Vacation rental distribution strategy for 200+ units, how diversified should we be?

Managing 217 properties and currently on Airbnb (65% of bookings), Vrbo (25%), and Booking.com (10%). Also have a direct booking site that generates maybe 3-4% of bookings.

Thinking about whether we should expand to more OTAs or focus on growing the direct channel. There are dozens of smaller platforms we're not on.

At 200+ unit scale, what does optimal distribution look like? Should we be on every platform possible or focus on the big 3-4?

Also wondering if 3-4% direct is normal at our scale or if we're underperforming there.

What's your distribution mix at larger scale?

Posted Mar 6, 2026, 4:01 AM UTC

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