In today’s increasingly competitive and saturated hotel industry, relying solely on B2C channels (direct bookings via websites, popular OTAs) is no longer enough. This is the time to consider diversifying your hotel’s distribution channels. To maximize revenue and reach high-value customer segments, hotels need to diversify their distribution mix - and Expedia Group’s B2B Distribution Rates is an effective, easy-to-implement solution. Let’s explore B2B Distribution Rates with Hotel Link and discover the benefits your hotel can gain from joining this program.
Unlike the traditional net-rate model (where you provide a base rate and let partners set the final selling price), the B2B Distribution Rates program allows you - the hotelier - to decide the exact final price the customer will pay. What does this mean?
Example: Instead of giving an agent a net rate of 1,000,000 VND and letting them sell it at 1,300,000 VND (beyond your control), you can now set: “I want this room sold for 1,200,000 VND in the B2B channel” - and that’s exactly the price the end customer will see.
Expedia has built a powerful B2B network with over 60,000 partners - including travel agencies, corporate programs, airlines, banks, and many other organizations. Through this program, hotels can distribute rooms to business travelers, groups, and corporate bookings - expanding their market reach while maintaining control over pricing.
Benefits include:
Precise price control: No more worrying about inflated room rates harming your brand image or undercutting your direct channel.
Extended reach via B2B networks: Your hotel will be showcased to Travel Management Companies (TMCs), corporate booking programs, professional travel agents, and other high-demand channels.
Self-service management tools: Manage everything within Expedia Partner Central - from creating rate plans and adjusting seasonal prices to accessing detailed performance reports.
A success story: OYO Hotels increased their B2B channel revenue by more than 40% in just the first year of joining the program - proof of the program’s potential when leveraged effectively.
B2B is not just “selling to businesses.” It’s a gateway to unique, high-value customer segments:
Business travelers: Frequent bookers, less price-sensitive, and loyal to hotels that meet their needs.
Group bookings: Corporate trips, events, conferences - large and pre-planned bookings.
Travel partners: Professional agencies needing consistent room supply.
These customers can help you optimize occupancy during low-demand periods - where B2C often falls short.
One major concern when expanding distribution is losing control over pricing. With Expedia B2B’s sell-rate model:
B2B rates will not be arbitrarily manipulated by agents.
No “price leakage” where third-party rates undercut your official website.
Your direct channel remains competitive.
Expedia Partner Central is more than a simple dashboard - it’s a comprehensive control hub:
Monitor both B2C and B2B performance on one platform.
Analyze revenue by channel, period, and customer type.
Manage inventory intelligently to avoid overbookings.
Adjust pricing strategies based on real-time data.
B2B tends to provide steadier income compared to B2C, as corporations, TMCs, and travel partners plan ahead and book regularly. This means:
More accurate operational planning (staffing, purchasing, maintenance).
Steady cash flow to reinvest in service quality.
Reduced seasonal revenue volatility.
Step 1: Access and initiate
Log in to your Expedia Partner Central account, go to the Performance tab, and select B2B Distribution. Click “Get Started” to begin creating your B2B rate plan.
Step 2: Set up the rate plan
Accept the terms of service, then fill in details:
Room type rates
Booking conditions (minimum stay, advance booking, cancellation policy)
Availability by day of week or season
Step 3: Activate and monitor
Once set, the system applies your rates and conditions to the B2B channel. Track results using the “distribution rate plan” filter in performance reports.
Step 4: Continuous optimization
Use report data to adjust prices, inventory allocation, and booking conditions for maximum efficiency.
💡 Tip: Contact your Expedia Account Manager anytime for setup assistance and best-practice recommendations.
See details on How to set up a B2B distribution rates plan on Expedia here.
At EXPLORE 2024, Expedia announced major AI investments to enhance distribution and rate protection:
Smart distribution: AI dynamically adjusts rates and availability based on demand patterns.
Fraud prevention: AI helps detect and block fake bookings.
Expanded access: The B2B program now welcomes independent and regional chain hotels, not just large chains.
This program offers:
Smart inventory control: Auto-allocate rooms based on channel performance.
Optimized multi-channel distribution: Appear in the right place, at the right time, at the right price.
Detailed reporting: Deep insights into channel performance for data-driven decisions.
If you are:
An independent or boutique hotel struggling to compete with big chains - B2B can unlock new customer segments.
A regional chain seeking expansion but wary of losing price control - Expedia B2B’s sell-rate model keeps your brand intact.
A resort or villa needing consistent group bookings - the 60,000+ global partners in B2B are your gateway to high-value travel agents and corporate clients.
How Hotel Link can help:
Seamless technical integration: Connect your PMS or Channel Manager with Expedia to sync data in real time.
Strategic rate consulting: Tailor B2B plans to your positioning and revenue goals.
Continuous monitoring and optimization: Detailed reports, trend analysis, and actionable recommendations.
24/7 technical support: Resolve issues quickly to keep operations running smoothly.
In today’s fast-moving hotel landscape, standing still means falling behind. Every day you delay tapping into the B2B channel is potential revenue lost.
Expedia’s B2B Distribution Rates is not just another sales channel - it’s your opportunity to reach high-value customers, grow sustainable revenue, and gain a long-term competitive edge.
Don’t let competitors get ahead! Contact Hotel Link today for a free consultation on integrating with Expedia B2B. We promise professional support, effective solutions, and measurable results - because your hotel’s success is our pride.