A simple framework for commission-free distribution
Use OTAs for discovery, then bring guests home to direct. A practical model for keeping reach without giving away margin.
DO
Daniel Okafor
Mar 2026 1 min read
Online travel agencies are great at one thing: discovery. The mistake is letting them own the relationship forever. Here's a framework for using reach without surrendering margin.
Discover, then convert
Treat OTAs as the top of your funnel. Once a guest has stayed, every touchpoint should make booking direct the obviously better choice.
- Match availability everywhere with a channel manager
- Make direct the best price and the best experience
- Capture the email and earn the next booking
"Reach gets them in the door once. Experience is what brings them back commission-free."
Over a few seasons, the mix shifts: less paid discovery, more owned demand, and materially better margin.