23 Oct 20267 min read

OTA Performance Report: How to Run a Monthly Channel Review

An OTA performance report is a one-page monthly summary that shows, for each channel, how many room nights you sold, at what ADR, how much you kept after commission, how many bookings cancelled and how early guests booked. Done well, it tells you in 15 minutes where to push, where to fix and where to stop spending. This guide gives you the KPIs, where to find them in the extranets, a worked example and a monthly meeting agenda.

Why you need a monthly OTA performance report

Most hotels look at OTA numbers every day — new bookings, cancellations, reviews. That is operations. A monthly review is different: it is a step back to ask “Is each channel earning its place?”

Without a fixed report, three things often happen:

You judge channels by gross revenue and forget that commission rates differ.
A channel with many bookings but a high cancellation rate looks better than it is.
Promotions run for months without anyone checking if they paid back.

A simple OTA production report, filled the same way every month, solves all three. It also makes your talks with OTA market managers far more useful, because you come with facts.

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The KPIs to track by channel

Track these for every channel: each OTA, your website, phone/walk-in and any travel agents or corporate accounts. Use stay dates (the night the guest stays), not booking dates, so the numbers match your occupancy.

KPI	Formula	What it tells you
Room nights	Rooms × nights sold through the channel	Volume and channel share
Channel share	Channel room nights ÷ total room nights × 100	How dependent you are on each channel
ADR	Channel room revenue ÷ channel room nights	Price level each channel achieves
Gross room revenue	Sum of room revenue from the channel	Top-line contribution
Commission / channel cost	Gross revenue × commission % (+ payment or other fees)	What the channel costs you
Net revenue	Gross revenue − commission and channel costs	What you actually keep
Net ADR	Net revenue ÷ room nights	True value of each room night by channel
Cancellation rate	Cancelled bookings ÷ total bookings made × 100	Reliability of the channel’s bookings
Average lead time	Average days between booking date and arrival	How early each channel books (useful for pricing)
Average length of stay	Room nights ÷ bookings	Stay pattern by channel
Views and conversion (where available)	Bookings ÷ listing or property page views × 100	How well your listing turns lookers into bookers

Not every extranet shows every metric. If a number is not available for a channel, write “n/a” instead of guessing. You can learn more about the core KPIs in our guide to hotel KPIs, and check ADR quickly with the free ADR calculator.

Where to find the data: channel performance analysis sources

You can build most of your channel performance analysis from your property management system (PMS) or channel manager, which list every reservation with its source. Then add the extra metrics only the OTAs can show you, such as page views and conversion.

Booking.com

The Booking.com extranet has an Analytics menu. When Booking.com introduced it, the company named reports including the Pace report, Sales statistics, Booker insights and Book window information (Booking.com announcement). Menu names and layout change over time, so as of 2026 check your own extranet for the current list. Typical uses:

Sales statistics: room nights, revenue and ADR for a period.
Pace report: how bookings for future dates compare with last year.
Booker insights: where your guests come from and which devices they use.
Book window: how far ahead guests book.

Expedia Group

Expedia Partner Central includes performance and revenue tools. Expedia Group has described Rev+ as its revenue performance solution available in Partner Central, with market demand trends and competitive rate data (Expedia Group announcement, via Hospitality Net). Reservation and performance reports are also available in Partner Central; names vary by account and region, so check what your account shows.

Other OTAs and your own website

Agoda, Airbnb, MakeMyTrip and regional OTAs each have their own dashboards. For your website, use your booking engine report plus website analytics for visits and conversion. Keep one rule: the master numbers (room nights, revenue, cancellations) come from your PMS or channel manager, so every channel is counted the same way.

A worked example: Hillcrest Hotel (fictional)

Hillcrest Hotel is a fictional 40-room independent hotel. All numbers below are made up to show how the OTA performance report works. In October (31 days) it had 1,240 rooms available. Commission rates are examples only — your contracts will differ.

Channel	Room nights	Share	ADR	Gross revenue	Commission / cost	Net revenue	Net ADR	Cancel rate	Lead time
Booking.com (18%)	380	44.2%	$92.00	$34,960	$6,292.80	$28,667.20	$75.44	22%	24 days
Expedia (18%)	160	18.6%	$95.00	$15,200	$2,736.00	$12,464.00	$77.90	15%	31 days
Agoda (17%)	110	12.8%	$84.00	$9,240	$1,570.80	$7,669.20	$69.72	18%	12 days
Direct website (5% engine + payment)	150	17.4%	$98.00	$14,700	$735.00	$13,965.00	$93.10	8%	35 days
Phone / walk-in	60	7.0%	$101.00	$6,060	$0.00	$6,060.00	$101.00	3%	3 days
Total	860	100%	$93.21	$80,160	$11,334.60	$68,825.40	$80.03	—	—

How the key numbers were calculated:

Occupancy = 860 ÷ 1,240 × 100 = 69.4%
Total ADR = $80,160 ÷ 860 = $93.21
Booking.com net revenue = $34,960 − (18% × $34,960 = $6,292.80) = $28,667.20
Channel cost as a share of gross revenue = $11,334.60 ÷ $80,160 × 100 = 14.1%
Net ADR overall = $68,825.40 ÷ 860 = $80.03

What the Hillcrest report tells us

Booking.com is the main engine with 44.2% of room nights. That is a dependence risk worth watching, but it is also the hotel’s biggest billboard.
Agoda has the lowest net ADR ($69.72) and a short lead time. Check whether a deep promotion is driving those bookings and whether it pays back. Our OTA promotion ROI calculator helps with that test.
Direct website bookings earn $93.10 net per night, about $17.66 more than a Booking.com night. Each night moved to direct is worth real money — but only if the move does not break parity rules.
Booking.com’s 22% cancellation rate is the highest. Review which rate plans the cancelled bookings used; flexible rates often carry more cancellations.
Expedia books furthest ahead among OTAs (31 days). Make sure early-date rates and availability are loaded there.

If you want ready-made spreadsheets for this kind of analysis, plus checklists for each OTA extranet, The OTA Mastery Playbook includes the templates and the step-by-step review process.

How to build your OTA production report each month

Export reservations for the month from your PMS or channel manager, by stay date, with source, rate, room nights and status.
Group by channel and add room nights, gross revenue and number of bookings.
Add commission and costs from your contracts and invoices, then calculate net revenue and net ADR. Use our OTA commission calculator to check figures.
Add cancellations and lead time from the same export.
Pull extranet extras: views, conversion, ranking and review score where the OTA shows them.
Compare with last month and the same month last year.
Write three findings and three actions at the top of the report. If it is not on the first page, nobody reads it.

Monthly OTA review meeting agenda (45 minutes)

Time	Item	Owner
0–5 min	Headline numbers: occupancy, ADR, RevPAR, net revenue vs target	Revenue manager
5–15 min	Channel table: share, net ADR, cancellation rate, lead time	Revenue manager
15–25 min	Listing health: review scores, content, photos, ranking, conversion	OTA / e-commerce lead
25–35 min	Promotions and programmes: what ran, cost, result, keep or stop	Revenue manager
35–40 min	Next 90 days: pace, events, gaps in demand	Sales / revenue
40–45 min	Agree actions with owners and deadlines	General manager

Actions that usually follow the review

Low conversion on one OTA: improve photos, room names and descriptions. Check your listing with the free OTA listing score checker.
High cancellations: review rate plan mix, deposit rules and the share of fully flexible rates.
Low net ADR on a channel: test reducing or stopping a promotion for a few weeks and compare results.
Weak future pace: open more availability, adjust rates or add a targeted promotion for the gap dates.
Strong direct growth: keep investing in the lever that worked and track whether it continues.
Rate disparity found: fix mapping in your channel manager and check again.

Write each action with an owner and a date. Start the next meeting by checking last month’s actions.

FAQ

What should an OTA performance report include?

At minimum: room nights, channel share, ADR, gross revenue, commission, net revenue, net ADR, cancellation rate and lead time by channel. Add views and conversion where the OTA provides them.

Should I use booking date or stay date?

Use stay date for the monthly report so it matches occupancy and revenue. Use booking date separately when you study pace and booking trends.

Why is net ADR more useful than ADR?

ADR ignores commission. Two channels with the same ADR can leave you very different amounts after costs. Net ADR shows what each room night is truly worth.

How often should I review OTA performance?

Check bookings and reviews daily or weekly, but do the full channel review monthly. Quarterly, look at longer trends and contract terms.

Where do I find conversion data?

Some OTA extranets show listing views and conversion in their analytics sections. Availability and names change, so check your own extranet as of 2026.

Conclusion

A good OTA performance report is short, repeated every month and built on net revenue, not just gross. Use your PMS or channel manager for the master numbers, add extranet insights, then turn findings into clear actions with owners. Over a few months, this habit shows you which channels truly grow your profit.

If you want the complete OTA system with review templates, 46 checklists and 5 spreadsheets, see The OTA Mastery Playbook.