Hotel Revenue Management and OTA Optimisation for Boutique Hotels in Vietnam

Two hotels with the same number of rooms in the same location can earn very different revenue. The difference usually comes down to pricing and how the online travel agencies (OTAs) are managed. Here are the revenue management principles BGroup Hospitality applies to boutique hotels in Hue and Da Nang.

An empty room for one night is revenue you can never get back.

The three numbers every owner should track

Occupancy (OCC): rooms sold divided by rooms available.
Average daily rate (ADR): room revenue divided by rooms sold.
Revenue per available room (RevPAR): room revenue divided by total rooms – it combines rate and occupancy.

Filling rooms with deep discounts can push RevPAR down. The goal is to balance both.

Revenue management is the balance between rate and occupancy.

Pricing by season and by event

Seasonality: Hue and Da Nang have clear high and low seasons driven by weather and holidays.
Day of week: weekends and public holidays usually carry stronger demand.
Events: conferences, festivals and large local events create demand spikes – update rates early.
Early and late bookings: different rules for guests who book weeks ahead and those who book last minute.

Optimising your OTA listings

Photos: real, bright photos of every room type and facility.
Content: clear Vietnamese and English descriptions and transparent policies.
Reviews: reply to every review, especially the critical ones.
Rate and availability sync: use a channel manager to avoid overbooking.
OTA programmes: weigh the cost carefully before joining promotions or raising commission.

A channel manager keeps rates and availability in sync across every channel.

Reducing OTA dependence

OTAs bring volume, but every booking costs commission. A direct booking website, Facebook ads and looking after past guests grow the share of direct bookings over time.

Regular reports show owners how each sales channel performs.

Regular reporting

Weekly and monthly reports on OCC, ADR, RevPAR, channel mix and commission costs let owners make decisions on data rather than instinct.

Good stays lead to good reviews – and good reviews let you sell at higher rates.

Frequently asked questions

Does a small hotel need revenue management?

Yes. In a boutique hotel every room counts, and the right price can make a large difference to profit.

How many OTAs should we use?

Focus on the few channels that work best for your guest markets; managing them well beats opening too many.

Talk to BGroup

BGroup provides hotel management including revenue and OTA management. Contact BGroup or call +84 972 502 119.