tailored B2B sales plan that opens and manages the consortia, wholesale and receptive partnerships that fill your contracted base.
Let's build contracted revenue