Define the buyer problem
Corporate, relocation, insurance, health, project and education buyers purchase outcomes such as proximity, flexible extension, invoicing, safety, parking or family functionality. Build an offer around a verified problem, not the word corporate. Identify the buyer, user, approver and payer; they may be different people.
Direct-sales economics
Model lead generation, sales time, credit checks, contracting, payment terms, account service, cancellations and vacancy between stays. Lower commission does not automatically mean higher profit. Set credit limits, deposit or payment controls and escalation appropriate to legal advice and the buyer relationship.
Channel diversification
Set concentration limits by platform, buyer and demand segment. Build new channels before the dominant channel fails. Keep calendars, prices, guest terms, tax and records consistent. Direct demand should not bypass property consent, approvals or screening.