Revenue management & direct sales
Your property. Your business. Your control
I help hotels, aparthotels and holiday-rental owners sell better, reduce their dependence on OTAs and build a direct relationship with their guests.
+20%
average net profit across managed projects
21+
years of experience in hotel commercialisation
2
sectors: boutique hotels and holiday rentals
3
collaboration models, from audit to full management
Collaboration models
Three ways to work together, depending on how much you want to delegate.
Not every project needs the same approach. That is why we always start with a diagnosis, and then choose the right level of involvement.
Commercial auditTo get started
A complete diagnosis of your current commercial strategy: sales channels, OTA mix, rate parity, booking engine, website positioning and direct-sales potential. You receive a report with priority actions and their estimated impact.
Channel-mix analysisRate and parity reviewAction plan report
Hybrid managementFor support
I work alongside your existing team where it has the greatest impact: revenue management, channel-manager management and direct-booking-engine optimisation. Day-to-day operations stay in-house; the commercial strategy is continuously reviewed and adjusted.
Ongoing revenue managementChannel-manager managementMonthly results tracking
Full managementFor delegation
Full responsibility for commercialisation: pricing strategy, distribution, booking engine, guest retention and a gradual reduction in OTA dependence. This is the model behind the results shown in the success stories.
Pricing and distribution strategyEnd-to-end direct salesGuest retention and repeat bookings
For hotels
Connected channel manager and PMS to increase direct sales without losing control of availability.
SiteMinderMews
SiteMinder centralises distribution across all channels from a single calendar, preventing overbookings and freeing up reception-team time. Mews, as a cloud PMS, connects the hotel’s day-to-day operations (reservations, check-in and invoicing) to the same commercial strategy, so every rate and availability is always aligned.
The goal is not to replace OTAs overnight, but to progressively shift the channel mix towards direct bookings, with a website that converts and a consistently competitive direct rate.
Success story
Hotel Forn Nou
2024 – 2025 · Revenue Manager
Implementation of SiteMinder as channel manager and Mews as PMS, together with a complete review of the pricing strategy and distribution-channel mix to strengthen direct bookings over OTA commissions.
+20% net profit
Success story
Harmony Seafront
2025 – present · Revenue Manager
Implementation of Lodgify as the property’s booking engine and channel manager for a beachfront apartment in Puerto Pollensa, with a direct-sales website and a strategy to retain repeat guests.
+20% net profit
For holiday rentals
Your own booking website, without relying on Booking to decide how much each guest costs you.
Lodgify
Lodgify gives you your own booking engine integrated into your property website, synchronised with Booking, Airbnb and the other channels to prevent overbookings, while keeping direct bookings at the centre: no commission, guest data under your control and a real opportunity to encourage the next stay.
For owners of one or more apartments, this means moving from near-total OTA dependence to building your own customer base, with a website that sells for you and a direct communication channel with every guest.
Owner training
120 DAYS — LEARN TO MANAGE
A practical programme to learn how to manage revenue and commercialisation independently and make your own informed decisions.
01
Learn
Revenue, distribution and demand fundamentals.
02
Apply
Application to your own property.
03
Review
Review of pricing, channels and results.
04
Manage
Commercial routines and decisions with autonomy.
05
Go Independent
A system to keep managing your property independently.
Calculator
How much do you receive in gross revenue each year, and how much can intermediaries keep?
Enter an annual figure and an estimated commission to visualise the financial impact of intermediary fees.
Annual gross revenue€100,000
Estimated intermediary fees€18,000
Amount remaining after that commission€82,000
Indicative estimate. The actual commission depends on the contract, sales channels, included services and applicable taxes.
The cost you do not always see
Booking’s commission does not appear as a line item. It appears as margin that is no longer yours.
Every booking that comes through an OTA pays a commission of between 15% and 20% of the total. That money is deducted before the revenue reaches your accounts, and the guest is also registered as the platform’s customer, not the hotel’s or apartment’s.
Direct sales do not mean closing the door to OTAs, but stopping dependence on them: your own booking engine, a website that converts and a retention strategy encourage more guests to book directly and return next time without an intermediary.
BOOKING · 3 NIGHTS€120.00 / night
Gross rate€360.00
OTA commission (18%)-€64.80
Guest datanot available
Net revenue via OTA€295.20
— direct booking —
Gross rate€360.00
Commission€0.00
Guest dataowned
Net direct revenue€360.00
Success stories
Four projects, different stages, one commercial approach.
About me
21 years in the sector, from front desk to commercial leadership.
I am Gabriel Estepa, a revenue manager specialising in direct sales for hotels and holiday rentals. I started at Aparthotel Duva & Spa (Balearic Islands) in 2004 as a quality coordinator, and over the following 19 years progressed to lead the complex’s commercial and revenue function.
Since 2024, I have worked as an independent consultant, applying that same experience to boutique hotels and holiday-rental owners who want to depend less on OTAs and more on their own brand.
2004–2006
Quality Coordinator
Aparthotel Duva & Spa
2006–2009
Reservations Manager
Aparthotel Duva & Spa
2009–2023
Commercial Director & Revenue Manager
Aparthotel Duva & Spa · 13 years
2024–2025
Revenue Manager
Hotel Forn Nou · SiteMinder & Mews
2026–present
Revenue Manager · Founder
Letting Experiences
Property audit
I want to analyse my property
Tell me briefly about your property. When you submit the form, WhatsApp Business will open with the information prepared to start the conversation.
Contact
Let’s talk about how to sell your property better.
Whether you manage a hotel, an aparthotel or a holiday apartment, the first step is always the same: understand how much intermediary fees are costing you today and what margin there is to reduce them.