Partner Offers on Booking.com are special rates that do not come directly from the hotel but appear on the platform through third-party suppliers or partner companies. These rates often originate from wholesalers or other OTAs (Online Travel Agencies) that originally purchased the room from the hotel and then resell it—often at a lower price.
Why Are Partner Offers Problematic?
1. Rate Parity & Undercutting
- These offers can be cheaper than the official rates on Booking.com or the hotel’s direct website
- This can undermine direct sales and disrupt the hotel’s pricing strategy
2. Lack of Transparency in Distribution Channels
- The hotel may not have a direct contract with the seller and cannot control how the rates are distributed
3. Guest Confusion & Trust Issues
- Guests may be confused about why different prices exist
- Potential service issues (e.g., missing inclusions) could negatively impact the hotel’s reputation
What Can a Hotel Do About It?
1. Identify the Source of Partner Offers
- Make a test booking to find out who is behind the offer
- Analyze the booking confirmation (it may include hints like “Sold by XYZ”)
- Contact the wholesaler or third-party provider to clarify the situation
2. Review & Adjust Contracts with Wholesalers
- Strengthen or prohibit rate redistribution clauses
- Work only with trusted distribution partners
- Enforce a best rate guarantee to avoid undercutting
3. Take Action with Booking.com
- Contact your Booking.com account manager for support
- Request to opt out of the “Partner Offer Program” (if applicable)
- Develop a direct booking strategy to reduce dependency on OTAs
4. Use Technical Solutions
- Utilize rate intelligence tools like RateGain, OTA Insight, or Triptease to monitor rate leaks
- Properly configure the channel manager to prevent rate discrepancies
