PARTNER GUIDE
How travel agents can price hotel rooms for clients
Published October 27, 2026
The simplest way to price hotel rooms is to set a clear margin policy first, then apply it the same way to every quote. Agents who price room by room, on instinct, end up with inconsistent quotes and unpredictable profit.
Start from the net rate, which is the price your supplier or booking portal charges you before any margin. Then decide how you earn: a percentage markup, a fixed amount per room night, or a mix of both depending on the booking value. Short stays often suit a fixed amount, while longer or higher-value stays suit a percentage.
Check what the net rate includes. Taxes and service charges are usually part of the rate, but items such as city or tourism fees and resort fees may be payable by the guest directly at the hotel. Tell your client about these upfront so the final cost never feels like a surprise.
Before sending a quote, compare it with what the client can see publicly. If your price is clearly higher than the hotel's own public rate with the same cancellation terms, expect the client to book direct. Your value then has to come from the package: transfers, tours and support that a single hotel website cannot offer.
Finally, keep the quote simple: room type, meal plan, number of nights, cancellation deadline and total price. A clear, consistent quote builds trust faster than a low price with unclear conditions.