The hotel industry seeks suppliers year-round. Learn to reach the decision-maker.
Hospitality··6 min read
Key takeaways
The global hotel industry moves over $620 billion per year. Each hotel needs dozens of B2B suppliers: from technology to amenities, marketing, and maintenance
The decision-maker in a hotel is usually the general manager, revenue manager, or procurement head, and you need to reach that person directly
Vonsel: 200 free businesses a month; paid plans from 11.80 EUR/month billed yearly (13.99 EUR monthly), before tax.
To start selling to hotels as a supplier, choose one service that hotels buy all year, build a list of properties in a single area, and contact the general manager, revenue manager, or purchasing head directly instead of the info@ inbox. Send your first message in the hotel's quiet months, when managers have time to compare suppliers.
The market
Why are hotels a great B2B market?
Hotels are constant B2B buyers. Each hotel needs technology suppliers (PMS, channel managers), digital marketing, equipment, amenities, laundry, food, staff training, and dozens more services. The global hotel market exceeds $620 billion per year.
The challenge is that hotels receive hundreds of proposals. To stand out, you need to reach the right decision-maker (not reception) with a proposal adapted to their hotel type. A boutique hotel doesn't have the same needs as a 200-property chain. Hospitality sector prospecting requires precise data. report on hotel technology and digitalization confirms that hotels investing in technology and innovative suppliers achieve up to 25% increases in guest satisfaction.
Business databases filtered by business type and location are the best way into this market.
$620B
global hotel industry revenue per year: each hotel needs dozens of B2B suppliers
-- Statista Hospitality Market 2025
87%
of hotels look for new suppliers at least once a year
$620B
global annual hotel market
35+
supplier categories each hotel needs
Access
Who makes purchasing decisions in a hotel?
Selling to hotels requires identifying the right decision-maker, which varies by property size and service type: hotel market analysis and purchasing trends shows that hotel chains prefer suppliers who demonstrate industry knowledge and offer integrated solutions from the first meeting.
Send emails to info@hotel
Minimal response rate. Doesn't reach the decision-maker.
Efficiency5%
Call the front desk
They redirect or block you. Very inefficient.
Efficiency10%
Contact through hotel social media
Unprofessional for B2B. No decision-maker data.
Efficiency15%
Recommended
Direct prospecting to the decision-maker with verified data
Search Google Maps and press Start. Vonsel gathers the business results as you explore the map, going beyond the pins you can see at a glance. Pause, continue and save your search when you are ready. Google Maps does not provide business emails. Vonsel visits the available business websites to find published emails, additional phone numbers and links to up to 118 supported social networks and other platforms. What it finds depends on what each website publishes. Keep businesses on a map, organise them by stage, edit their details and use a Kanban board, calendar, notes, actions, tags and custom fields. Basic holds 400, Pro 2,000 and Scale 10,000.
Efficiency90%
Find hotels and hotel chains in any country
Search Maps, collect published website contacts and organise your prospects in the CRM. Free extraction covers 200 businesses a month; AI and export depend on your plan.
Hotels buy technology, marketing, equipment and services, so adapt your value proposition to hotel language: RevPAR, occupancy, guest experience.
2
Generate your hotel database
Use the Vonsel Google Maps Scraper to search hotels in your target area. Filter by location, rating, and type. Get email, phone, website, and social media. This study on the hospitality supply chain details how purchasing cycles in the hotel sector vary by chain size, from boutique hotels to large international groups.
3
Personalize by hotel type
A 20-room boutique hotel has very different needs than a 500-property chain. Personalize each contact by mentioning something specific about the hotel.
4
Leverage off-season to sell
Hotels make purchasing decisions in the off-season. Contact in January-February and September-October for maximum receptivity. Plan with your sales strategy.
The hotel industry has a seasonal buying cycle: off-season is when managers have time to evaluate new suppliers. If you contact a hotel in July, they won't respond. If you contact in February with data on how to improve their peak season, you have their attention.
Don't sell to the hotel. Sell to the manager who wants to improve RevPAR
🏘
Are you ready to sell to the hotel sector?
1. Is your product/service adapted to hotel language?
Yes, completelyPartiallyIt's generic
2. Do you have contact data for hotel managers?
Yes, verifiedSomeNo, I use info@
3. Do you know the industry's buying seasons?
Yes, I plan accordinglySomewhatI haven't considered it
If you selected red options, you need to improve your hotel approach. Generate a hotel database with verified data and start selling to the sector.
The hotel industry moves $620B per year and each hotel needs dozens of B2B suppliers, so there's plenty of market
The key is reaching the right decision-maker (manager, revenue manager, procurement head) with verified data and a personalized proposal
Vonsel: 200 free businesses a month; paid plans from 11.80 EUR/month billed yearly (13.99 EUR monthly), before tax.
Hotel prospecting at a glance
Topic
Detail in this guide
Hotel market size
Over $620 billion per year worldwide
Supplier categories per hotel
35 or more
Decision-makers
General manager, revenue manager, procurement head
Best months to contact summer destinations
January to February and September to October
Best months to contact ski destinations
May to June
Weakest approach
Emails to info@ addresses (5% efficiency)
Strongest approach
Direct contact with the decision-maker using verified data (90% efficiency)
Extraction limits depend on your plan, and you can compare them on the Vonsel pricing page. If you want to see the search and extraction in action, watch the tutorial video before running your first hotel search.
Generate a hotel database in any country
Search Google Maps and press Start. Vonsel gathers the business results as you explore the map, going beyond the pins you can see at a glance. Pause, continue and save your search when you are ready. Google Maps does not provide business emails. Vonsel visits the available business websites to find published emails, additional phone numbers and links to up to 118 supported social networks and other platforms. What it finds depends on what each website publishes. Keep businesses on a map, organise them by stage, edit their details and use a Kanban board, calendar, notes, actions, tags and custom fields. Basic holds 400, Pro 2,000 and Scale 10,000.
Search Google Maps and press Start. Vonsel gathers the business results as you explore the map, going beyond the pins you can see at a glance. Pause, continue and save your search when you are ready. Google Maps does not provide business emails. Vonsel visits the available business websites to find published emails, additional phone numbers and links to up to 118 supported social networks and other platforms. What it finds depends on what each website publishes. Keep businesses on a map, organise them by stage, edit their details and use a Kanban board, calendar, notes, actions, tags and custom fields. Basic holds 400, Pro 2,000 and Scale 10,000.
When is the best time to contact a hotel?
The off-season is when hotel managers have the most time to evaluate new suppliers. For summer destinations, contact in January-February and September-October. For ski destinations, contact in May-June. Adapt your timing to the target hotel's calendar.
What data do I need to prospect hotels?
Search Google Maps and press Start. Vonsel gathers the business results as you explore the map, going beyond the pins you can see at a glance. Pause, continue and save your search when you are ready. Google Maps does not provide business emails. Vonsel visits the available business websites to find published emails, additional phone numbers and links to up to 118 supported social networks and other platforms. What it finds depends on what each website publishes. Keep businesses on a map, organise them by stage, edit their details and use a Kanban board, calendar, notes, actions, tags and custom fields. Basic holds 400, Pro 2,000 and Scale 10,000.
Who makes purchasing decisions in a hotel?
It depends on the size of the property. In a small hotel, the manager and a few department supervisors usually handle most buying. In a large hotel or resort, the general manager heads a team of directors for rooms, revenue management, sales and marketing, food and beverage, finance and engineering, so the right contact depends on what you sell.
What is RevPAR and why does it matter when selling to hotels?
RevPAR, or revenue per available room, is a hotel performance metric. It is calculated by dividing a hotel's total guestroom revenue by the number of rooms and the number of days in the period measured. Hotel managers track it closely, so a pitch that explains how your product could lift RevPAR or occupancy is easier for them to evaluate.
How can I build a list of hotels to contact?
Search Google Maps for hotels in your target area and extract the results with their phone numbers, websites and ratings. Vonsel then visits the available hotel websites to find the emails they publish, so what you get depends on what each site shows. Filter by location, rating and hotel type, then save the list in the CRM to track each contact.
Should I sell to independent hotels or to hotel chains?
Start with the type that fits your offer. An independent boutique hotel with 20 rooms has different needs than a chain with hundreds of properties, and the pitch changes accordingly. In a large operation the general manager may report to a regional vice president or to ownership, so more than one person can be involved in a purchase.
What should I say in a first message to a hotel?
Address the manager by role and mention something specific about the property, such as its type, location or guest ratings. Use hotel vocabulary like occupancy, RevPAR and guest experience, and make one clear offer instead of a list of services. Generic proposals sent to a shared inbox rarely get a reply.
