Channel & Distribution KPIs
Where a booking came from, what it cost to win, and what it left behind - channel KPIs price the pipeline honestly.
calculateThe Cost-Aware View
Channel mix shows where rooms sold. Channel KPIs go further - net ADR after commission, cost per acquisition by channel, the direct share trend, and repeat rate by channel.
Read together, they price each channel honestly: what every booking cost to win and what it left behind - margin, data, and the guest relationship.
A channel that delivers volume at high commission and zero repeat guests is renting you revenue, not building it.
compare_arrowsGross vs Net Channel View
The gross view answers a flattering question: who sold the most rooms? The net view answers the useful one: what did each channel actually contribute after the cost of winning the booking?
The two league tables rarely order themselves the same way - and only one of them should steer distribution spend.
sellGross View
The OTA is our biggest producer - true and flattering.
currency_exchangeNet View
After 18 percent commission and a 4 percent repeat rate, the OTA ranks third by contribution - true and useful.
query_statsSix Channel KPIs
Channel Mix
Share of room nights by channel - the structure of distribution.
Net ADR
Rate after commission and acquisition cost - the honest price.
Cost per Acquisition
Total channel spend over bookings won - the true toll.
Direct Share
Brand.com percentage of mix - the ownership metric.
Repeat Rate by Channel
Share of channel guests who return - the compounding test.
Attach by Channel
Outlet spend per stay per channel - value beyond the room.
The bottom line: judge channels the way ownership judges managers - on net contribution and repeat behavior, not volume. The channel scorecard that nets costs changes distribution strategy more than any negotiation script.
translatePenjelasan dalam Bahasa Indonesiaexpand_more
Channel KPI (KPI distribusi) adalah metrik yang menilai setiap saluran distribusi berdasarkan asal pemesanan, biaya memenangkannya, dan nilai yang ditinggalkan. Cakupannya meliputi channel mix, net ADR setelah komisi, cost per acquisition, direct share, repeat rate, dan attach by channel. Lensa ini menilai channel secara jujur, bukan sekadar volume.
- check_circleChannel mix memetakan porsi room nights per channel; channel KPI menilai kontribusi bersihnya.
- check_circleNet ADR = tarif setelah komisi dan biaya akuisisi; cost per acquisition = total belanja channel dibagi booking yang didapat.
- check_circleDirect share mengukur porsi brand.com; repeat rate per channel menguji apakah channel menghasilkan tamu yang kembali.
- check_circleContoh: setelah komisi 18 persen dan repeat rate 4 persen, OTA terbesar turun ke peringkat tiga berdasarkan contribution.
- check_circlePerbedaan pandangan gross vs net: channel volume terbesar belum tentu paling menguntungkan setelah biaya akuisisi.
- check_circleChannel berulang rendah dan komisi tinggi hanya menyewakan pendapatan, bukan membangunnya.
helpPertanyaan Umum (FAQ)
Apa itu net ADR dan mengapa penting?
Net ADR adalah tarif yang tersisa setelah komisi dan biaya akuisisi channel dipotong, sehingga mencerminkan harga yang jujur. Metrik ini penting karena channel dengan volume besar bisa ternyata menyumbang margin kecil setelah toll distribusi dihitung.
Bagaimana cara menilai kinerja channel distribusi hotel?
Gabungkan channel mix, net ADR, cost per acquisition, direct share, repeat rate, dan attach rate per channel. Dibaca bersama, angka-angka itu menunjukkan berapa biaya memenangkan tiap booking serta apakah channel meninggalkan margin, data, dan hubungan dengan tamu.
Apa perbedaan pandangan gross dan net pada channel?
Pandangan gross menjawab siapa yang menjual kamar terbanyak, sedangkan pandangan net menghitung kontribusi setelah biaya memenangkan booking. Kedua peringkat sering berbeda urutan, dan hanya pandangan net yang layak memandu belanja distribusi.
Mengapa direct share disebut metrik kepemilikan?
Direct share memperlihatkan porsi pemesanan melalui brand.com yang bebas komisi tinggi sekaligus membangun basis data tamu. Tren direct share yang naik menandakan kepemilikan atas hubungan tamu yang kian kuat.