Marketplace & Channel Strategy

The marketplace dependency trap

Marketplaces drive 60-80% of bookings for most operators. They provide volume and trust infrastructure you couldn't build alone.

But over-dependence creates silent risk: algorithm changes tank visibility overnight, commission creep erodes margins, you don't own customer relationships, and you have zero negotiating leverage.

Most operators don't understand how marketplaces actually work—why rankings change, what drives visibility, how to negotiate better terms, or when dependence becomes dangerous.

We know because we built these systems.

What we address

Platform intelligence & optimization Each marketplace has different algorithms, customer demographics, and geographic strengths. Viator's algorithm isn't GetYourGuide's. What works on Klook fails on Airbnb Experiences. We optimize your presence for each platform's specific ranking factors—content structure, review velocity, response times, pricing competitiveness.

Commission structure & negotiation Rates are 15-30%—higher than any other travel category. Most operators accept default terms and never renegotiate. Commission rates are negotiable if you know how, when, and what leverage you have. We've seen 2-5% reductions save operators €50K-200K+ annually.

Channel concentration risk 70%+ dependence on one platform kills negotiating power. Algorithm changes = revenue collapse. We assess your concentration risk and build practical diversification roadmaps. Target: 40-50% marketplace, 30-40% direct, 10-20% other channels for margin optimization and leverage.

Pricing & availability strategy Managing pricing architecture across channels without violating terms or confusing customers. Smart inventory allocation based on channel performance. Product differentiation by channel (exclusive packages direct, standard offerings on marketplaces). We design strategies that optimize margin while maintaining platform relationships.

Direct channel growth (without marketplace penalties) The fear: build direct channel, anger platforms, lose rankings, revenue collapses. The reality: operators with strong direct channels often perform better on marketplaces—they're more professional, better capitalized, invest in quality. We've helped operators grow direct bookings 150%+ while marketplace revenue continued growing. Channel harmony, not channel war.

Competitive intelligence Real-time monitoring of competitor pricing, new products, review trends, ranking changes. Most operators discover competitor moves weeks late—from customers. We build systems that alert you to competitive threats and market opportunities before they cost revenue.

What makes this different

Inside knowledge of platform operations We've spent years inside marketplace operations managing tens of thousands of suppliers. We've built ranking algorithms. We know what platforms optimize for, what they track but don't tell you, and how account decisions get made.

Platform-specific optimization Generic advice doesn't work. Each platform has different algorithms, customer demographics, review systems, promotional opportunities. We optimize for what actually drives visibility and conversion on each platform.

Negotiation experience from both sides We've negotiated commission structures from both sides of the table. We know what's negotiable (more than you think), when to negotiate (timing matters), and how to build leverage.

Diversification without destruction We've helped dozens of operators grow direct channels from near-zero to 30-40% of bookings over 12-24 months—while marketplace bookings continued growing. It's about strategic channel balance, not abandoning what works.