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The Best Incentives for
Convincing Travelers to
Book Direct
An Effective Way to Drive Direct Bookings at Your Hotel

Hotels are grasping for any way to drive more direct booking traf...
Add-On Preference by Type

11%

14%

3%

48%

Room upgrade
Room service
On-site amenities (e.g. spa)
Gift cards
Other

23%...
Room Upgrade Preference by Type

2%
20%

29%
Suite with living room
Better view
Balcony
Kitchenette
Other

22%
27%

The ki...
Room Service Preference by Type

3%
16%

43%
19%

Free meal
In-room massage
Minibar/snacks
Movies on demand
Other

19%

Fr...
Amenity Preference by Type

7%

4%

11%

55%
23%

Food/drinks at hotel
Spa package
Fitness class
Golf/tennis reservation
O...
Gift Card Preference by Type

11%

4%

45%

19%

Popular restaurant
Popular event
Amusement/water park
Transportation serv...
Gift Card Preference By Percentage of Each Age Group

18-24
25-34
35-44
45-54
55-64
65+
0

20

40

Restaurant gift cards
A...
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Read about our findings in more detail.

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The Best Incentives for Convincing Travelers to Book Direct

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Hotels are always looking to drive traffic to their hotel website for direct bookings, but once there, consumers need incentives to be convinced to forego an OTA discount. We surveyed thousands of consumers to find out what those are.

Published in: Travel
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The Best Incentives for Convincing Travelers to Book Direct

  1. 1. The Best Incentives for Convincing Travelers to Book Direct
  2. 2. An Effective Way to Drive Direct Bookings at Your Hotel Hotels are grasping for any way to drive more direct booking traffic to their hotel website to avoid the fees required by online travel agencies (OTAs) to be listed on their websites. But what can hotels offer to convince potential customers to book directly instead of choosing a discounted price from an OTA? We conducted a Google Consumer Survey of more than 2,500 consumers to find out what incentives a hotel could offer to forego a discounted price and book directly. • A free room upgrade is the top incentive that will convince customers to book directly; • This room upgrade can be as simple as offering a balcony or better view; • Free food and drinks (e.g. at on-site restaurant) are the second most effective incentive.
  3. 3. Add-On Preference by Type 11% 14% 3% 48% Room upgrade Room service On-site amenities (e.g. spa) Gift cards Other 23% The majority of respondents (48 percent) say that a room upgrade offer could convince them to book directly over booking with a discount online travel agency.
  4. 4. Room Upgrade Preference by Type 2% 20% 29% Suite with living room Better view Balcony Kitchenette Other 22% 27% The kind of room upgrade that could convince a consumer to book directly is split among a living room suite, a better view, a balcony room or a room with a kitchen.
  5. 5. Room Service Preference by Type 3% 16% 43% 19% Free meal In-room massage Minibar/snacks Movies on demand Other 19% Free meals are clearly the most effective room service incentives to convince a consumer to book directly, with 43 percent of the responses.
  6. 6. Amenity Preference by Type 7% 4% 11% 55% 23% Food/drinks at hotel Spa package Fitness class Golf/tennis reservation Other Again, for amenities, respondents say that free food and drinks are incentives that could convince them to skip the OTA and book directly.
  7. 7. Gift Card Preference by Type 11% 4% 45% 19% Popular restaurant Popular event Amusement/water park Transportation service Other 22% A gift card to a popular restaurant was voted as a motivating incentive to book directly on a hotel website. A gift card to a popular event came in a distant second.
  8. 8. Gift Card Preference By Percentage of Each Age Group 18-24 25-34 35-44 45-54 55-64 65+ 0 20 40 Restaurant gift cards Amusement/waterpark gift card Other 60 80 100 Popular event gift card Transportation gift card Older age groups chose restaurant gift cards as strong incentives to book directly, while younger groups preferred event and amusement park gift cards.
  9. 9. Read Report Read about our findings in more detail. @SoftwareAdvice /company/software-advice /SoftwareAdvice @SoftwareAdvice Software Advice™ is a trusted resource for software buyers. The company's website, www.softwareadvice.com, provides detailed reviews, comparisons and research to help organizations choose the right software. Meanwhile, the company’s team of software analysts provide free telephone consultations to help each software buyer identify systems that best fit their needs. In the process, Software Advice connects software buyers and sellers, generating high-quality opportunities for software vendors.

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