"Most hoteliers celebrate total revenue, but that number hides the truth. Learn the three metrics that reveal your hotel's real performance—Fair Share, Page View Share, and Revenue Share—and how to use them to capture your rightful slice of the market."

The "Fair Share" Trap: Why Your Revenue Number Might Be Lying to You

Are you celebrating a "fully booked" month while your competitors are quietly stealing your market share?

Imagine two hotels on the same street.

Hotel A looks at their bank account, sees they hit their monthly target, and pops the champagne.

Hotel B looks at the Fair Share Report, realizes they only captured 80% of what they should have earned based on their room count, and immediately adjusts their strategy.

Three months later, Hotel B dominates the market.

Hotel A is wondering why bookings suddenly slowed down.

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Most hoteliers focus on Total Revenue.

But total revenue only tells you what happened.

It doesn't tell you what could have happened.

In this article, we’re going to look at the three metrics that reveal the truth about your hotel’s health:

• Fair Share
• Page View Share
• Revenue Share

 

1. The Core Concept: What is "Fair Share"?

Think of the market as a giant pie. Fair Share answers a simple question: "If the world were perfectly fair, how big of a slice should I get?" It is calculated based purely on your inventory size compared to your competitors.

Fair Share = (Your Rooms / Total Rooms in Market (including yours)) x 100

Example: If you have 50 rooms and your competitive set has a total of 200 rooms, your Fair Share is 25%. This means, in a perfect world, you are "entitled" to 25% of the market's total bookings.

But here is the trap: If your Fair Share is 25%, but you are only capturing 15% of the actual revenue... someone else is eating your slice of the pie.

2. The Evidence: The "Invisible" Metrics

Your revenue report hides the details. To find out why you are winning or losing, you need to look at the funnel. Let's look at a real-world scenario where a hotel has a Fair Share of 4.4%

Metric #1: Page View Share (The Visibility Battle)

“Are they even seeing me?”

If your Fair Share is 4.4%, but your Page View Share is only 1.9%, you have a visibility problem. You are the best hotel that nobody knows about.

This usually happens because of:

• Unattractive main photos (the "digital curb appeal").
• Missing amenities tags (e.g., "Pool," "Free WiFi").
• Ranking low in search results.

Metric #2: Revenue Share (The Performance Battle)

“Are they choosing me?”

If your Fair Share is 4.4%, but your Revenue Share is 6.7%, congratulations—you are punching above your weight class. You are capturing more than your fair share of the money. This means your conversion is excellent; people who see you, book you.

 

3. Real Case Study: The "Hidden Gem" Turnaround

Let’s look at a real hotel that fell into the "Hidden Gem" trap and how they fixed it.

The Situation:

• Fair Share: 4.4% (Target)
• Page View Share: 1.2% (🚨 Warning: Invisible!)
• Revenue Share: 3.5% (Underperforming)

The Diagnosis: This hotel had a great product (high conversion potential) but a terrible storefront (low visibility). They didn't need to lower prices; they needed to turn on the lights.

The Transformation (60 Days):

• Updated the Hero Image: Swapped a dark lobby photo for a bright, inviting room shot.
• Fixed the Tags: Ensured filters like "Breakfast Included" and "Free Cancellation" were active.
• Boosted Visibility: Joined an Accelerator campaign to jumpstart views.

The Result:

• Page View Share: Rose to 3.0% (More eyes on the property).
• Revenue Share: Jumps to 6.7%.

The Lesson: They stopped chasing "more bookings" and started fixing "more views." Because their product was already strong, the revenue followed naturally.

4. The "Aha!" Moment: Which Hotel Are You?

Use this simple matrix to diagnose your hotel’s health immediately.

Type	Views	Revenue	The Verdict	The Fix
A. The Market Leader	High	High	You are the king of the hill.	Keep doing what you're doing. Monitor for new competitors.
B. The Window Shopper	High	Low	Everyone looks, nobody books.	Check your Pricing or Reviews. Your offer isn't convincing.
C. The Hidden Gem (You are here)	Low	High	Hard to find, loved when found.	Stop discounting! Spend budget on Marketing & Visibility..
D. The Ghost	Low	Low	Invisible and unappealing. Total overhaul needed. Content, Pricing, and Photos.	Complete overhaul of content and pricing strategy.

The Takeaway: Don't Leave Money on the Table

Your "Fair Share" isn't a limit—it's just the starting line.

If you are a Type C (Hidden Gem), like the hotel in our case study, realize that your product is strong. You don't need to slash rates to get occupancy. You just need to be seen.

Next Step: Log into Expedia Partner Central today and open the Rev+ tab. Look at your Page View Share vs. your Fair Share. If the View Share is lower, you know exactly what to do. Don't let your competitor eat your slice of the pie.