Orascom Hotels Management drives revenue with B2B distribution rates

Known as one of the largest hotel groups in the region, Orascom Hotels Management (OHM) has a reputation for excellence.

With over 30 properties, managing numerous B2B channels and partnerships became a complex and time-consuming task. As a result, maintaining consistent rates and offers across these channels grew increasingly difficult for OHM, with parity issues only adding to the challenge.

To effectively grow their B2B presence and navigate complex networks, OHM needed to simplify their operations — and improve their distribution efficiency.

OHM chose to adopt B2B distribution rates — enabling hotels to offer dedicated rates that incentivize Expedia Group’s B2B network partners to highlight their inventory.

By partnering with Expedia Group exclusively, OHM could regain control over their pricing strategies, streamline distribution, and save resources. Plus, Expedia Group’s zero-tolerance compliance policy gave them peace of mind over their rates.

To maximize results, OHM followed best practices to help position its inventory more favorably in a multi-supply B2B environment. Alongside their account manager, OHM audited their B2B distribution rate plans —  ensuring every room type was set up, rates were mapped accurately, live promotions were applied, rates were open in advance, and all rate plan details and pricing matched across standalone and distribution plans.

“You need to create and map out all the rate plans,” Montefusco said. “It’s very important to follow up on a regular basis with your account manager to make sure your rates are properly optimized, visible, distributed, and reaching the market segments and audiences you need to reach.”

Celine Montefusco, OHM’s e-commerce and digital marketing director, explained that mitigating rate parity issues required regular, time-consuming manual reviews and interventions. By leveraging B2B distribution rates, they started to simplify operations, reduce workload, offload disparate B2B partner management, and focus on higher-value tasks.

“We have been able to decrease a lot of parity issues on online channels, and we have a single system distributing our rates and promotions for all properties through Expedia Group,” Montefusco said.

 “When contacted by a new partner who would like to distribute our hotels, we send them to the Expedia B2B distribution network platform rather than signing static contracts or setting up new connectivity.”

Since moving to Expedia Group’s B2B distribution network, OHM has seen more than a 20% increase in B2B distribution revenue.

“We see a very high increase of production through the Expedia channel overall, but the main producer is the B2B distribution network,” Montefusco said. “Overall, we increased our production through Expedia Group since we added B2B rates with ADR 20% higher than the rest of the Expedia Group rate plans.”

By implementing B2B distribution rates, OHM increased production from high-value segments like loyalty (+131%), retail (+108%), and supplier (+102%) — leading to 36% growth in average daily rate.

“We also see a big increase from certain countries, where we have limited reach (Saudi Arabia and China for example),” Montefusco explained. “It's coming mostly from the B2B distribution rates plan.”

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