WATCH - Triptease lifts the lid on wholesaler undercutting

"This is an instance where hotels and OTAs actually have a very aligned interest."

Broken contracts. Rogue rates. Parity problems. Both hotels and OTAs are reaching the end of their tether when it comes to wholesaler undercutting.

Back in August, Triptease published the second report of their 'Spotlight on...' series, Spotlight on... Wholesalers. It's clear the report struck a chord - hoteliers and wholesalers alike chimed into the discussion with their views on a growing issue. So, we decided to carry on the conversation in a dedicated webinar.

Tune in below to see Triptease's Charlie Osmond join report author Lily McIlwain to talk insider info, sharp practices and potential solutions. Keep watching to the end to see the lively audience Q&A that follows, where disagreements are raised and worst offenders are identified.

We asked everyone on the webinar to identify their worst-offending wholesalers. Here are the names that cropped up the most, in descending order of frequency:

  1. Hotelbeds

  2. Tourico

  3. GTA

  4. Miki

  5. Jac Travel

Do these names resonate with your experience?

One hotelier told us, "Hotelbeds is a frequent distributor of inventory (they even source to Hotwire)." Another objected to the suggestion that dynamic pricing could solve the problem: "If you give opaque/package discounts to wholesalers who have dynamic pricing contracts, some of them (including Hotelbeds and Tourico) will sell them online as non-opaque or non-packaged."

What's your view on the wholesaler issue? Have you managed to get the issue under control? Let us know - we'd love to feature your solution on our blog.

About The Author

Lily is Head of Content at Triptease. When she's not investigating the industry or spreading the word that #DirectIsBest, she enjoys music, cycling, and obscure radio quiz shows.