Marketing thatgrows yourdirect bookings.

Hospitality & Tourism Marketing Agency

An OTA sends you a guest and keeps the email address, so the second stay costs another 15–30%. Machina builds the booking-first site and guest database that break it. Google Hotel Ads puts your rate beside the OTA listing, and guest email runs at hospitality's 56.6% automated open-rate benchmark. Our journey-automation build cut one client's churn 45% in 18 weeks.

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Coastal California inn terrace at dusk overlooking the Pacific: weathered wood railing, warm string lights, Monterey cypress silhouettes, ocean haze

Proof

Results, measured in guests who come back

Repeat rates, revenue, and lists built from zero, in the clients' own numbers. Read the full case studies.

Customer Experience

Pelagic Search

8.2% → 4.5%

Monthly churn, 18 weeks

A retained search firm, not a hotel, but the discipline hospitality runs on: map every step of the customer journey, then automate the follow-through. Churn fell 45%. Swap "user" for "guest" and this is a repeat-booking system.

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Home Services

101 Exterminators

56x

Revenue growth

Pest control, not tourism, but the same local-search fight every wharf-front business is in: 25+ city pages and a Google Business Profile that holds the map pack grew a Salinas company from $120K to $6.8M in two years.

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E-commerce

3sixteen

$541K

Email revenue

An apparel brand, but the same owned-list math as a guest database: $541K in email revenue from customers the brand already had. Your past-guest list is the same asset. Most properties never send to it.

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What makes Hospitality & Tourism different

Three things working against a direct booking

OTAs hold roughly 55% of hotel bookings and take 15–30% of each one, and rate-parity clauses stop you from publicly undercutting them. The demand curve is no kinder. July fills, February craters, and Carmel short-term rentals average a $606 ADR at 51% occupancy. Then there is the road: the 2023–2025 Highway 1 closures cost the Big Sur corridor an estimated $438 million. A plan built on one good July survives none of that.

What we hear

What we hear once the commission statement is open

Four complaints from innkeepers, restaurateurs, and tour operators, with the arithmetic behind each one.

“Booking.com takes 18% of every room night they send us”

Commissions run 15–30%, and the real cost climbs toward 30–35% once paid placements and higher cancellation rates get counted. Winning that same booking direct through search costs 5–12%. Google Hotel Ads and brand-defense campaigns put your rate next to the OTA listing, which is where the comparison shopper decides.

Paid Ads

“The OTA keeps the guest. We keep the housekeeping.”

OTA bookings arrive with masked relay addresses, so a guest who slept in your bed is a guest you cannot email. We capture the real address at booking, at check-in, and at WiFi login. Pre-arrival upsells off that list are worth about $73 per booking, and winter win-backs open at hospitality's 56.6% automated rate.

Email Marketing

“We're invisible for 'things to do in Monterey' while OTAs rank with our own listing”

The profile is the storefront now. Restaurant profiles get about 7x more views than the restaurant's own website, and 64% of diners check Google before visiting (MapLabs and Restroworks, 2025). Travelers run that same Maps search for inns and tours, so we work the profile weekly and build the itinerary pages ("Big Sur hotels," "whale watching Monterey Bay") that put your own site back in the results.

SEO

“I answer wedding inquiries at 10pm because there's nobody else to do it”

At a small inn the GM is also the revenue manager, the marketer, and the breakfast cook, so a five-figure group lead sits overnight while the couple books somewhere else. AI answering covers "do you allow dogs" and "is Highway 1 open" in seconds. Every wedding and group inquiry gets a real reply the hour it lands.

AI Automation

What we do

Everything below is priced against an 18% commission

Commission math, booking windows, ADR, the review war. The plan changes once the number you are trying to beat is what an OTA charges for the same booking.

Web Development

Hotel websites convert at 1.5–2.5% on average, and mobile converts at half of desktop (1.4% against 2.9%), which is where most Monterey Bay trip research happens. We build booking-first sites: live rates on every page, a stated perk for booking direct, a 2–3 step checkout, and integrated engines (Cloudbeds, SevenRooms, OpenTable, FareHarbor) instead of "email us for availability." For restaurants, adding online reservations lifts website conversion about 19%.

SEO

Itinerary queries decide Central Coast revenue: "things to do in Monterey," "Big Sur hotels," "best restaurants Cannery Row." We build location and experience pages for those searches and run your Google Business Profile as a weekly program, because restaurant profiles get about 7x more views than the websites they point to and travelers run the same Maps search for inns and tours. Since Highway 1 reopened, Big Sur guest counts are up roughly 40%; fresh, structured content is what captures that surge.

Paid Ads

Travel runs the cheapest clicks in paid search, $1.40–$2.12 average CPC, and Google Hotel Ads converts at 2–8% on $1–3 clicks. On a $450 Monterey weekend booking, that is $15–50 to win a guest an OTA would charge $81 for. We run brand defense first, because OTAs bid on your property's name, metasearch second, and we time budgets to the booking window: spending February through May for the July peak, not during it.

Email Marketing

This is the anti-OTA machine, and it runs on addresses you own. Automated hospitality campaigns average 56.6% open rates against 32.2% for one-off blasts (Revinate, 2025), and pre-arrival emails open at 50–70% while driving about $73 in upsell revenue per booking. We collect the address at booking, at check-in, at WiFi login, and at tour checkout. Then summer guests get a winter offer, and the next highway closure gets a cancellation-recovery flow instead of a shrug.

AI Automation

Roughly 40% of travelers now use AI tools to plan trips, and nearly 1 in 5 start there, so the first front is getting recommended: structured data, consistent listings, citable FAQ content. The second front is the front desk. AI answering handles "do you allow dogs" and "is Highway 1 open" in seconds, drafts review responses, and follows up the wedding and group inquiries that sit unanswered while you turn rooms.

Who we work with

Room nights, covers, and boat capacity price differently, and the plan changes with them.

Hotels & inns

Carmel and Monterey independents fight OTAs holding roughly 55% of hotel bookings while rate parity blocks public discounting. The counters: Google Hotel Ads, a real perk for booking direct, and a 40–60% direct mix target.

B&Bs & vacation rentals

Carmel short-term rentals average a $606 ADR at 51% occupancy, so the money is in the empty midweek and shoulder-season nights. Booking-engine websites and past-guest email fill them.

Restaurants

64% of diners Google a restaurant before visiting and 75% read at least four reviews first. Cover counts follow the Google Business Profile, review velocity, and a reservation widget worth a roughly 19% conversion lift.

Tour operators

Viator and GetYourGuide grew OTA share of experience bookings from 28% to 37% in two years. "Whale watching Monterey Bay" is still winnable; we rank it and put FareHarbor on your own site.

Event venues & weddings

A wedding lead is a five-figure booking decided by response speed and proof galleries. We build the follow-up automation and the venue pages ("Carmel Valley wedding venues") that win the site visit.

AI visibility

AI Search Visibility for Hospitality & Tourism

Trip planning moved into the chat window. Roughly 40% of travelers use AI tools to plan, and nearly one in five start there. They ask for a three-day Monterey itinerary or a dog-friendly inn. The models write those trips from structured data, review corpora, and text they can quote. They do not run JavaScript, so room details inside a booking widget never make the list. We mark rooms up with Hotel, Restaurant, and TouristAttraction schema, keep listings consistent, and answer what travelers ask. A mention there is a direct booking that owes no commission. Our free SEO report puts a number on how readable your property is today.

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$3.1B

Monterey County visitor spending in 2024, a record year.

15–30%

commission OTAs charge on every booking they deliver

5–12%

cost of winning that same booking direct through search

Booking.com introduces you to a guest for 18%, then charges you 18% again next year for the same guest. We build the system that makes the second booking direct.

Case study

The journey rebuild that cut churn 45% in 18 weeks

The client is a retained search firm, but the problem is one every innkeeper knows: clients arrive, transact once, and disappear. We mapped the full customer journey, rebuilt onboarding, and automated the lifecycle messaging in between. In 18 weeks, monthly churn fell from 8.2% to 4.5%, six-month retention rose 60%, onboarding completion climbed from 61% to 92%, time-to-first-value dropped from 14 days to 7, and NPS went from 18 to 42. The hospitality build is the same: map every touchpoint from first search to post-stay, capture the guest at each one, automate the messages that bring them back. A guest who books through Expedia once is a lead. A guest who returns through your own booking engine is a business.

Read the case study

8.2% → 4.5%

Monthly churn, in 18 weeks

The Second-Stay System

How we work

The Second-Stay System: three phases, one metric. Direct-booking revenue.

Audit the mix

A free audit of the whole funnel: your direct-versus-OTA booking mix, booking-path conversion on mobile, Google Business Profile, review velocity, and how much of your guest list you can email. Most properties are rebuying the same guests from Booking.com every year, so we measure that first.

Win the comparison

Brand-defense campaigns and Google Hotel Ads go live in week one, reclaiming shoppers at $1–3 a click instead of an 18% commission. Itinerary-query pages, profile work, and review systems compound underneath, so the organic side of the mix keeps growing.

Own the guest

Email capture at booking, check-in, and WiFi login feeds pre-arrival upsells, post-stay review asks, and winter win-back campaigns. Attribution ties every booking to its channel, so you watch the direct share climb month by month.

Playbook

The Hospitality & Tourism Marketing Playbook

Monterey County visitor spending hit a record $3.1 billion in 2024 (Travel And Tour World) and Santa Cruz County added $1.44 billion (Dean Runyan Associates), while OTAs held roughly 55% of hotel bookings at 15–30% commission. The market is growing; the question is how much of it you keep. Ten tactics we run for Central Coast properties, each with the math attached.

Put your own rate next to the OTA listing

OTAs captured roughly 55% of the global hotel booking market in 2024 and charge 15–30% per booking, while a direct booking won through search and ads costs 5–12% of booking value (HotelsSEO, 2025). Google Hotel Ads is where you fight that spread: your live rate appears beside Booking.com's in the same comparison box, at $1–3 per click and 2–8% conversion, typically the highest-ROI paid channel for independent lodging (BookingWhizz, 2025). On a $450 Carmel weekend, the OTA charges $81 for the introduction; metasearch wins the same guest for $15–50. Connect the booking engine, feed live rates, and start with your ten most-booked room-and-date combinations.

Defend your brand name from the OTAs bidding on it

Search your own property's name in an incognito window. The top ad is probably Expedia or Booking.com, which means a guest who already chose you gets rerouted through a 15–25% commission. Brand-defense campaigns end that tax, and travel makes them cheap to run: CPCs average $1.40–$2.12, among the lowest of any industry (WordStream, 2025), and clicks on your own name convert at the top of any account. Add sitelinks for rooms and dining, and put the book-direct value in the ad itself: free parking, late checkout, best-rate promise. This is the first campaign we launch for a property, and for most it pays for itself within the first month.

Fix the mobile booking path before buying more traffic

Hotel websites convert at 1.5–2.5% on average, but the split is the story: desktop runs about 2.9% while mobile manages 1.4% (RoomStay, 2025–2026), and mobile is where Monterey Bay trips get researched. Before spending another ad dollar, fix the path: live rates visible without a click, a 2–3 step checkout, a stated perk for booking direct, and a booking engine (Cloudbeds, SevenRooms, FareHarbor) embedded rather than linked. Restaurants get the same physics: adding online reservations lifts website conversion about 19% (Restroworks, 2025). A property that moves from 1% to 2% conversion has doubled every marketing channel it runs, at zero added spend.

Capture every guest's email, including the OTA's

An OTA booking arrives with a masked relay address, which is how Booking.com sells you the same guest every year. Capture the real address at every touchpoint you control: booking confirmation, check-in, WiFi login, tour checkout. Automated hospitality campaigns average 56.6% open rates against 32.2% for one-time blasts, and pre-arrival emails open at 50–70% while driving about $73 in upsell revenue per booking (Revinate 2025 Hospitality Benchmark Report). The sequence we install through email marketing: pre-arrival upsell, post-stay review ask, winter win-back to summer guests, and a cancellation-recovery flow for the next closure or evacuation. One recovered repeat guest per week out-earns the newsletter nobody sends.

Run the Google Business Profile like the storefront it is

64% of US diners Google a restaurant before visiting, and restaurant profiles get about 7x more views than the websites they point to (MapLabs and Restroworks, 2025). Travelers run the same search on Maps for inns and boat tours. So the profile gets run as a program, not a listing: weekly posts, fresh photos of food, rooms, and boats, complete services and attributes, and review velocity with responses, since 75% of diners read at least four reviews before choosing. Categories matter more than most owners think; an inn tagged only "hotel" loses the B&B and boutique searches. Our SEO program treats the profile as half the channel.

Spend in February for the July peak

Monterey Bay demand peaks in July and bottoms in February, and summer stays get booked 4–12 weeks out, so the calendar inverts most owners' instincts: paid campaigns run heaviest February through May, while peak-season dollars shift to capture (email signup, review generation) that funds the trough. Compression nights are the other lever. Car Week, the AT&T Pebble Beach Pro-Am, and the Monterey Jazz Festival sell the region out, so hold your rate and let overflow demand find you through metasearch. The trough has its own play: Carmel short-term rentals average a $606 ADR at 51% occupancy, so the real inventory problem is midweek and winter. Locals' offers, event packages, and win-back email fill what discounting can't.

Write the disruption playbook before the next closure

The 2023–2025 Highway 1 closures cost the region an estimated $438 million, with visitor spending down 42% in San Simeon and 20% in Big Sur (Pacific Coast Business Times, 2025). The recovery shows who was prepared: since the full reopening, Big Sur guest counts are up roughly 40% year-to-date and March lodging occupancy hit 96%, against 85% the prior year (Caltrans District 5, 2026). The difference between those two curves is owned channels: an email list you can message the same day, a website and profile updated with access details ("yes, we're reachable from the north"), and saved campaigns ready to redirect demand to the routes that stay open. Build them in the calm.

Tour operators: win the queries the OTAs can't lock up

Viator and GetYourGuide grew OTA share of tour and activity bookings from 28% in 2023 to 37% in 2025 while operator-website bookings fell from 29% to 25%, and only 22% of operators call their marketing very effective (Arival survey of 5,664 operators). The hotel playbook applies with one advantage: experience queries are winnable. "Whale watching Monterey Bay" is a rankable phrase in a way "hotels Monterey" no longer is. Rank for it, put a real-time FareHarbor widget on the page instead of a contact form, and ask every departing boat for the review. Referral email to past guests resells their friends, with the 20–30% commission saved.

Use the DMO marketing you already fund

Every room night on the Central Coast pays transient occupancy tax, and part of that funds destination marketing organizations most operators never use: See Monterey and its Tourism 2030 Roadmap, Visit Santa Cruz County, Visit SLO CAL. These DMOs market a serious economy: Monterey County visitor spending hit a record $3.1 billion in 2024 with 27,596 hospitality jobs (Travel And Tour World, 2024), and Santa Cruz County added $1.436 billion supporting 10,880 jobs (Dean Runyan Associates via Visit Santa Cruz County). The free inventory: business listings, events calendars, itinerary features, press trips, co-op campaigns. An hour of submissions per quarter puts your property inside campaigns with budgets no independent can match.

Get into the AI itinerary

Roughly 40% of travelers now use AI tools to plan trips, and nearly 1 in 5 start planning there. The models build itineraries from structured data, reviews, and content they can quote, and their crawlers do not execute JavaScript, so availability and room details rendered inside a booking widget never get read. The work: Hotel, Restaurant, and TouristAttraction schema on the right pages, consistent name-address-phone across every listing, and FAQ content that answers real traveler questions ("is Highway 1 open," "do you allow dogs") in plain HTML. Our free SEO report includes an AI Visibility Score, so you can see where you stand before spending anything.

Sources

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The owned-list and lifecycle playbook at e-commerce scale, for businesses that sell products instead of stays.

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Real Estate

The same local-search and speed-to-lead war, fought over listings and commissions instead of room nights.

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Hospitality & Tourism marketing by city

Hospitality & Tourism marketing in Monterey Hospitality & Tourism marketing in Carmel Santa Cruz Paso Robles

Hospitality & Tourism

Summer gets booked in February. Let's make more of it direct.

Start with a free audit. We'll pull your direct-versus-OTA mix, booking-path conversion, Google Business Profile, and email capture, and show you where commission dollars are leaking. Twenty minutes, no obligation.

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Last updated July 4, 2026