Airbnb Tests Lower Fees for Hosts Who Bring Their Own Guests
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Airbnb is reportedly testing lower fees for hosts who bring their own guests. As Skift reports, call it "direct bookingDirect bookingA direct booking is one the guest makes through the hotel's own channels, with no middleman. It saves the OTA commission and gives the hotel the guest data to build loyalty. Winning direct is one of the industry's big..." if you like, but the reservation still runs on Airbnb's platform. And Airbnb's take rate now seems variable.
This is a fascinating move. On one hand, it's a tacit admission that guests have a relationship with the host, not just the platform. On the other, it's a clever way to keep those bookings inside the walled garden, capturing some margin instead of none.
For hoteliers, the lesson is clear: the big platforms are now actively experimenting with variable commissionsComisiónCommission is the percentage a channel keeps for each booking it brings the hotel. It is the cost of selling through an OTA and usually runs from 15 to 25 percent, more in niche channels. Cutting dependence on high co... to defend their share. The opportunity here is to double down on your own direct booking channels, where you control the relationship and the data. If Airbnb is willing to negotiate, your guests are too.
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