Marriott International 3Q 2026 Earnings Call Transcript

With our growing pipeline and conversion momentum, we still expect net rooms growth to grow in the mid-single-digit range over the next several years.

Owner Relationships

Our relationships with our hotel owners are of paramount importance to us. We remain deeply committed to working alongside them to continue to leverage our industry-leading scale to enhance property-level economics and deliver sustainable long-term value.

As we’ve discussed before, we’ve taken a number of steps to drive hotel-level economics. These steps include lowering loyalty charge-out rates, enhancing reimbursement for Bonvoy redemption stays on high-demand nights, rolling out flexible renovation scopes and streamlined brand standards and introducing an intent-to-recommend incentive in the US and Canada.

Technology Transformation and AI

Our owners, associates, and guests are also expected to benefit from our significant multiyear technology transformation, which is well underway. We are excited about the benefits this transformation will deliver across our stakeholder groups.

One recent innovation developed in-house on our proprietary technology platform is an in-app complimentary upgrade list that is currently in beta. The feature will give eligible Elite members greater visibility into potential upgrades before arrival by showing their position on the upgrade list and an estimate of available upgrades that match their reservation while still preserving premium room upsell opportunities for our owners.

Additionally, we’re expanding our use of AI across the enterprise to enhance hotel performance, drive measurable business value, and enhance the associate and guest experience.

As AI reshapes how people discover, plan, and book travel, we are focused on optimizing Marriott’s presence in the AI-generated arena. Introducing conversational AI in our own channels through features such as Ask Bonvoy and testing new search and commerce experiences through integrations with leading platforms like Google and OpenAI.

Marriott Bonvoy

Our powerful award-winning Marriott Bonvoy loyalty program now has approximately 309 million members around the world. Members continue to engage with us across our unmatched portfolio of brands and experiences, as well as through our numerous collaborations, including our co-branded credit cards.

Marriott Bonvoy deepens our relationships with guests, drives valuable direct bookings for our owners, and is a key reason owners and developers choose to join the Marriott system.

Before I conclude, I want to thank our Marriott teams around the world whose hard work and dedication helped make these strong results possible. And now I’ll turn the call over to Jen for more details on our financial results. Jen?

Third Quarter Financial Results

JEN MASON, Executive Vice President and Chief Financial Officer – Marriott International: Thank you, Tony. I will start by reviewing our strong 3rd quarter results.

Total gross fee revenues rose 14% year-over-year to $1.52 billion, driven by higher RevPAR, rooms growth, and higher co-branded credit card fees. We delivered this growth even as residential branding fees declined 35% due to timing of unit sales.

Incentive management fees, or IMFs, rose 22% to $181 million in the 3rd quarter, led by a meaningful increase in the U.S. and Canada That reflected strong RevPAR growth and a solid improvement in hotel margins. 3rd quarter IMFs also grew year-over-year in all international regions, including EMEA, where strong results in Europe more than offset a decline in the Middle East.

Owned, leased, and other revenue net of owned, leased, and other expenses totaled $41 million. Compared to $70 million in the 3rd quarter of last year. The decline reflected lower owned, leased hotel results, including the impact of renovations, the 2nd quarter sale of a hotel in the U.S., and higher costs associated with a third-party agreement. This was partially offset by a $12 million expected insurance recovery associated with the accrual taken in the 2nd quarter for a property-related litigation matter.

Our disciplined focus on controlling costs, combined with lower litigation expenses, led to 3rd quarter G&A rising just 2% year-over-year.

3rd quarter adjusted EBITDA increased 12% to $1.51 billion, and adjusted diluted EPS rose 22% to $3.02.

2026 Outlook

Now let’s talk about our outlook. As Tony mentioned, we are raising our full-year 2026 global RevPAR guidance to 4.5% to 5%. Reflecting our 3rd quarter global outperformance as well as a stronger outlook in the 4th quarter.

Recall that the strong World Cup performance in June and July provided a slightly larger boost to full-year global RevPAR than expected. At around 45 basis points.

Global RevPAR in the 4th quarter is anticipated to increase 4.5% to 5%. In the U.S. and Canada, we expect the strong demand trends that we saw in the 3rd quarter across chain scales and customer segments to continue. Although there could be a small negative impact from the November midterm elections.

Internationally, 4th quarter RevPAR growth is expected to decelerate compared to 3rd quarter growth, primarily due to an anticipated year-over-year RevPAR decline In EMEA, continued strength in Europe is anticipated to be more than offset by declines in the Middle East.

As we have discussed, the Middle East faces difficult comparisons from the 4th quarter of 2025 when several large events drove meaningful ADR increases. Saudi Arabia has also recently seen the cancellation of some large events following the heightened tensions there.

As a result, we expect a more meaningful year-over-year RevPAR decline in the Middle East in the 4th quarter than in the 3rd. And because the Middle East enters its peak tourism season in October, the Middle East region’s performance will have a greater impact on EMEA’s 4th quarter results than it did in the 3rd quarter.

Preliminary 2027 Outlook

As we look ahead to next year, while we are still working on our budget, we currently expect continued strong demand trends. Our preliminary view is that the 2027 year-over-year global RevPAR growth could be 3.5% to 4.5%. Note that while we are comping the World Cup, this is expected to be offset by easier comparisons in EMEA.

Fee, EBITDA and EPS Guidance

Turning to this year’s financials. In the 4th quarter, gross fees could rise 13%, reflecting robust RevPAR and rooms growth as well as strong growth in residential branding fees and credit cards.

IMFs are expected to be around flat year-over-year with increases in the US and Canada, APEC, and Europe offset by declines in the Middle East and Greater China. 4th quarter adjusted EBITDA is expected to increase 12% to 14%.

For the full year, we are raising our gross fee guidance to an increase of around 13%. With IMFs now expected to rise in the high single-digit range. The sensitivity of 1% change in full-year 2026 RevPAR versus 2025 could be around $55 to $65 million of RevPAR-related fees.

Full-year co-branded credit card fees are still expected to rise in the high 30% range. Residential branding fees are now expected to rise over 90%. Timeshare fees are still expected to be relatively in line with the prior year at $110 to $115 million.

Owned, leased, and other revenue net of owned, leased, and other expenses is now anticipated to total $170 to $175 million in 2026. Note that the full-year outlook reflects the sale of 2 U.S. hotels. One was sold in the 2nd quarter, and one is expected to be sold later this quarter.

The first hotel is now under a new long-term management agreement, and we expect the second hotel will be as well upon closing. We are pleased with the sale of these 2 properties and remain focused on recycling owned and leased assets when the timing and pricing are right.

2026 G&A expense is anticipated to rise just 1% to 2% compared to 2025 levels. Full-year adjusted EBITDA is expected to rise around 13%. Strong adjusted EBITDA growth combined with a meaningful reduction in share count leads to expected full-year adjusted diluted EPS growth of 20% to 21%.

Investment Spending and Capital Returns

Our outlook for full-year 2026 key money and total investment spending has not changed. Investment spending is still expected to be $1.25 to $1.35 billion, with key money anticipated to be 40% to 45% of the total amount. Spending on technology is expected to be another 25% to 30%. And the remaining portion is spending related to renovations at owned and leased hotels, as well as other investing activities.

Our capital allocation philosophy also remains the same. We are committed to our investment-grade rating and investing in growth that is accretive to shareholder value. Excess capital is returned to shareholders through a combination of share repurchases and a modest cash dividend, which has risen meaningfully over time.

Considering our strong year-to-date cash flow performance and our higher adjusted EBITDA outlook, our full-year 2026 capital returns to shareholders are now expected to be at least $4.8 billion.

Full-year guidance details for the 4th quarter and the full year are in our press release. Tony and I are now happy to take your questions. Operator?

Question-and-Answer Session

OPERATOR: Thank you. At this time, if you would like to ask a question, please press the star and 1 on your keypad. To leave the queue at any time, please press star 2. We do ask that you limit yourself to one question. Once again, that is star and 1 to ask a question.

We’ll take our first question from the line of Shaun Kelley with Bank of America. Please go ahead.

Owner Relations and the ITR Incentive

SHAUN KELLEY, Analyst – Bank of America: Hi. Good morning, everyone, and thanks for taking my question. Tony, Jen, congrats on the strong results. It’s great to see the travel environment where it sits. Tony, I want to take it in a slightly different direction though.

I’d love to just get an updated— your updated thoughts on the owner relation topic. You gave a lot of color on this last quarter. And mostly what I wanted to get your sense was from, as we sit a quarter later, some of the feedback you received from owners, specifically around the ITR incentive, things you’re looking to adjust or improve and just kind of where we sit from this time right here today. Thanks.

TONY CAPUANO, President and Chief Executive Officer – Marriott International: Of course. Thank you for the question, Shaun. Yeah, I do have some more to add. We’ve continued to be engaged with a broad cross-section of the owner community.

To state the obvious, our owners are foundational to our business. The health of the owner and franchisee community is of paramount importance. And we are across the leadership team Appreciative of the consistent and in many cases decades-long engagement we’ve had with those owners.

We also appreciate the mutual recognition of how intertwined our success is. And we’re equally appreciative of the recognition that structurally our business models are different.

And I think it’s that longstanding recognition that leads to the sort of regular constructive discussions we have on a wide range of issues, normally quite proactively. In the case of a subset of the owners, in a reactive way. But I think that communication is reflective of how we approach the business more broadly.

We are laser-focused on hotel-level economics, both on driving top line and looking at every expense line in the P&L. You heard in my prepared remarks a number of the steps we’ve already taken and continue to take to try and drive hotel-level economics.

We’ll continue to talk to this subset of owners, but we’ll continue to talk to all of our owners regularly. And I think we’ll continue to make progress with this specific group. The tenor of these discussions that I’ve been involved with, I would describe as transparent. I would describe as collaborative. And I would describe as constructive.

The other thing I would share with you since we spoke about this a quarter ago, many of Marriott’s senior leaders were down in Miami for a U.S. and Canada full-service and luxury owner conference we had the middle of last month.

Again, lots of candid, productive conversations, lots of mutual acknowledgement of how inexorably linked our success is. And lots of focus on Marriott’s ability to leverage its industry-leading scales in a way that directly impacts their economic performance.

And then the last thing I would say to you, sometimes I get the sense there is an expectation of a big reveal. We will continue to focus on each of the constituents we serve. Every day.

We work every day to create opportunities for our associates. We work every day to enhance the travel experiences of our guests and Bonvoy members. And we have and will continue to work every day to drive economic performance for our owners.

OPERATOR: Thank you. And we’ll take our next question from Richard Clarke with Bernstein. Please go ahead.

Luxury vs. Select Service Performance

RICHARD CLARKE, Analyst – Bernstein: Hi. Good morning. Thanks for taking my questions. I guess you use in your prepared remarks language broad-based demand across the different chain scales. But if I look at the gap between your Luxury performance in the U.S. and the select service, I think it’s actually widened a bit to 5.5% RevPAR growth.

You look ahead to kind of Q4 and maybe into your remarks you gave on 2027. Are you expecting that to continue, or are you expecting the gap between the different chain scales maybe to actually contract from here?

JEN MASON, Executive Vice President and Chief Financial Officer – Marriott International: Yeah, we’re certainly pleased with the performance across all chain scales. You’re correct that luxury continued to outperform, but select service being up 6%, and that’s an improvement quarter over quarter. So we— and we continue in bookings through October to feel good about the performance of our select brand hotels.

TONY CAPUANO, President and Chief Executive Officer – Marriott International: Yeah, I think that’s right, Richard. The maybe not a surprise that luxury continues to be so strong, but a really encouraging Sign to see three consecutive quarters of such strong RevPAR performance at the other end of the chain scales.

OPERATOR: Thank you. And our next question comes from Stephen Grambling with Morgan Stanley. I apologize. Please go ahead.

Agentic AI and Distribution

STEPHEN GRAMBLING, Analyst – Morgan Stanley: Hey, thank you. So your comments on the owner relationship is probably a good segue into Agentic AI, actually. I recognize this is still an evolving topic, but would love to hear any color on the initial impact to distribution As we think about mix or commissions? And then more broadly, just how you think about both the near-term and maybe longer-term impact to both owners and your business. Thanks.

TONY CAPUANO, President and Chief Executive Officer – Marriott International: Yeah, thank you. There’s a lot in there, Stephen. I’ll give it a shot. Jen may jump in and help me a little bit.

I continue to be a firm believer that AI is going to profoundly impact virtually every industry, certainly the travel vertical. As we’ve discussed in the past, there real challenge and opportunity for us is to take advantage of these emerging technologies without losing the human-centric approach that’s guided us for nearly a century.

In some ways, we’re in the early innings of AI’s entry into travel. Right now, our view is that AI is largely reshaping travel discovery. That doesn’t mean at some point it won’t have a similar impact on bookings, but that piece seems to be moving more slowly.

So we are very engaged with a number of the AI platforms to ensure that as discovery, as search is out there, that we are populating these platforms with as accurate and rich a set of content as possible. So those users really have terrific insights into all that our portfolio has to offer.

In terms of distribution costs, again, I think it’s early. A number of the platforms, if they are looking to monetize, they’re leaning more towards more traditional advertising monetization as opposed to booking. They are starting to dip their toe, some of them, into what that might look like.

Intuition would suggest it would be compelling from an economic perspective for our owners. But I think that’s a story that largely remains to be told.

OPERATOR: Thank you. And our next question comes from Patrick Scholes with Truist Securities. Please go ahead.

2027 RevPAR Composition: Rate vs. Occupancy

PATRICK SCHOLES, Analyst – Truist Securities: Thank you. Good morning, everyone.

TONY CAPUANO, President and Chief Executive Officer – Marriott International: Morning.

PATRICK SCHOLES, Analyst – Truist Securities: Tony, when we think about that initial 3.5% to 4.5% RevPAR guidance for next year, within that, what is your expectation for the composition of room rate growth versus occupancy.

Certainly, in the most recent quarter with the upside for incentive management fees and high ADR growth, it’s increasingly important to think about the composition. So just your thoughts around that. Thank you.

TONY CAPUANO, President and Chief Executive Officer – Marriott International: Sure. It’s probably a little early for me to give you too much insight. We are up to our eyeballs in the budget process right now.

What I can tell you, and I might ask Jen to give you a little more texture to this, but when we look at the performance through the first couple quarters of this year, one of the things that’s been encouraging is in many of the markets We’ve seen a nice blend of both room night and ADR growth, and we’ll obviously be investigating that closely as we put the finishing touches on the

JEN MASON, Executive Vice President and Chief Financial Officer – Marriott International: Yeah, well said, Tony. On your question on IMF, right, for Q4, while certainly we see upside in US Canada and APEC and other places. The Middle East, as we’ve talked about on our call, we expect to be impacted, continue to be impacted in Q4. So that offsets the upside from the other comments.

OPERATOR: Thank you. And our next question comes from Trey Bowers with Wells Fargo. Please go ahead.

Capital Intensity and Key Money

TREY BOWERS, Analyst – Wells Fargo: Hey guys, thanks for the question. I think we talk about this most of these calls, but maybe you guys could just dig in a little bit on capital intensity thoughts as we move forward, especially around key money, kind of in that now $500 to $600 million range. Is that the new normal from here? Is that expected to grow from here? And just any color around that would be great. Thank you.

TONY CAPUANO, President and Chief Executive Officer – Marriott International: Sure, thank you for the question. I’ll let Jen give you a little perspective on a go-forward basis, but to state the obvious, it is a competitive environment out there, particularly given the increasing importance of conversions. Whether we like it or not, key money seems to be the weapon of choice against that competitive landscape.

The 2 things I would want to leave you with, one, the rigor that we’ve always applied to the use of our capital, irrespective of what type of capital, remains. We put all deals where we consider investment through that rigorous evaluation.

And anticipating we might have some conversation about that, we did a little work. One of the things that’s quite interesting, I think, deals that use key money historically have yielded significantly more value than deals without key money, and I’ll just give you two statistics to frame that.

If you look at all the deals we did in calendar 2025, the deals where Marriott participated with key money had an average value premium per room of about 65%. Year-to-date through the first 3 quarters this year, those deals where we deployed key money had an average premium per room of about 75%.

JEN MASON, Executive Vice President and Chief Financial Officer – Marriott International: Yeah, and on your question on broadly investment spending, as we talked about in the prepared remarks, we still expect investment spending this year to total $1.25 to $1.35 billion. As a reminder, 40% to 45% of that is for contract acquisition costs, which includes both new and existing units. 25% to 30% of that is for the digital technology transformation, and the rest is spending at renovations on owned leased hotels.

For next year, it’s really still too early. Right? We’re working through our budgets, but you could expect kind of similar color and market dynamics on that key money and contract acquisition cost. are likely to continue to rise given the system growth.

And while DTT and technology spend is expected to come down a bit, we’ll continue to invest heavily in technology. And then for owned, leased, and other investment, some of our properties undergoing renovations in ’26 will be done, but we’ll also have others that will go under renovation next year.

OPERATOR: Thank you. And our next question comes from Michael Bellisario from Baird. Please go ahead.

Construction Starts and Rooms Growth

MICHAEL BELLISARIO, Analyst – Baird: Thanks. Good afternoon, everyone. Tony, on development, can you just update us on the trajectory of construction starts and how that part of the pipeline is trending in both the U.S. and ex-U.S. markets? And also any early kind of directional comments on your view of rooms growth into next year versus this year’s 4.5%? Thank you.

TONY CAPUANO, President and Chief Executive Officer – Marriott International: Yeah, of course, Michael. Thank you for the question. The New build construction starts in the US and Canada last year were up about 7% versus the prior year. Through the first 3 quarters this year, new build construction starts are up 20% year over year. Again, we’re not quite back to where we were in 2019, but the trend line is certainly encouraging.

Globally, which I think was the second part of your question, year to date through the first 3 quarters of the year, new build construction starts were down about 24%. But I would maybe put an asterisk on that data. The quality of the data we get is maybe not as precise as what we get in the US.

But I think the fact that construction starts while building are not back to where we were pre-pandemic, probably illustrates the importance of the success we’re having on the conversion side, where, as I mentioned, about a third of our signings, about 40% of our openings are being derived through the very deliberate approach our development teams are taking to capturing a disproportionate share of the conversion opportunities that are out there.

OPERATOR: Thank you. And our next question will come from David Katz with Jefferies. Please go ahead.

Middle East Outlook

DAVID KATZ, Analyst – Jefferies: Hi, good morning. Thanks for all the detail and information. I wanted to just focus on the Middle East. And, if we were to use an assumption of kind of an ongoing low-intensity circumstance over there. I assume you’re looking through various permutations of what could be for the market, but given it’s so important for NUG and RevPAR, how can we think about that market?

Can we be comfortable that the units that have been in the pipeline can still get done? And can that market get back to at least flat RevPAR, or enough where it’s not an offset to otherwise pretty strong results everywhere else in the world? Thanks.

TONY CAPUANO, President and Chief Executive Officer – Marriott International: Thank you, David. Maybe before I try to answer your couple questions, let me just for the group remind you or ground you. While a critically important market through a lot of different— or set of markets through a variety of lenses. The Middle East represents just 3% of our open rooms globally, about 6% of our pipeline. last year represented about 3% of our global gross fees.

Your intuition is right as we start to take an early peek into what 2027 might look like. On one hand, we’ll benefit once we get through the first quarter from relatively easier comps.

We’re currently assuming ongoing travel disruption with some gradual improvement during the course of 2027. I wish I had a better crystal ball. It’s obviously a highly volatile situation. But what I will tell you is we are not seeing fallout from the pipeline, whether it be in the Middle East or on a global basis. That is Anywhere close to outside what we have experienced around the world in normal circumstances.

I will tell you, I was in Dubai for a few days last week. I had dinner with 65 of our UAE general managers who expressed an enormous amount of confidence in the steepness of the recovery curve when they get a sense in the region that there is some stability or resolution to the conflict.

And the other thing I would tell you, you asked about pipeline and NUG. Just last week, I was with our local partners and the ruler of Ras Al Khaimah signing 3 new deals in that emirate. And so the teams continue to move projects forward. Our owner community continues to invest based on their long-term confidence in the region.

OPERATOR: Thank you. And our next question will come from Dan Politzer with JPMorgan. Please go ahead.

2027 Segment Outlook

DAN POLITZER, Analyst – JPMorgan: Hey, good morning, everyone, and thanks for the question. I just wanted to follow up again on that 2027 kind of early puts and takes as you think about that 3.5% to 4.5% RevPAR growth. Could you maybe unpack that across business, leisure, and then kind of how group is pacing? Thanks.

TONY CAPUANO, President and Chief Executive Officer – Marriott International: Yeah, I would love to, Dan. We’re just not there yet. We are early in the budget process, as I mentioned. We are giving you a sneak peek into what we’re hearing, having just gone through our quarterly business reviews around the world. But we’re probably a month or 2 premature to be able to give it to you with the sort of specificity that you’re looking for.

OPERATOR: Thank you. And our next question will come from Lizzie Dove with Goldman Sachs. Please go ahead. Your line is open.

Conversions and Net Rooms Growth

LIZZIE DOVE, Analyst – Goldman Sachs: Hey, thanks for taking the question. Going back to net rooms growth, you mentioned that conversions are about 40% of openings and that you’re capturing a disproportionate share of those opportunities. How do you think about that environment?

We’ve heard mixed things this earnings season and about the impact of higher rates there and other dynamics. And as we look into kind of next year and beyond, should we think about conversions as being a bigger or kind of smaller part of net rooms growth? Thanks.

TONY CAPUANO, President and Chief Executive Officer – Marriott International: Yeah, Lizzie, thank you. I love the question. I spent a big portion of my career leading the company’s development organization.

And for a long time, you used to see the relative volume of new builds and conversions ebb and flow based on the macroeconomic environment. In strong economic environments, you’d see a big uptick in new build. And you’d see conversion activity start to recede a bit, and then that would invert in weaker economic times.

As I’ve talked about on the last few calls, we’ve been quite deliberate In terms of how we think about conversions, and what I mean by that, we’ve built what we think is an extraordinary stack of conversion-friendly brands.

We are aligned between our development organization and our operating organization to show, not at the expense of quality, but a level of creativity and flexibility in dealmaking. We have development teams who are specifically focused on driving conversion volume, both in the categories of individual asset conversions and portfolio conversions, which has been A tremendous success story for us.

And so my expectation is while the percentages may move around a little bit, even when we get to an environment where we see a meaningful uptick in new build. I don’t anticipate that it’ll be at the expense of conversion volume.

We’ve built this supertanker that’s really built to take advantage of the wide range of Conversion opportunities that are out there, and we intend to continue to stand on that accelerator.

And then the last thing I would say to you is, as we’ve discussed, we are in our relative infancy of entering the mid-scale tier. It’s going great between open and pipeline. We’re already approaching 600 hotels in the system. But it’s early. And what that earliness demonstrates to me is we’ve got lots and lots of conversion opportunities to be discovered in that quality tier as well.

OPERATOR: Thank you. And our next question will come from Brandt Montour with Barclays. Please go ahead.

Greater China

BRANDT MONTOUR, Analyst – Barclays: Great. Thanks for the question. So Tony, I was hoping you could give us a little bit of a state of the union on the China business. You called out slowing domestic leisure demand over there, but Remind us the split between business and leisure.

If you have a view on maybe the near- to medium-term operating outlook, and then if that’s affected capital formation at all and how that affects the net room growth outlook there? Thank you.

TONY CAPUANO, President and Chief Executive Officer – Marriott International: Sure. Let me talk sort of broadly, and I might ask Jen to jump in with some statistics.

We went from negative in RevPAR to essentially flat. We continue to see pretty good strength in the lower chain scales, both in terms of development activity and relative performance. We continue to see pretty broad strength across what we call the Tier 1 markets. And you heard me talk about Hainan and Taiwan and some of the other tier 1 markets that are driving particularly strong performance.

But Jen, do you want to talk a little bit about mix between segments in China?

JEN MASON, Executive Vice President and Chief Financial Officer – Marriott International: Yeah. So broadly speaking, in Greater China, our leisure segment is the largest segment, followed by business and then group. In terms of performance, I’d say group, at least for the quarter, was a bit less of the mix than leisure and business transient.

But overall, to Tony’s point, right, it’s kind of a softening of consumer sentiment and spending. And the environment is certainly difficult in terms of growth.

OPERATOR: Thank you. And the next question will come from Duane Pfennigwerth with Evercore ISI. Please go ahead.

European RevPAR Acceleration

DUANE PFENNIGWERTH, Analyst – Evercore ISI: Thank you. Good morning. Similar question, different region. I wonder if you could weigh in on what is driving what seems to be acceleration in European RevPAR. Is this primarily a seasonal leisure dynamic with U.S. point-of-sale demand, or is there something else at work?

TONY CAPUANO, President and Chief Executive Officer – Marriott International: Well, without question, leisure is sort of the bright shining star, particularly when you look at Western and Southern Europe. Beyond that, you almost have to go submarket by submarket to look at the relative contribution from each segment. But if your question is for a broad generalization, I would say leisure is among the most impactful drivers of our RevPAR performance.

DUANE PFENNIGWERTH, Analyst – Evercore ISI: Thank you.

TONY CAPUANO, President and Chief Executive Officer – Marriott International: You’re welcome.

OPERATOR: Thank you. And our next question will come from Robin Farley with UBS. Please go ahead.

Rooms Under Construction and Conversion Mix

ROBIN FARLEY, Analyst – UBS: Great. Thank you for taking the question. And thank you for the early 2027 commentary. Just kind of circling back to—

TONY CAPUANO, President and Chief Executive Officer – Marriott International: That was for you, Robin. So I pushed Jen to make sure we gave you a little peek.

ROBIN FARLEY, Analyst – UBS: Okay, excellent. So drilling in on that, yeah, so just looking at rooms under construction, today in the release, they’re a little bit lower than they were in July.

And just the comments about conversion next year, it sounded like you were sort of saying conversion is going to be as good as new construction, or maybe the suggestion was sort of the same percent of room openings next year.

Is it— would it actually— should we think about conversions maybe being higher? I know they’re elevated a little bit this year, but would they be higher next year just given the rooms under construction, kind of just slight downtick sequentially? Or I don’t know if that’s just something seasonal or one-time in nature. Thanks.

TONY CAPUANO, President and Chief Executive Officer – Marriott International: You see, Robin, I give you an inch and you try and take a mile. I’m not quite ready to really give you much more of a peek into ’27, but let me try at least qualitatively to address your question.

The point I was trying to make, while I can’t tell you with certainty what the percentage mix will be because a lot of that will be driven by whether we continue to see this continuation in an uptick in construction starts. The point I was attempting to make was our focus, the focus of our teams on trying to continue to drive brand-accretive conversion volume, we won’t let up.

And so we would expect strong conversion volume, again, both single asset and portfolio, to continue to be a top growth priority and a big driver of NUG into ’27 and beyond.

OPERATOR: And our next question comes from Conor Cunningham with Melius Research. Please go ahead.

Business Transient Demand

CONOR CUNNINGHAM, Analyst – Melius Research: Hi, everyone. Thank you. Just on BT, I was a little surprised by the growth in the quarter. I thought it would be a little bit stronger just given what we’ve heard from some of the other travel companies. You can feel free to push back on that, but just Curious on how you’re viewing the corporate travel market, large managed versus small and medium.

And just, I would suspect that the performance throughout the quarter was a little bit more diverse So if you could just talk about how you started to how you ended, I think that would be helpful. Thank you.

JEN MASON, Executive Vice President and Chief Financial Officer – Marriott International: Yeah, so I’ll take that. We continue to see strength across all segments, right? Both group, BT, and leisure.

BT revenue was up about 4% in the quarter, predominantly driven by rate growth. And we expect those trends will continue. Obviously, leisure was our strongest performer and continues to be so. And group has also been strong this year as well. So we feel good across the segments and kind of across small, medium, large business.

CONOR CUNNINGHAM, Analyst – Melius Research: Thank you.

OPERATOR: And we’ll take our next question from Ari Klein with BMO Capital Markets.

PMS Rollout and Technology Transformation

ARI KLEIN, Analyst – BMO Capital Markets: Thanks and good morning. Tony, you touched a little bit on tech investments you’ve been making. Curious about the PMS rollout, where that stands, and what kind of impacts you’ve seen so far. Thank you.

TONY CAPUANO, President and Chief Executive Officer – Marriott International: Yeah, of course. It’s a terrific story, and I think our global tech team will appreciate you asking the questions so that Jen and I can thank them in a public forum.

As of yesterday, we had successfully moved more than 3,000 of our hotels to the new technology ecosystem. We’ve successfully achieved scale for our deployment wave size. Full waves will continue throughout 2027.

We have largely Finished deployment in a lot of our U.S. select service hotels. We’ve started to cut over some of the full service hotels, so lots of good learnings there. We were Quite deliberate in starting with some of the, I say this in quotes, “simpler” hotels, so that we could learn along the way.

Now, as we move into full service and luxury, there will be some additional layers of complexity, but our teams are well prepared to do that.

And I think we’re quite pleased both with the pace at which we’re moving, the speed with which the integration is improving with every wave. And again, it’s anecdotal as opposed to particularly statistically valid, but really encouraging about the on-property impact that we’re seeing from the cutover.

OPERATOR: Thank you. And we’ll take our next question from Alex Brignall with Rothschild & Co. Please go ahead.

Fee Growth and Effective Royalty Rate

ALEX BRIGNALL, Analyst – Rothschild & Co Redburn: Thank you very much. Just one question, please. If we look at your fee growth and we strip out the year-on-year increase in credit card fees and then obviously you’ve changed your residential fees, which is quite a meaningful change year-on-year, then your underlying fee growth is lagging net unit growth and RevPAR growth.

Or better put differently, there’s a slight compression in your effective royalty rate if we look at gross system sales. Could you just talk about that? And then in the context of FY ’27, if you could give us anything on the trajectory of credit card fees and residential fees, so then we can have a think about what that royalty rate might do next year. Thank you so much.

JEN MASON, Executive Vice President and Chief Financial Officer – Marriott International: Yeah, in terms of fee growth overall from— I assume your question on royalties, franchise royalty and base fee royalty. There is no compression there. And we are pleased with the year-over-year growth in our franchise fees.

In terms of 2027, as Tony’s referenced, we are still early days in terms of giving any guidance yet on fee growth.

OPERATOR: Thank you. And we’ll take our next question from Chad Beynon with Macquarie. Please go ahead.

Leisure Booking Window

CHAD BEYNON, Analyst – Macquarie: Good morning. Thanks for taking my question. On the leisure side, I wanted to ask about the booking window. Obviously, we’ve seen some really nice consistent strength. You kind of gave us a preview into ’27.

I don’t think this has expanded, but can you just kind of drill into that a little bit and what we’ve seen from some of the elevated airline prices, if you think that will remain compressed? Thanks.

JEN MASON, Executive Vice President and Chief Financial Officer – Marriott International: Sure. So on the booking window, in Q3, the global average booking window was about 21 days. BT was at 17 days and leisure was about 24 days. Which was relatively flat year over year. So not a dramatic change on any of those fronts.

OPERATOR: Thank you. At this time, we have reached our allotted time for questions, so we’ll take our final question from Smedes Rose with Citi. Please go ahead. Your line is open.

Incentive Management Fees

SMEDES ROSE, Analyst – Citi: Hi, thanks. I just wanted to ask if you could share a little more on the incentive management fees, what percent of the North American portfolio is generating fees for you?

And if you’re able to do, say the midpoint of that RevPAR range for next year, would those properties continue to sort of quote unquote “be in the money” or would the expenses that will also be going up next year, maybe mute that fee stream a little bit. Just kind of wondering how that might work.

JEN MASON, Executive Vice President and Chief Financial Officer – Marriott International: Yeah, so maybe I’ll start with your second question first. Again, it’s too early to give you a read on what incentive management fees would be next year as we need to work through our budgets certainly around the world.

In terms of percentage of hotels earning incentive fees, that varies around the world, as I know we’ve talked about in the past. But kind of weighted average around the world, it’s about over 60-some percent.

SMEDES ROSE, Analyst – Citi: Thank you.

Closing Remarks

OPERATOR: At this time, I would like to now turn the call back over to Tony Capuano. Please go ahead.

TONY CAPUANO, President and Chief Executive Officer – Marriott International: Well, I want to thank you all again for your interest and your terrific coverage in Marriott. I wish you safe travels, and I look forward to seeing many of you at our analyst reception in New York in December. Thank you.

OPERATOR: Thank you. This brings us to the end of today’s meeting. We appreciate your time and participation. You may now disconnect.

Related Posts

• The Estée Lauder Companies (EL) Q1 2027 Earnings Call Transcript
• Check Point Software Q3 2026 Earnings Call Transcript
• Sandisk (SNDK) Q1 Fiscal Year 2027 Earnings Call Transcript
• Amazon.com Inc. Q3 2026 Earnings Call Transcript
• Eli Lilly (LLY) Q3 2026 Earnings Call Transcript