SPOs and EBD: when a discount helps and when it hurts
An EBD (early booking discount) rewards guests who book before a set date. An SPO (special offer) is a temporary reduction for specific booking and stay dates. A discount helps when it creates bookings you would not get. It hurts when it discounts rooms you would sell anyway.
By Florian Schaufler, Founder, 360° Consulting
What is an EBD?
A reduction for bookings made before a set date, usually agreed in the contract. It supports early pace.
What is an SPO?
A temporary offer sent to partners for specific booking and stay dates. It can be a reduction, free nights (such as 7 for 6) or an upgrade.
What is the difference between EBD and SPO?
| EBD | SPO | |
|---|---|---|
| When agreed | In the contract | During the season |
| Purpose | Early bookings | Specific gaps |
| Duration | Booking deadline | Set booking and stay window |
When does a discount help?
- Pace is behind for specific dates
- Soft periods and gaps between busy weeks
- A source market slows down
When does a discount hurt?
- The dates already sell well
- EBD, SPO and long stay reductions stack on one booking
- The offer applies to existing bookings
- There is no end date
What should an SPO include?
- Booking dates and stay dates
- Room types and boards
- Combinable with EBD: yes or no
- Minimum stay
- New bookings only
How do you know if it worked?
Compare pickup and average rate for the offer dates, before and after. No extra bookings means only a lower rate.
Frequently asked questions
- Can EBD and SPO be combined?
- Only if the offer says so. Always state it.
- Should an SPO apply to existing bookings?
- No. Write "new bookings only".
- How long should an SPO run?
- Only for the booking window you need. Always set an end date.