Multichannel Pricing: Impact on Branding and Business

3 min readMar 11, 2024


In the travel industry, pricing strategies have emerged as pivotal players in the quest for customer engagement and revenue optimization. One prominent trend captivating the attention of OTAs and airlines alike is the adoption of diverse pricing structures across different distribution channels. While this approach injects a dose of flexibility into the pricing game, it also unleashes a complex dance of pros and cons, ultimately leaving a lasting imprint on branding and critical business variables.

Pros of Different Prices on Each Channel

Precision in Market Segmentation

  • Pros: Tailoring prices to specific channels allows for the precision of market segmentation, catering to diverse customer preferences and behaviors.
  • Example: Offering exclusive discounts on direct channels to incentivize and reward customer loyalty, creating a distinct market segment.

Competitive Agility

  • Pros: Adjusting prices based on the competitive landscape enhances overall agility, positioning the business to respond promptly to market dynamics.
  • Example: Lowering prices strategically on metasearch platforms to capture price-sensitive segments, gaining a competitive edge.

Strategic Collaborations

  • Pros: Varied pricing opens avenues for strategic collaborations with specific distribution partners, fostering mutually beneficial relationships.
  • Example: Offering exclusive deals to partner OTAs, creating a symbiotic partnership that strengthens collaborative marketing efforts and expands reach.

Revenue Maximization through Dynamic Pricing

  • Pros: Implementing dynamic pricing based on real-time demand allows for the maximization of revenue during peak periods.
  • Example: Dynamically adjusting prices during high-demand periods to capitalize on increased customer willingness to pay higher rates for premium services.

Cons of Different Prices on Each Channel

Brand Perception Challenges

  • Cons: Inconsistent pricing across channels may lead to confusion among consumers, impacting brand perception and trust.
  • Example: Customers discovering lower prices on third-party channels might question the value proposition on the official website, potentially affecting the brand’s perceived integrity.

Channel Conflict and Cannibalization

  • Cons: Varied pricing may result in channel conflict, leading to internal competition among different sales channels.
  • Example: Consistently lower prices on third-party platforms may cannibalize sales from direct channels, creating internal conflicts and suboptimal revenue distribution.

Complex Operational Management

  • Cons: Managing diverse pricing structures across channels can pose operational challenges, requiring meticulous synchronization.
  • Example: Ensuring real-time synchronization of prices across platforms to avoid discrepancies and customer dissatisfaction, demanding robust operational systems.

Customer Loyalty Risks

  • Cons: Price disparities might erode customer trust and loyalty, leading to potential customer churn.
  • Example: Repeat customers discovering significant price variations may seek alternative providers, impacting long-term customer loyalty and reducing customer lifetime value.


In the intricate tapestry of varied pricing across travel channels, businesses find themselves at a critical juncture where strategic decisions can either propel them to new heights or introduce unforeseen challenges. As OTAs and airlines navigate this labyrinth of pricing dynamics, a nuanced understanding of market intricacies, brand perception nuances, and the delicate balance between customer trust and revenue goals becomes paramount. The path to success lies in the ability to master this intricate dance, where every step influences the perception of the brand and shapes the future of customer relationships.




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