Marriott constructed its personal ‘Airbnb’ earlier than coronavirus crashed journey. Did it assist?

Marriott Hotels launched its Homes & Villas various lodging service a couple of years in the past. It has grown to 10,000 listings and has develop into fashionable with Marriott Bonvoy rewards members, however stays solely a minor brilliant spot within the Covid-19 crash.

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Marriott International started its push again towards the success of Airbnb in Spring 2019 with Marriott Homes & Villas, a luxurious property lodging service that provided prospects a non-public residence various to lodge rooms. Bookings are up, by loads, throughout Covid-19, as extra vacationers flock to particular person properties. That’s made the Airbnb rival a uncommon brilliant spot in enterprise outcomes for the lodge large, which like its friends, has seen a large falloff in conventional room bookings as enterprise journey, journey to city facilities, and worldwide trip journey dwindled through the pandemic. 

From May to August, Marriott noticed document performances in high reserving days, as much as 2x historic highs, based on information the corporate offered to CNBC. This summer time has been highest in gross income since launch, with bookings up by 700% over final summer time, and income growing by greater than 800%. Since the launch, the variety of properties on the platform has grown 5x from about 2,000 to greater than 10,000 in 250 markets. 

“We knew it was an providing that our prospects needed however we did not have,” Stephanie Linnartz, group president of Marriott’s shopper operations, know-how and rising companies, had stated in an interview with CNBC shortly earlier than the Covid outbreak.

The dwelling sharing program began as a pilot in 2017 after Marriott realized that near 30% of its members had stayed in dwelling leases prior to now yr. The pilot began with only a few houses in Europe.

Fighting Airbnb will not transfer the lodge needle

But for Wall Street analysts — and even for Marriott administration — Homes & Villas is a small silver lining in relation to the huge decline in enterprise for the standard inns concentrated in city areas and abroad journey locations. Pre-Covid, it may simply seem to be Airbnb was the existential menace to the lodging sector. Now, getting the core accomodations again on observe, and getting the standard portfolio of properties aligned with a modified world, is the problem that calls for their full consideration.

“It’s tiny. It would not transfer the needle for these corporations,” stated Patrick Scholes, managing director of lodging and experiential leisure fairness analysis at Truist Securities. “They should make vital additional investments to maneuver the needle.”

“It’s an afterthought,” stated Dan Wasiolek, senior fairness analyst at Morningstar overlaying the journey business. “We’re speaking about 10,000 houses versus 7 million listings on Airbnb. And Booking Holdings has an identical quantity. … Even earlier than the pandemic Marriott was simply dipping its toes and doing it from an natural foundation, utilizing its boutique Tribute model to facilitate high-end houses and experiences,” he stated.

Marriott administration has not stated something on the contrary, telling Wall Street prior to now that Homes & Villas stays insignificant so far as its earnings outlook, and so small in relation to the remainder of the enterprise that analysts shouldn’t “get too hung up on it,” Scholes recalled of earnings name commentary. 

Marriott CEO Arne Sorenson informed analysts on the corporate’s current August earnings calls that the Homes & Villas enterprise has benefitted from three developments: leisure, drive-to and “entire dwelling” preferences.

“If you can provide me a trip dwelling on the seaside or in New England or someplace I can drive to, then I do know that I can management my surroundings, I can management my transportation and it fits my objective as a result of it is a leisure journey anyway. And so usually that has been a optimistic factor, though to state the apparent, it’s a very small a part of our enterprise,” the Marriott CEO stated.

“They have larger fish to fry proper now than rising out Homes & Villas,” the Truist analyst stated. “Marriott and others had vital layoffs and the workers left are as much as their eyeballs with present work and never new tasks. So they might need to hit the pause button on new concepts.”

The firm has needed to furlough hundreds of staff through the pandemic and likewise is within the midst of company layoffs.

After the March 2020 decline on account of Covid-19 issues, trip leases rebounded heading into the standard peak summer time journey season, and by mid-summer the holiday rental occupancy elevated and approached 2019 ranges. While trip rental occupancy rebounded to 62%, inns trailed with occupancy of 37.6%, based on lodging advisor Amadeus Hospitality information.

There had been simultaneous March 2020 declines on account of Covid-19 impacting trip leases and inns, however trip leases rebounded heading into the standard peak summer time journey season.


The guess on an “Airbnb-like’ mannequin could but repay for the lodge large, however proper now, Marriott administration has its fingers full simply attempting to determine find out how to come out financially safe on the opposite facet of Covid.

“Liquidity-wise, till there’s visibility on transferring previous Covid, the main focus must be on the stability sheet,” Wasiolek stated. “And visibility would not enhance till there’s herd immunity or a vaccine.”

Hotels had been wholesome earlier than the pandemic, however AirBnB’s speedy development from 2013 to 2017 did “cannibalize” some lodge business development, stated Kevin Kopelman, senior analyst at Cowen, in an interview from earlier than the coronavirus decimated inns. As AirBnB’s development moderated, that cannibalization had slowed, however some cannibalization continued within the interval main as much as Covid.

Homes & Villas was not the one newer providing Marriott pursued because the journey panorama shifted, some much less well-positioned within the present second.

Marriott invested in PlacePass, a Boston-based platform that lists excursions and actions, in 2017. Marriott additionally stated final August that it was moving into the all-inclusive resort area. In addition, the corporate unveiled the Ritz-Carlton Yacht Collection, which affords cruises on considered one of three 190-meter luxurious yachts. Some newer efforts got here because of the merger with Starwood, which had the Moments platform providing entry to occasions like concert events and cooking lessons.

Amid the pandemic, it is no shock that the Moments platform will not be a spotlight, and the cruises should not but prepared to start out reserving passengers.

There is a need to journey ingrained in human nature and other people will wish to journey, and as soon as they’ll from a security and cash perspective, they are going to return.

Dan Wasiolek

Morningstar analyst

Marriott additionally invested in start-ups and incubators lately. Two years in the past, it partnered with Accenture and 1776 to incubate journey and hospitality start-ups in hopes of quick monitoring innovation. Ideas ranged from loyalty applications to higher reserving processes to methods to maximise native actions throughout a lodge keep, although that program is now closed. 

Some investments in know-how have to be made to outlive in a tech-centric period, when situations do return to regular. A current research from Google Travel and McKinsey discovered that customers in search of a lodge now peruse 45 digital touchpoints when researching a lodge, up from 39 touchpoints in 2017. That analysis takes place in 60 classes over 36 days on common. The analysis additionally discovered that 70% of vacationers haven’t got a model in thoughts when beginning a Google seek for a lodge.

The journey business wants to supply extra of an expertise, not simply looking for three nights in a lodge and the long run will nonetheless be about personalization and know-how, stated John Hach, senior business analyst with consulting agency Amadeus Hospitality. Companies are utilizing searching information and different data to ship customized suggestions and higher perceive each the context of the search and the patron.

“Start-ups have a number of momentum, pace and agility but additionally completely different challenges. We are discovering methods for a much bigger firm and startup to work collectively to drive wonderful buyer expertise…that is a key cause why we do what we do,” Linnartz stated within the interview earlier this yr. 

Not all inns wish to be Airbnb

Some Marriott opponents turned away from making an effort to problem Airbnb straight years in the past. In 2016, Hyatt divested a stake it had taken in One Fine Stay, which was acquired by French lodging firm Accor

Hilton CEO Chris Nassetta, who for years has dismissed any existential menace posed by Airbnb, stated on the time of Marriott’s Homes & Villas launch in 2019 that it remained uninterested within the concept. “We’ve spent a number of time speaking to our prospects, and what our prospects, for the time being, inform us is that they do not want [homesharing] from us,” Nassetta stated through the 2019 Hilton Q1 earnings name. “They have locations they’ll get this, and in a way, they do not need it from us. … I’m an enormous believer in focus. We’re going to maintain doing what we’re doing.”

Hospitality business advisor John Hach is much less pessimistic than the Hilton CEO, and the fairness analysts. 

“Within current years and all through coping with Covid-19, hoteliers are offering trip rental entry on their model web sites. This rising follow permits main lodge manufacturers to actively compete with trip rental websites and interact their giant loyalty membership base with the choice of choosing prolonged keep stock,” he stated.

Of course, Covid has modified the equation, however Wasiolek stated it doesn’t imply that the strategic considering from lodge administration has modified. “It’s an entire completely different kind of providing,” he stated, and it features a threat of the visitor having a nasty expertise that’s tougher for a lodge model to manage.

Unlike AirBnB or VRBO, which is owned by Expedia, the properties in Marriott’s Homes & Villas program are all professionally managed by housing administration corporations. Marriott CEO Sorenson confused this as a bonus within the current earnings dialogue, telling analysts, “What persons are drawn to by way of dwelling sharing notably in a Covid-19 surroundings is, ‘do you may have a spot the place I can take everyone and the place we could be on our personal? … I do not really need an house that someone lives in recurrently. I do not need the outdated type dwelling sharing as a result of I am unable to make certain in regards to the cleanliness or consolation of that.”

“There is a need to journey ingrained in human nature and other people will wish to journey, and as soon as they’ll from a security and cash perspective, they are going to return,” Wasiolek stated. For Marriott, or any main lodge model, to make an enormous shift now, “can be shortsighted,” he added.

Corporate journey turns into work-from-home journey

The new Homes & Villas enterprise has 40% of properties in areas the place Marriott doesn’t have a presence, but additionally has its personal Covid-related points. Even as listings develop, it’s Caribbean and worldwide in portfolio combine, and the current journey development has been staying near dwelling. “Many persons are involved about hopping on airplanes,” Scholes stated, including that within the short-term, the seasonality of the lodging sector now turns to being rather more depending on enterprise journey.

And there are core points that Marriott might want to first tackle. As company journey goes via what could also be long-term structural modifications, its weak spot in “drive-to demand” properties — a winner as vacationers keep nearer to dwelling and work-from-home doubtlessly turns into a type of home work tourism — places it at a aggressive drawback versus some friends. Just a little over half of its portfolio matches that evolving dynamic, based on analysts, versus a Wyndham, for instance, which is as excessive as 90% concentrated in drive-to properties.

“One factor that may completely change is the propensity for working from dwelling. I haven’t got to go from dwelling to metropolis or workplace. I can spend two months in Vermont and you will not discover too many Marriotts there,” stated Scholes. 

In the near-term, and for doubtlessly longer, lodge manufacturers concentrated in city areas are in a troublesome spot.

“Corporate journey recovered from previous demand shocks, however possibly this time is completely different,” Wasiolek stated. “Video conferring has superior sufficient. And that is one thing that may impression higher-end gamers greater than the decrease finish. That’s extra of a structural query: how do you regulate now to get a better leisure combine In city inns?”

I do not assume inns should make extra investments in non-traditional properties, however they are going to take into consideration evolving to cater to, technically not enterprise journey, however business-related journey the place employees wish to work remotely.

Patrick Scholes

Truist analyst

Even inside conventional lodging, there are winners on the present panorama that replicate this rising development, equivalent to prolonged keep properties, that are considerably outperforming the market, however are much less of a “main model” for Marriott.  

Choice Hotels has a robust presence in prolonged keep. That’s a market the place even earlier than the pandemic it was underserved. There was demand, and provide method beneath demand, and it’s one thing doing properly within the present surroundings,” Wasiolek stated.

Higher-ended inns are having extra bother with occupancy ranges. The income per room (revpar) measure via the tip of August was down 44.5% for the lodging business and, on the very excessive finish, down 67.3%. “There’s an enormous divergence,” Wasiolek stated.

For an organization with as lengthy a historical past as Marriott, wholesale modifications to the portfolio of properties would require many years to finish, and even acquisitions may not be sufficient to benefit the fee. “I do not assume inns should make extra investments in non-traditional properties, however they are going to take into consideration evolving to cater to, technically not enterprise journey, however business-related journey the place employees wish to work remotely. They may purchase prolonged keep lodge manufacturers and transfer the needle a little bit, however I do not assume it’s within the playing cards for them. It’s type of like, you made your bets,” Scholes stated.

Building new loyalty with friends

Marriott has to make use of benefits it already has, based on analyst, equivalent to loyalty promotions.

“They have the biggest loyalty program within the business, 140 million-plus, and plenty of information,” Wasiolek stated.

While that information has posed a headache for Marriott lately when it grew to become the target of customer hacks, the Morningstar analyst says it is going to be a bonus in charting a course within the new journey panorama. “In a everlasting hybrid work surroundings, folks will take extra weekend journeys, work from a vacation spot. They simply have to shift find out how to use advertising {dollars} and loyalty information,” he stated.

According to Marriott, greater than 90% of Homes & Villas bookings come from Marriott Bonvoy members. “This tells us our most loyal prospects have a necessity for any such journey expertise and till launch had been staying at houses from competitor platforms,” Marriott spokesman John Wolf stated.

Bonvoy combines the Marriott Rewards Program, Starwood Preferred Guest Program and Ritz-Carlton Rewards Program after Marriott’s acquisitions. 

Marriott and different main lodge teams equivalent to Hyatt and Hilton had been all stepping up their recreation with loyalty applications pre-Covid, ensuring they’ve aggressive advantages and recognizing their most loyal prospects.

“The common individual could keep only a few occasions a yr, however frequency drives engagement, and engagement drives loyalty,” stated Linnartz.

Hotels concentrated in “drive-to” demand areas and prolonged keep properties, like Wyndham and Choice, have rebounded extra strongly than Marriott, as has Booking Holdings, an internet journey company with tens of millions of trip rental listings.


The method these lodge chains go about constructing loyalty may have to alter from a previous give attention to drawing heavy enterprise vacationers into their system, and turning them into loyal prospects driving increased income per property, which is a vital metric for lodge buyers when deciding whether or not to open a brand new lodge inside one of many main lodge chains.

“What any enterprise needs to do is to verify they’re catering to their finest prospects,” Kopelman stated. Having a profitable loyalty program makes a lodge chain very engaging to potential homeowners and is likely one of the the reason why main lodge chains have been taking market share from independents in the previous few years, he stated.

“Bonvoy members, in a typical yr, not like this one, occupied 55% of rooms and spend greater than non-members and keep extra,” Marriott spokesman Wolf stated. “Anything that advantages them or will get extra members into the member pool advantages us. They spend extra and so they value much less.”

The way forward for trip leases

Over the summer time, a rising tide lifted boats within the trip leases market, not less than domestically. One of the primary indicators of that was when Airbnb stated in the midst of May that U.S. home listings returned to optimistic development, at a time when lodge bookings had been cratering. But that statistic was home, and Airbnb income took an enormous tumble within the second quarter and noticed its personal market valuation — which had surpassed that of the biggest lodge manufacturers — get diminished by roughly half, and it too had vital layoffs.

Booking Holdings will get roughly 20% of its income from various lodging; for Expedia, it’s about half of that at 11%. For TripAdvisor, it is “negligible,” Wasiolek stated.

By mid-summer 2020, the holiday rental occupancy elevated and approached 2019 ranges, at 62%, however inns trailed with occupancy of 37.6%.


Wasiolek stated trip leases and low-priced inns are essentially the most insulated elements of the market proper now, and there’s going to be an incremental portion of employees taking longer weekends or per week “right here and there,” in a brand new vacation spot, and that might profit conventional inns and various lodging corporations.

While it is going to be powerful for lodge corporations to alter their mixture of leisure and company, employees caught at dwelling in search of weekend journeys could assist. “Camping is more durable when it is colder,” Wasiolek stated. So at the same time as occupancy may go down because of the transition from trip to enterprise journey season, the brand new paradigm may assist hoteliers a little bit with “folks in search of one thing to do,” the Morningstar analyst stated.

About two-thirds of Marriott Homes & Villas summer time bookings had been for stays inside 60 days, based on firm information, and almost 50% had been for stays inside lower than 30 days, and it noticed nearly all of friends reserving journeys for one week or much less and selecting houses with two to 4 bedrooms in drive-to locations.

Homes & Villas reservations for this Fall and Winter are exhibiting an expanded reserving window, with 75%-plus of the stays via the tip of the yr being booked greater than 30 days out (27% of these had been booked 90+ days out). “We consider this exhibits rising confidence amongst vacationers over the previous month and persevering with into future months,” stated Marriott’s Wolf.

“If folks had been going to do journeys to inns they are going to nonetheless do inns, and individuals who like Airbnb will do this, and individuals who tried an Airbnb for first time, which may assist them extra if they’d an excellent expertise. But it advantages leisure journey usually, and that is the place Marriott has to get its combine away from company.” 

“We do see that the bigger lodge chains with trip rental choices have a chance. As main manufacturers have entry to prolonged keep stock and might leverage the ability of their loyalty applications it’s cheap to foresee long-term alternatives for conventional lodge corporations to develop their share of this rising lodging sector,” business advisor Hach stated.

Analysts will consider it once they see it mattering on the stability sheet of an organization that has generated upwards of $20 billion in annual income. “It’s by no means gonna be an enormous presence in our view,” stated Morningstar’s Wasiolek. “It’s very laborious to scale high-end various lodging. Airbnb is attempting too and there are simply not that many on the planet.”

If, or when, Airbnb does go public, the investor response to the deal will reveal an vital side of market sentiment main into the post-Covid world. Valuation will not be a direct learn on Airbnb versus inns as a result of it’s more likely to be valued as hybrid of an internet journey company and lodging firm. But it would point out one thing extra elementary: whether or not buyers assume the will to journey goes to return to some new model of regular. 

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