REVnexperts
    REVclass

    How Hotels Can Use B2B Travel Channels to Build Better Demand

    Revenue Management
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    How Hotels Can Use B2B Travel Channels to Build Better Demand
    AVAILABILITY
    On-Demand
    Watch anytime
    LENGTH
    60-90 minutes
    Recorded session
    INCLUDES
    Certificate
    REVacademy issued
    PRICE
    ₹1,099

    In this REVclass, you'll:

    Learn how hotels can use B2B travel channels to create stronger, more consistent, and more profitable sources of demand. In this practical one-hour masterclass, you'll discover how B2B travel agents, tour operators, corporate travel partners, wholesalers, DMCs, and other travel intermediaries can contribute to a hotel's demand strategy and complement direct and OTA channels. Rather than treating B2B partnerships simply as a source of room nights, you'll learn how to evaluate the right partners, structure commercial agreements, manage rates and inventory, and build sustainable relationships that support occupancy and revenue goals. Whether you're a revenue manager, sales professional, hotel owner, commercial leader, or hospitality student, this session provides practical strategies you can implement immediately to strengthen your hotel's B2B demand mix.

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    A short look at what the session covers and how it is taught.

    Preview thumbnail
    PREVIEW

    Key Takeaways from the Session:

    • Understand the Role of B2B Travel Channels: Learn what B2B travel channels actually contribute to a hotel’s distribution strategy, from expanding reach to driving incremental demand.
    • Unlock New Demand Through Partnerships: Discover how strategic B2B partnerships can help hotels access demand segments and geographies that are otherwise difficult to reach directly.
    • Rethink Channel Expansion: Understand why simply adding more distribution channels does not always translate into higher bookings, and how to avoid over-distribution pitfalls.
    • Choose the Right B2B Channels: Learn how to evaluate and select the most relevant B2B partners based on your market dynamics, target segments, and demand objectives.
    • Shift from Distribution to Demand Building: Explore how to move beyond just selling through multiple channels and instead focus on creating stronger, more sustainable demand for your hotel.

    This Session Is Most Relevant for:

    • Hotel Revenue Managers & Revenue Professionals: Looking to integrate B2B travel demand into their overall revenue strategy while protecting rate integrity and profitability.
    • Hotel Sales & Business Development Teams: Seeking practical ways to identify, acquire, manage, and grow valuable B2B travel partnerships.
    • Hotel Owners & General Managers: Wanting to diversify their demand sources and reduce overdependence on any single distribution channel.
    • Corporate Sales, Reservations & E-commerce Teams: Interested in understanding how B2B partnerships influence bookings, inventory, pricing, and commercial performance.
    • Independent Hotels & Boutique Properties: Looking for cost-effective ways to access new markets and customer segments through strategic travel partnerships.
    • Hospitality Students & Aspiring Professionals: Eager to understand how B2B travel distribution works and how hotels build demand through travel industry partnerships.

    Your Speaker

    Abdul Thingna
    Abdul Thingna
    Travel Tech & Commercial Strategist · Ex-TripJack

    Certificate

    Certificate preview

    You get an industry-recognized REVacademy Certificate after each Masterclass you complete. It carries your name, the session title, and the date of completion, so it stands on its own as verifiable proof of the work. Add it to your LinkedIn profile and resume to showcase the skills you have gained. Once you meet the attendance or watch-time requirement, it is generated automatically and stays available here for you to download anytime.

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    Questions? We've got answers

    23 questions about this REVclass
    Is this session suitable for hotels of all sizes?+
    Yes. Whether you manage a boutique hotel, independent property, resort, or hotel chain, B2B travel strategies can be adapted according to your hotel's market, inventory, target segments, and commercial objectives.
    Do I need a sales or revenue management background to attend?+
    No. The session is designed for hospitality professionals and students at different experience levels and explains B2B travel concepts using practical hotel examples.
    Will this class benefit revenue managers?+
    Absolutely. B2B channels can have a significant impact on demand, occupancy, ADR, inventory, and profitability. The session helps revenue professionals understand how to evaluate and manage B2B demand more strategically.
    Can hospitality students attend?+
    Yes. This session provides valuable practical knowledge about hotel distribution, travel partnerships, sales, and revenue management, making it highly beneficial for students preparing for hospitality careers.
    What will I learn during this one-hour session?+
    By the end of the session, you'll understand the major B2B travel channels, how to identify suitable partners, how to structure and manage B2B relationships, and how to measure their contribution to hotel demand and revenue.
    How is the session conducted?+
    The REVclass is delivered live online with practical B2B distribution examples, real-world hotel scenarios, actionable frameworks, and an interactive Q&A session.
    Will attendees receive learning materials?+
    Yes. Registered participants will receive presentation materials, B2B channel evaluation frameworks, practical checklists, and useful resources after the session.
    What if I cannot attend the live session?+
    If you're registered, you'll receive access to the recorded session so you can watch it at your convenience.
    How much does this REVclass cost?+
    Current pricing is displayed alongside the registration section. Early registration discounts and group pricing may also be available.
    Do REVunity members receive benefits?+
    Yes. REVunity members often receive complimentary or discounted access to REVclasses along with exclusive hospitality learning resources.
    Our hotel already works with OTAs. Is B2B distribution still useful?+
    Definitely. B2B channels can provide access to different customer segments, source markets, corporate accounts, tour groups, and travel trade partners that may not be reached effectively through OTAs alone.
    Will B2B partnerships reduce our hotel's profitability because of commissions or contracted rates?+
    Not necessarily. The session explains how to evaluate the total commercial value of a B2B partnership, including production, ADR, acquisition cost, length of stay, lead time, cancellation behavior, and incremental demand rather than focusing only on the contracted rate.
    What are B2B travel channels?+
    B2B travel channels are business-to-business distribution networks through which hotels work with travel agents, tour operators, wholesalers, DMCs, corporate travel companies, and other travel intermediaries to generate bookings and reach specific customer segments.
    Why are B2B travel channels important for hotel demand?+
    B2B channels can help hotels access new markets, source countries, corporate customers, group business, leisure travelers, and travel networks that may be difficult to reach through direct channels alone.
    What is a hotel wholesaler?+
    A hotel wholesaler purchases or distributes hotel inventory through B2B networks and makes that inventory available to travel agents, tour operators, and other travel businesses, helping hotels reach additional markets and customers.
    What is a DMC in hospitality?+
    A Destination Management Company (DMC) is a local travel business that organizes destination-based services such as accommodation, transportation, tours, events, and experiences for travel agencies, tour operators, corporate clients, and groups.
    How does B2B distribution support revenue management?+
    B2B distribution supports revenue management by creating additional sources of demand and helping hotels access specific markets and customer segments. Revenue teams must balance this demand against rate integrity, inventory availability, profitability, and other distribution channels.
    Our hotel depends heavily on OTAs. How can B2B channels help us diversify demand?+
    You'll learn how to identify relevant B2B partners and develop relationships that can provide access to new customer segments and markets while maintaining a balanced distribution strategy.
    How can we identify which B2B travel partners are worth working with?+
    The session covers practical criteria such as market reach, production history, customer profile, booking patterns, ADR, profitability, payment terms, and strategic fit.
    Our B2B partners generate bookings but at very low rates. What can we do?+
    You'll learn how to evaluate the true value of B2B business and use contract terms, rate structures, inventory controls, restrictions, and performance reviews to protect profitability.
    How can we prevent B2B business from taking inventory away from higher-paying customers?+
    The session explains how to use demand forecasts, availability controls, allotments, release periods, blackout dates, and pricing rules to manage B2B inventory more effectively.
    How can we measure whether a B2B partnership is actually profitable?+
    You'll learn how to evaluate B2B performance using metrics such as room nights, ADR, revenue contribution, booking lead time, length of stay, cancellation rates, acquisition costs, and overall profitability.
    How can B2B travel partners help us enter new markets?+
    B2B partners can provide access to established travel networks and customer bases in specific geographic or market segments. The session explains how hotels can identify partners with strong reach in markets that align with their demand and business objectives.
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