In 2026, average OTA commissions are: Airbnb 3% host + 14% guest, Booking.com 15–22%, Expedia 15–25%. If you manage a property with €40,000/year in bookings, you could be paying up to €8,000 in commissions. Here's how to concretely reduce them.
Impatto della strategia di canale sul revenue netto annuo (base: 50.000€ lordi)
Understanding the problem: how much are you really paying
OTA commissions aren't always transparent. Airbnb splits the commission between host (3%) and guest (14%), but the final price the guest pays is almost 17% more than what you receive. Booking.com instead charges everything to the host: on average 18% for properties not in the Genius programme.
Strategy 1: Build your direct channel
This is the strategy with the highest long-term ROI. Every euro invested in SEO, email marketing and a booking website reduces OTA dependency permanently.
- Create a professional booking website (cost: €30–€100/month)
- Offer a 5–8% discount for direct bookings
- Collect guest emails with GDPR consent
- Send direct offers before they search on Booking.com
Strategy 2: Negotiate commissions with OTAs
Not many hosts know that commissions are negotiable, especially for properties with high booking volume and good reviews. Contact your Booking.com account manager and ask for:
- Commission reduction in exchange for greater visibility
- Preferred partner programme (requires minimum criteria)
- Reduced commissions for specific periods (low season)
Strategy 3: Optimise the channel mix
Not all OTAs have the same commissions and the same return. Analyse your data:
- Which OTA brings you the most loyal guests (who return)?
- Which has the highest cancellation rate (reducing real revenue)?
- Which requires the least management effort?
Strategy 4: Use loyalty programmes
Incentivise guests to return by booking directly. A simple system: after the first stay, send an email with "10% off your next direct booking". The average return rate of satisfied guests is 20–30% — all at zero commission.