Quendoo breaks into the Romanian market and applies for partnership with TUI

Sunny Beach. "Over 90% of the hotels we work with are reporting an increase in reservations from the Romanian market for the summer tourist season. A large part of Romanian tourists make reservations directly through the hoteliers' websites," Pavel Nonchev, a revenue management consultant and Business Development Manager at the technology company Quendoo, told Bgtourism.bg.

He presented current trends during the specialized seminar "More Romanian tourists in summer 2025", held in the Sunny Beach resort.

"We are already approaching 900 sites that work with our tools. This gives us a very good picture of the dynamics of bookings - both from Romania and Bulgarian tourists," Nonchev added.

Special emphasis was placed on the new functionality, which allows Bulgarian hotels to build direct connections with over 400 Romanian travel agencies, without the need for intermediaries.

"We have integrated with a Romanian solution provider, similar to us, which has established relationships with agents and tour operators in the region. This allows even the smallest hotel in our country to connect directly with the smallest agent in Romania. Hoteliers can now manage their offers, availability and prices in real time - just like they do on Booking.com or on their own site," Nonchev explained.

Among the advantages of the new system are the possibilities for dynamic pricing and greater control over the revenue strategy. However, the expert also pointed out some challenges: "Unlike working with one or two partners, here we are talking about potential contracts with dozens, even hundreds of agencies. Better preparation and a flexible hotel structure are required," the expert adds.

"Our experience shows that the more successful strategy is to work with all available distribution channels - tour operators, DMS, OTAs, directly with travel agencies, etc. With good pricing, each of these channels has its place in the distribution mix and would contribute to better results for the hotel itself," shared Quendoo co-founder Gorian Varbanov.

Quendoo is also developing a new analytics tool, still in beta, that allows for tracking user behaviour even before they make a reservation.

“We can now detect clicks and interests not only on the hotel website, but also across all channels connected through our B2B software – including tour operators and agencies. This allows hotels to build much more precise marketing strategies based on real data, not assumptions,” explained Nonchev.

Goryan Varbanov points out that the new system will also help in managing advertising investments - where visitors come from, which campaigns have the best return and where it is most effective to invest funds.

Regarding the dynamics of bookings from the Romanian market, Pavel Nonchev shared that after the Covid period, when bookings happened at the last minute, today there is a gradual normalization.

"More and more Romanian tourists are booking earlier. We are returning to pre-pandemic patterns, when there was a clear division between early and late bookings. This is a positive signal that allows hotels to plan better," he said.

Quendoo is in advanced talks with travel giant TUI to introduce dynamic pricing in Bulgaria, a model that already works in Spain, Greece and Croatia. It is expected that our country will also be included in this system in 2026, with Quendoo playing a key role. The company has almost 900 hotels in its portfolio and is ready to provide TUI with quick access to them.

According to Nonchev, the future belongs to dynamic pricing. “Covid was a catalyst – it accelerated the processes. Hotels and tour operators are now entering into both static and dynamic contracts, but only until they adapt. Those that do not digitize will be eliminated,” he said.

The event brought together dozens of representatives of the tourism industry, hotel managers, marketing specialists and consultants. Lyubo Danailov (MTS) and Kiril Georgiev (Novoton) participated in the discussion on dynamic pricing.

A special presentation by DSK was also presented during the seminar, during which representatives of the tourism industry learned that 2,400,000 consumers made at least one online order in 2024, with over 1 million using Apple Pay and Google Pay digital wallets.

“35% of all online users in Bulgaria prefer to use their mobile phone to pay via a digital wallet. Payments with IOS and Android are significantly faster compared to traditional card payments, and by 2030 Visa and Mastercard predict that 95% of all online card payments will be made via digital wallets: Clik to Pay, Apple Pay, Google Pay,” shared Anton Hristov – Head of Sales and Partnerships, Corporate banking, Secured Payment Solutions at DSK Bank.