In vibrant Prague, tourism thrives year-round. For over 30 years, H&Hotels Group has helped set the standard — providing memorable, high-quality guest experiences to those visiting the Czech capital.

In a city where rich culture and stunning architecture draw a diverse crowd, it is crucial for hotels to differentiate themselves. To drive more bookings and attract high-value travelers, H&Hotels needed to stand out from the crowd and expand their reach beyond traditional distribution channels.

H&Hotels’ revenue manager, Michal Barkoci, saw an opportunity to reach more customers through Expedia Group’s B2B distribution rates. These rate plans offer a higher margin to our B2B distribution network partners, incentivizing them to showcase hotels' properties to new audience.

After validating his strategy implementation forecast, Barkoci found that B2B distribution rates would bring a desired booking volume with less effort  — despite an increase in margin.

“We have a high average daily rate, and the volume that comes from this channel is exactly what I want it to be,” he explained. 

By offering B2B distribution rates, the H&Hotels Group increased visibility to a network of 70,000 travel businesses and 160,000 independent agents globally.

“I use some other B2B providers, but they are really competitive,” Barkoci said. “I decided to go to Expedia Group to diversify my distribution channels and cover as much as possible with their B2B distribution network.”

After leveraging B2B distribution rates, H&Hotel Group’s Hotel Carlton saw a 122% increase in booking revenue through the B2B distribution network — while Hotel Ariston and Ariston Patio saw a 37% increase.

“Ariston is a big hotel, and introducing B2B rates was a really good option for it,” Barkoci said. “Carlton Hotel performs well on its own, but to be honest, there was a lack of B2B reservations. I have to say that Expedia really filled that gap.”

Implementing B2B distribution rates allowed the hotel group to increase the average length of stay from two to three nights.

 “From Expedia Group, people mostly come for three days or three nights,” Barkoci explained. “However, a competitor’s B2B travelers mostly come for one to two days.”  

Need more information? 

Reach out to your account manager.