WH Q1 Earnings Call: Wyndham Lowers Outlook Amid Softer Travel Demand, Emphasizes Development Pipeline

Hotel franchising company Wyndham (NYSE: WH) met Wall Street’s revenue expectations in Q1 CY2025, with sales up 3.6% year on year to $316 million. Its non-GAAP profit of $0.85 per share was 4.5% above analysts’ consensus estimates.

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StockStory’s Take

Wyndham’s first quarter results reflected a steady performance in a challenging travel environment, with management citing resilient demand from essential, blue-collar workers and continued pricing power as key factors behind the quarter’s outcomes. CEO Geoff Ballotti highlighted the company’s ability to outperform during economic uncertainty due to its focus on select-service hotels and drive-to markets, noting, “Our business is anchored by a stable and resilient base of essential frontline blue-collar workers, a guest segment that continues to drive consistent demand even as broader corporate discretionary travel budgets tighten.”

Looking ahead, management adopted a more cautious stance, lowering full-year profit guidance due to weaker-than-expected leisure demand and ongoing macroeconomic uncertainty. CFO Michele Allen explained the revised outlook by referencing slower U.S. leisure travel trends and persistent consumer sentiment headwinds, sharing, “Our current assumption is that full-year constant currency global RevPAR will range between down 2% to up 1%.” Despite these challenges, Wyndham reaffirmed its commitment to long-term growth through portfolio expansion and targeted investments in high FeePAR (franchisee revenue per available room) regions.

Key Insights from Management’s Remarks

Management attributed the first quarter’s performance to resilient core demand and active development, while also acknowledging shifting consumer sentiment and regional variability in travel patterns.

• Stable essential worker demand: Wyndham’s select-service model, which targets essential and blue-collar workers, provided relative stability in U.S. demand, even as broader corporate travel slowed. Management emphasized that this guest segment has historically maintained travel activity during downturns, helping to offset weaker discretionary travel.
• Geographic performance divergence: International RevPAR (revenue per available room) showed notable growth in regions such as Latin America and EMEA (Europe, Middle East, Africa), while China experienced continued pricing pressure. U.S. RevPAR growth moderated in March and April due to softer leisure travel, but Ballotti noted, “Our brands are attractively priced... positioning Wyndham to capture trade-down demand.”
• Development pipeline momentum: The company reported record first-quarter room additions and a 5% increase in its global development pipeline, driven by new construction and conversions. Notably, 70% of new openings were conversions, which help expand Wyndham’s presence with limited capital outlay.
• Rising ancillary revenue streams: Growth in co-branded credit card partnerships, loyalty programs, and ancillary services contributed to fee-related revenue, with management pointing to a younger demographic engaging through a new debit card and partnerships like the recent Carnival Cruise Lines integration with Wyndham Rewards.
• Selective capital deployment: Wyndham continued to invest in high FeePAR markets and was selective with development advances (financial support for franchisees), focusing on deals that enhance long-term returns. The company’s recent portfolio expansion in Germany was cited as a strategic use of capital, with Allen noting the target of “higher RevPAR markets where we can or already do have scale and where we can drive pricing.”

Drivers of Future Performance

Wyndham’s management expects future performance to be shaped by travel demand trends, ongoing macroeconomic uncertainty, and disciplined portfolio expansion in high-potential markets.

• Macro uncertainty and leisure demand risk: Management identified softer U.S. leisure demand and cautious consumer sentiment as key risks, with Allen stating that the outlook assumes either continued pressure or a potential rebound if macro conditions improve.
• Development pipeline execution: The company is prioritizing growth in higher FeePAR markets through both new construction and conversions, especially in regions like EMEA and Asia-Pacific. Management believes that increased density in these markets will help drive future royalty rate and revenue growth.
• Ancillary revenue expansion: Wyndham aims to grow ancillary fee streams, such as credit card partnerships and loyalty programs, which provide more predictable revenue and are less sensitive to short-term fluctuations in hotel occupancy.

Top Analyst Questions

• Lizzie Dove (Goldman Sachs): Asked about changes in the U.S. demand outlook and what factors drove the lowered RevPAR expectations. Management noted weaker-than-expected leisure demand and macro uncertainty as the primary factors.
• Michael Bellisario (Baird): Requested insight into the long-term growth algorithm and confidence in net room growth targets. Leadership reaffirmed the 3–5% target and pointed to strong Q1 signings and openings as supporting evidence.
• Brandt Montour (Barclays): Sought clarification on development trends, specifically the balance between conversions and new construction and impacts from tariffs and supply costs. Management responded that conversion momentum remains strong and new construction is less affected due to reliance on domestic lumber.
• David Katz (Jefferies): Inquired about regional development strategy and use of key money (financial incentives for franchisees). Allen explained that Wyndham is being selective with capital, prioritizing high-quality, FeePAR-accretive deals, particularly in Germany and other strategic markets.
• Patrick Scholes (Truist): Asked about the durability of ancillary revenue growth amid weaker consumer confidence. Allen said a significant portion is contract-based, providing visibility, and expects low teens growth in 2025.

Catalysts in Upcoming Quarters

In future quarters, the StockStory team will be looking for (1) signs of a rebound in U.S. leisure and overall RevPAR trends during the key summer travel months, (2) continued momentum in Wyndham’s global development pipeline, especially in high FeePAR regions like EMEA and Asia-Pacific, and (3) execution on ancillary revenue growth through new partnerships and loyalty initiatives. The company’s ability to manage costs and selectively deploy capital will also be important markers of performance.

Wyndham currently trades at a forward P/E ratio of 17.6×. At this valuation, is it a buy or sell post earnings? Find out in our free research report.

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