Ville Puustinen

🏨 Are hotels underestimating the size of business travel? According to STR, AHLA Foundation, Kalibri, and most chain reporting, the hotel transient mix looks like: • Leisure: ~65–70% • Business transient: ~15–20% • Groups/contract = the rest But that picture is misleading. Here’s why: ✔️Any booking via OTA or brand.com is coded as leisure — even if it’s a consultant staying midweek for work. ✔️SME travelers (80–90% of companies worldwide) often book unmanaged → hidden in “leisure.” ✔️Bleisure extensions are nearly always coded as leisure. ✔️And now, TMCs are becoming OTAs’ biggest B2B partners, sourcing Booking.com, Expedia Group, HRS Group, Hotelbeds into American Express Global Business Travel, BCD Travel , Spotnana, Navan, TravelPerk and others. 👉 Hotels see “OTA.” STR codes “leisure.” But in reality? It’s business travel, in-program. 📊 The truth: business transient is closer to 40%+ of hotel demand, not 15%. ⸻ 💡 Why this matters for hotels ✔️Without transparency, hotels undervalue business travel and misallocate strategy. ✔️This opacity benefits OTAs, who aggregate and monetize hidden business demand. ✔️Our industry metrics are outdated — built around rate codes and channels, not traveler purpose. ✔️To size the real opportunity, hotels need segmentation that reflects how business travelers really book today. ⸻ Business travel is bigger for hotels than the metrics suggest — and recognizing it is key to competing with OTAs and unlocking the true value of this demand. ⸻ #HotelDistribution #BusinessTravel #CorporateTravel #HospitalityIndustry #TravelTech #HotelRevenue

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How much revenue is being lost due to a lack of basic proactivity in hotel sales? In our work with MICE groups at Surf Office, we regularly send RFPs to hotels with extremely attractive revenue potential, high-value group business that touches every revenue stream: rooms, F&B, meeting spaces, upsells. Surprisingly, a large number of hotels reply with a simple: "Sorry, no availability." That’s it. No attempt to check for date flexibility. No effort to offer alternatives. Just a closed door. The contrast with more proactive sales teams is significant, they ask the right question: "Is the group flexible with dates?" Here’s the best part: 80% of our clients are flexible on dates. Which raises the issue: How much revenue is lost due to teams not asking one simple follow-up question? This isn’t just a sales process failure,  it's a breakdown in revenue strategy execution. If you're a Sales Director or Revenue Manager reading this: 🔹 Have you trained your team to ask about date flexibility by default? 🔹 Are your RFP processes optimized to convert, or just built to respond? 🔹 Are RFPs handled by teams with no revenue focus or incentives? 🔹 Do you track RFP rejections as lost revenue opportunities? If not, you may have a silent leak in your revenue pipeline. It’s not just about pipeline management, it's about revenue optimization at the RFP stage. #MICE #RevenueManagement #HotelSales #MICEindustry #RevenueOptimization #HotelRevenue

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Hospitality: What a dynamic sector! 💯 Resilience is something that our industry has proven time and time again, and the more than 1 million rooms currently under construction clearly prove this. The most dynamic segments are the premium and upscale projects accounting for more than 50% of the projects, a clear hint where the market is heading. Not surprising: The #UnitedStates and #China are leading the geographical attribution of new construction projects, with India catching up very quickly - in line with the general observation of the #hospitality industry, that part of our focus and attention needs to shift east, it's no surprise that two out of the top three countries in the construction pipeline are in Asia.   Check out the full article and the numbers from Lodging Econometrics through the link in the first comment below.   #hospitality #travel #hotelpipeline

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10 Minutes Hotels has released the Global Hotel Brands Infographic, a new visual tool that organizes the world’s major hotel groups and their brands into clear, accessible categories. Designed to simplify the complex structure of the hospitality industry, the infographic presents hotel brands across eight distinct segments: Luxury, Premium, Upscale, Boutique & Lifestyle, Midscale, Economy, Extended Stay, and All-Inclusive. The infographic was developed through extensive research into leading hotel groups and their portfolios, offering a visual flow from high-end brands in the center to budget and long-stay options along the edges. While categories provide useful guidance, they are not strict boundaries, reflecting the diverse positioning strategies of global hotel companies. Delimiter lines help show the transitions across different tiers of hospitality. A high-resolution PDF version of the infographic is available for download and can be used for various purposes, including training and research - https://lnkd.in/dB3-JA6Z Photo Credit: 10 Minutes Hotel

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