Q4 2021 Airbnb Inc Earnings Call

Good afternoon, and thank you for joining Airbnb, earning conference call.

Fourth quarter of 2021 as a reminder, this conference call is being recorded and will be available for replay from the Investor Relations section of Airbnb website. Following this call I'll now hand over to the heavy much Vice president.

Speaker 1: Good afternoon and thank you for joining AirBNB's Earning Conference Call for the fourth quarter of 2021. As a reminder, this conference call is being recorded and will be available for replay from the investor relations section of AirBNB's website following this call. I want to hand over to Ellie Mertz, Vice President of Finance. Please go ahead.

Please go ahead.

Good afternoon, and welcome to Airbnb is fourth quarter of 2021 earnings call. Thank you for joining us today on the call today, we have Airbnb is co founder and CEO , Brian Cheskey, and our Chief Financial Officer, David Stevenson.

Speaker 2: Good afternoon and welcome to Airbnb's fourth quarter of 2021 earnings call. Thank you for joining us today. On the call today, we have Airbnb's co-founder and CEO , Brian Chesky, and our Chief Financial Officer, Dave Stevenson. Earlier today, we issued a shareholder letter with our financial results and commentary for our fourth quarter and full year of 2021. These items were also posted on the investor relations section of Airbnb's website.

Earlier today, we issued a shareholder letter with our financial results and commentary for our fourth quarter and full year of 2021.

These items were also posted on the Investor Relations section of Airbnb is website.

During the call, we'll make brief opening remarks, and then spend the remainder of time on Q&A.

Speaker 2: During the call, we'll make brief opening remarks and then spend the remainder of time on Q&A. Before I turn it over to Brian , I would like to remind everyone that we'll be making forward-looking statements on this call that involve a number of risks and uncertainties. Actual results may differ materially from those expressed or implied in the forward-looking statements due to a variety of factors. These factors are described under forward-looking statements in our shareholder letter and in our most recent filings with the Securities and Exchange Commission.

Before I turn it over to Brian I would like to remind everyone. We will be making forward looking statements on this call that involve a number of risks and uncertainties. Actual results results may differ materially from those expressed or implied in the forward looking statements due to a variety of factors. These factors are described under forward looking statements in our shareholder.

And in our most recent filings with the Securities and Exchange Commission.

We urge you to consider these factors and remind you that we undertake no obligation to update the information contained on this call to reflect subsequent events or circumstances, you should be aware that these statements should be considered estimates only and are not guarantee of future performance.

Speaker 2: We urge you to consider these factors and remind you that we undertake no obligation to update the information contained on this call to reflect subsequent events or circumstances. You should be aware that these statements should be considered estimates only and are not guarantee of future performance.

Also during this call we will discuss some non-GAAP financial measures, we've provided reconciliations to the most directly comparable GAAP financial measures in the shareholder letter posted to our Investor Relations website.

These non-GAAP measures are not intended to be a substitute for our GAAP results with that I'll pass the call to Brian .

Yeah.

Alright, Thank you very much Elliot and good afternoon, everyone. Thanks for joining on.

Im excited to share our Q4 results with you.

Q4 was another record quarter and 2021, what's the best year in an Airbnb is history.

Speaker 3: Q4 was another record quarter, and 2021 was the best year in the AirBnB's history.

Q4 revenue was $1 $5 billion, our best fourth quarter ever and exceeded 2019 by 38%.

Speaker 3: In Q4, revenue was $1.5 billion, our best fourth quarter ever, and exceeded 2019 by 38%.

Net income was $55 million, our best Q4 ever compared to a loss in 2019 and adjusted EBITDA was $333 million also our best you forever.

Speaker 3: Net income was $55 million, our best Q4 ever, compared to a loss in 2019. An adjusted EBITDA was $333 million, also our best Q4 ever.

Adjusted EBITDA margin was a positive 22% compared to a negative 24, 5% in Q4 2019.

Speaker 3: Our adjusted EBITDA margin was a positive 22% compared to a negative 25% in Q4 2019. This is a huge improvement, obviously. Now Q4 GBV was $11 billion, which surpassed 2019 levels by 32% and was driven by strong ADR.

Huge improvement obviously.

Q4, G. B D was $11 billion, which surpassed 2019 levels by 32% and was driven by strong ADR.

Now, even with Omicron Q4 nights and experiences books were only down 3% compared to 2019.

Speaker 3: Now even with AmaCon, Q4 nights in Experiences books were only down 3% compared to 2019. And when you exclude APAC, it was actually up 8%.

And when you exclude APAC it was actually up 8%.

What our results show is that we've been able to respond to this changing world of travels near.

Nearly two years into the pandemic, it's clear that we are undergoing the biggest change of travel since the advent of commercial flying.

Speaker 3: What our results show is that we've been able to respond to this changing world of traffic.

Speaker 3: Nearly two years into the pandemic, it's clear that we are undergoing the biggest change to travel since the advent of commercial flying.

Remote work has been tethered many people from the need to be in the office and as a result people are spreading out to thousands of towns and cities. Thanks for weeks months or even entire seasons at a time.

Speaker 3: Remote work has untethered many people from the need to be in an office. And as a result, people are spreading out to thousands of towns and cities, staying for weeks, months, or even entire seasons at a time.

For the first time ever millions of people can now with anywhere.

And we've been able to respond to these changes because our model is inherently adaptable arm.

Speaker 3: For the first time ever, millions of people can now live anywhere. And we've been able to respond to these changes because our model is inherently adaptable. Our millions of hosts offer nearly every type of home in nearly every community around the world.

The host offer nearly every type of home in nearly every community around the world.

But it's not just our model. It's also a culture of relentless innovation.

Speaker 3: but it's not just our model. It's also a culture of relentless innovation.

In the last year alone.

We made more than 150 upgrades and innovations across every aspect of the Airbnb service.

Speaker 3: In the last year alone, we made more than 150 upgrades and innovations across every aspect of the Airbnb service.

This explains why we had our best year in our company's history, despite still being in the midst of a pandemic.

Speaker 3: This explains why we had our best year in our company's history, despite still being the midst of a pandemic.

Now there are a number of business trends that have been driving the strong performance.

First.

Speaker 3: Now there are a number of business trends that have been driving the strong performance.

Guests are staying and thousands of small towns and rural communities on Airbnb.

Speaker 3: Guests are staying in thousands of small towns and rural communities on Airbnb.

The pandemic, we've seen growing demand for domestic and non urban travel and.

Q4 gross nights booked did not urban markets was up nearly 45% from Q4 2019 and in the past year alone.

Speaker 3: Throughout the pandemic, we've seen growing demand for domestic and non-urban travels. In Q4, Gross Night's Book to non-urban markets was up nearly 45% from Q4 2019. And in the past year alone, Airbnb guests stayed in nearly 100,000 towns and cities all around the world. Second, guests stayed in nearly 100,000 towns and cities all around the world.

Maybe guess stayed in nearly 100000 talent in cities all around the world.

Second guess, we're also returning into cities Q4 nights booked at urban destinations have recovered to coupons nearly recover to Q4 2019 levels and cross border travel also continues to recover and improve each quarter in 2021.

Speaker 3: Q4 Night's Book at Urban Destinations has nearly recovered to Q4 2019 levels. And cross-border travel also continues to recover and improve each quarter in 2021.

Guests are planning to travel despite variance in searches.

Might be impacted by micron in December .

Speaker 3: Guests are planning to travel despite variants and surgeries.

Gross nights booked were up 40% and the cancellation rate was lower than a year ago. In Q1, we're already seeing strong demand for the summer travel season compared to 2019.

Speaker 3: Despite the impact of Omicron in December , gross nights booked were up 40% and the cancellation rate was lower than a year ago. In Q1, we're already seeing strong demand for the summer travel season compared to 2019.

And finally guests are not just traveling and Airbnb theyre now living on Airbnb.

Speaker 3: And finally, guests are not just traveling in Airbnb, they're now living on Airbnb.

Nearly half of our nights booked in Q4 were first days or a week or longer.

Speaker 3: Nearly half of our nights booked in Q4 were for stays of a week or longer. One in five nights were

One in five nights, where first days of a month or longer.

And then the past year alone.

175000 guests stayed for three months or longer.

Speaker 3: And in the past year alone, nearly 175,000 guests stayed for three months or longer.

So I'm going to fall in the step footsteps of our community.

Recently, I shared that I too I'm going to live on Airbnb right now I'm doing this call from an airbnb in Miami and I'll be staying in a different town or city. Every couple of weeks I've always wanted to do this but before the pandemic I have to be in office every day.

Speaker 3: Recently, I shared that I too am going to live on Airbnb. Right now, I'm doing this call from the Airbnb in Miami, and I'll be staying in a different town or city every couple of weeks. I've always wanted to do this, but before the pandemic, I had to be in office every day. Now, I have the flexibility that millions of other guests do on Airbnb. And I also think it's important that as CEO , I deeply understand the nuances and unique opportunities that this new use case on Airbnb will provide.

Now I have the flexibility millions of other guests view on Airbnb.

And I also think it's important that a CEO I deeply understand the nuances and unique opportunities that this new use case on air B will provide.

So now I want to recap how we did on last year's priorities as you recall for 2021, our single priority last year was to prepare for the incoming travel rebound and to do this we focused on perfecting the end to end experience all of our core service.

Speaker 3: So now I want to recap how we did on last year's priorities. As you recall, for 2021, our single priority last year was prepare for the incoming travel rebound. And to do this, we focused on perfecting the end-to-end experience of our core service.

This meant educating the world about hosting recruiting more hosts and setting them up for success simplifying the guest journey.

Speaker 3: This meant educating the world about hosting, recruiting more hosts and setting them up for success, simplifying the guest journey, and delivering world-class service. So let me just give you a really quick update on each.

And delivering world Class service. So let me just give you a really quick update on each.

First.

We've been educating the world at what makes Airbnb difference and that is posting in.

In 2021, we launched our first large scale marketing campaign in five years to educate guests about the benefits of being posted.

Speaker 3: We've been educating the world at what makes Airbnb different, and that is.

Speaker 3: In 2021, we launched our first large-scale marketing campaign in five years to educate guests about the benefits of being hosted and inspire more guests to be

And inspire more guests to become host.

It worked.

We've seen an increase in traffic to our platform in countries, where ran the campaign and this is significantly ahead of non campaign countries, where we didn't run the campaign.

Speaker 3: We've seen an increase in traffic to our platform in countries where we ran the campaign, and this is significantly ahead of non-campaign countries where we didn't run the campaign.

Second we've been recruiting more hosts and setting them up for success last.

Speaker 3: Second, we've been recruiting more hosts and setting them up for success.

Last year, we redesigned the host onboarding flow, making it easier for new host to get started and we also have introduced our ask is your breast program pairing potential hosts with superheroes to answer their questions.

Speaker 3: Last year, we redesigned the host onboarding flow, making it easier for new hosts to get started. And we also introduced our Ask a Superhost program, pairing potential hosts with superhosts to answer their questions.

And finally, we created the air cover top to bottom protection free for every Airbnb host and only offered on Airbnb.

Speaker 3: And finally, we created AirCover, top to bottom protection, free for every Airbnb host and only offered on Airbnb.

Third we've been simplifying every part of the guest experience.

Speaker 3: Third, we've been simplifying every part of the guest experience.

Last year, we introduced I'm flexible a whole new way to search and Airbnb when guests are flexible about where and when they're traveling in guess since we've launched these features have used I'm flexible nearly 800 million times.

Speaker 3: Last year, we introduced I'm Flexible, a whole new way to search in Airbnb when guests are flexible about where and when they're traveling. And guests, since we've launched these features, have used I'm Flexible nearly 800 million times.

We've also chip dozens of other product features to improve the guest experience.

And finally fourth we have been focused on delivering world class service to our guests and our hosts now in addition to providing protection for our host through air cover.

Speaker 3: We've also shipped dozens of other product features to improve the guest experience.

Speaker 3: And finally, fourth, we've been focused on delivering world-class service to our guests and our hosts. Now, in addition to providing protection for our hosts through AirCover, we launched dedicated Superhost support. Now, dedicated Superhost support provides our most experienced host priority access to our most experienced support agents. And as a result, we've seen fewer escalations and faster resolution times, increasing overall Superhost satisfaction. And as a result, we've seen fewer escalations and faster resolution times, increasing overall Superhost satisfaction. And as a result, we've seen fewer escalations and faster resolution times, increasing overall

We launched dedicated Super hubs support now dedicated supra support provides our most experienced host priority access to our most experienced support agents and as a result, we've seen fewer escalations and faster resolution times, increasing overall superhero satisfaction.

Now I'm incredibly proud of everything we deliver to our guests and hosts TNT about 'twenty, one, but it's important to note we are not stopping here.

Speaker 3: Now, I'm incredibly proud of everything we delivered to our guests and hosts in 2021, but it's important to note we are not stopping here. Because in 2022 and beyond, what we're going to do is accelerate our pace innovation, and we're going to focus on three key priorities. Live anywhere on Airbnb.

In 2022 and beyond we're going to do is accelerate our pace of innovation and we're going to focus on three key priorities.

Live anywhere on Airbnb.

Unlock the next generation of host and Airbnb, becoming the ultimate hosts to our community.

So let me just give you a quick preview of each.

Speaker 3: and Airbnb becoming the ultimate host to our community. So let me just give you a quick preview of each.

First live anywhere and Airbnb.

As a result of the pandemic millions of people can now live anywhere.

We're now using Airbnb traveled thousands of talent in cities for weeks months or even entire seasons at a time.

Speaker 3: As a result of the pandemic, millions of people can now live anywhere. They're now using Airbnb to travel to thousands of towns and cities, staying for weeks, months, or even entire seasons at a time.

Some people without families like me I can kind of live a bit nomadic like staying in different Airbnb is every week or every month now people and families probably can't do that but we're seeing people. If dan was going to have a lot more flexibility over the summer and I think this is why bookings in January for this summer by nights booked are up 25% from this time in 2019.

Speaker 3: Some people without families, like me, I can kind of live a bit nomadically staying in different Airbnbs every week or every month.

Speaker 3: Now, people and families probably can't do that, but we're seeing people and families are going to have a lot more flexibility over the summer, and I think this is why bookings in January for this summer, by night's book, are up 25% from this time in 2019, and other people are just going to take more extended weekends.

And other people are just going to take more extended weekends. The key point is that every length of stay on the Airbnb is going up whether it's 293 nights a week a month, we're a season all lengths of stay except for single bites are up on Airbnb and we want to design for this new world by making it even easier for guests to live on Airbnb.

Speaker 3: The key point is that every length of stay on Airbnb is going up, whether it's two nights, three nights, a week, a month, or a season. All lengths of stay except for single nights are up on Airbnb. And we want to design for this new world by making it even easier for guests to live on Airbnb.

The second priority is we will unlock the next generation of house with 4 million hosted an Airbnb. We believe we've just scratched the surface in growing our house community.

Speaker 3: The second priority is we will unlock the next generation.

Speaker 3: With 4 million hosts on Airbnb, we believe we've just scratched the surface in growing our host community.

So what we've done.

We listened to thousands of people, who think we're thinking about hosting to understand what obstacles. There are for them to become a host we're going to do it systematically address each of these obstacles in order to attract the next generation of host on Airbnb.

Speaker 3: So what we've done is we listened to thousands of people who are thinking about hosting to understand what obstacles there are for them to become a host. And what we're gonna do is systematically address each of these obstacles in order to attract the next generation of hosts on Airbnb.

And finally <unk>.

Airbnb will become the ultimate house.

We believe that everybody can be much more than a marketplace that nearly connect SaaS and host our goal is to provide the ultimate service for our guests anticipating their needs and going above and beyond just like a good host.

Speaker 3: And finally, Airbnb will become the ultimate host.

Speaker 3: You know, we believe that Airbnb can be much more than a marketplace that merely connects guests and hosts. Our goal is to provide the ultimate service for our guests, anticipating their needs and going above and beyond, just like a good host.

By offering a more personalized service, we can dramatically improve the experience for millions of guests around the world.

Speaker 3: Now by offering a more personalized service, we can dramatically improve the experience for millions of guests around the world.

So that's it just to summarize Q4 was the best quarter ever.

Speaker 3: So that's it. Just to summarize, Q4 was the ARPB's best quarter ever.

Revenue adjusted EBITDA and net income were all records.

We're in the midst of a revolution in travels because people have newfound flexibility in how they live and work are adaptable model and a relentless innovation have allowed us to respond to this moment and the 2022 we're going to accelerate our pace of innovation and continue to support this new world of travel so with that Dave and I look forward.

Speaker 3: Revenue, adjusted EBITDA, and net income were all records.

Speaker 3: We're in the midst of a revolution in travel because people have newfound flexibility in how they live and work. Our adaptable model and our relentless innovation have allowed us to respond to this moment. And in 2022, we're gonna accelerate our pace of innovation and continue to support this new world of travel. So with that, Dave and I look forward to answering your questions.

Answering your questions.

Thank you for our Q&A, if you'd like to ask a question. Please press star followed by one on your telephone keypad now you changed your mind. Please press thoughtful about two one.

Speaker 1: Thank you. For our Q&A, if you'd like to ask a question, please press star followed by 1 on your telephone keypad now. If you change your mind, please press star followed by 2. When preparing to ask a question, please ensure your phone is unmuted locally.

When preparing to ask a question. Please ensure your phone is on mute locally.

Our first question comes from Colin Sebastian from Baird. Colin Your line is now open.

Speaker 1: Our first question comes from Colin Sebastian from Baird. Colin, your line is now open.

Great. Thanks. Good afternoon, two questions for me I guess first off Brian you recently posted on Twitter. The most popular requests for new functionality or services on the platform for this year I think crypto payments might've been a top request, but when you talk about acceleration in the pace of innovation what should we think.

Speaker 4: Great, thanks. Good afternoon. Two questions for me. I guess first off, Brian , you recently posted on Twitter the most popular requests for new functionality or services.

Speaker 4: On the platform for this year, I think crypto payments might have been a top request, but when you talk about acceleration in the pace of innovation, what should we think about in terms of the key areas of focus and and how that impacts where you're.

[noise] about in terms of the key areas of focus and how that impacts you know where you're spending money and then secondly.

Maybe just one clarification on the EBITDA outlook for the full year I think there was commentary on flat margins is the context for that a seasonal or returned to seasonal booking trends and ADR is normalizing or or if that's not right. If you could add some context. Thank you.

Speaker 4: And then secondly, maybe just one clarification on the EBITDA outlook for the full year. I think there was commentary on flat margins. Is the context for that a seasonal or a turn to seasonal booking trends and ADRs normalizing or if that's not right, if you could add some context. Thank you.

Yeah, Thanks, very much Colin so.

Why don't I take the first question and obviously, Dave I think you can take the second question on EBITDA. So Colin with regard to the pace of innovation just to kind of create a contrast last year, we created 150 upgrades and innovations. It was the most innovation we've ever deliver in any year of our history and I think this explains why it was probably the best year in our company.

Speaker 3: Why don't I take the first question and obviously, Dave, I think you can take the second question on EBITDA. So, Colin, with regards to the pace of innovation, just to kind of create a contrast, last year, we created 150 upgrades and innovations. It was the most innovation we've ever delivered in any year of our history. And I think this explains why it was probably the best year in our company's history. But this year, we intend to create even bigger leaps with our product. And just to give you a sense of how we're thinking about it, going back to our priority.

But this year, we intend to create even bigger leads for their product and just to give you a sense of how we're thinking about it going.

Going back to our priorities, we're seeing that millions of people are not tethered to have to go back to the office five days a week and what this means is guest are spreading out to thousands of accumulated all over the world and there are also staying longer and so we want to design for this world. Both people just living out of D&B or just traveling and having more extend.

Speaker 3: we're seeing that millions of people are not tethered to have to go back to an office five days a week. And what this means is guests are spreading out to thousands of communities all over the world, and they're also staying longer. And so we wanna design for this world, both people just living on Airbnb, or just traveling and having more extended vacation.

<unk> vacations.

We also launched I'm flexible last year and that product has been used 800 million times. Now. This is a really key feature because since the advent of the internet. Almost every travel website ask you two questions where are you going and when are you traveling and.

Speaker 3: You know, we also launched I'm Flexible last year, and that product has been used 800 million times. Now, this is a really key feature, because since the advent of the Internet, almost every travel website asks you two questions. Where are you going, and when are you traveling?

And suddenly I'm flexible gets us further up the funnel. This allows us to be in the inspiration business and it's ultimately strategic for Airbnb, because if you're flexible about where and when you can travel we can point demand, where we have supply. So we're going to continue to upgrade our product.

Speaker 3: And suddenly, I'm Flexible gets us further up the funnel. This allows us to be in the inspiration business. And it's ultimately strategic for Airbnb, because if you're flexible about where and when you can travel, we can point demand to where we have supply. So we're gonna continue to upgrade our product.

And we're going to continue to be better hosts to our guests in those communities by providing even better world class service for them each step of the way. So what we're gonna do is continue to invest in the guest experience to adapt to these new behaviors provide world class service for them and then once again, we want to unlock the next generation of host so we have a whole roadmap.

Speaker 3: And we're going to continue to be better hosts to our guest and host community by providing even better world-class service for them each step of the way. So what we're going to do is continue to invest in the guest experience.

Speaker 3: to adapt to these new behaviors, provide world-class service for them, and then once again, we want to unlock the next generation of hosts. So we have a whole roadmap where we understand each of the obstacles for people to host, and we're going to launch products and features this year that will unlock those obstacles, and I'm sure that's going to create a huge plethora of new supply in Airbnb.

Where we understand each of the obstacles for people to host and we're going to launch products and features this year that will unlock those obstacles and I'm sure that's going to create a huge plethora of new supply and Airbnb.

Dave you want to get the second question on EBITDA.

Sure Yeah, we're very proud of the progress we've made in our margins in 2021, I mean, we increase them from minus 5% back in 2019% to 27% in 2021, and so it's obviously a huge improvement and very proud of the work we've done across the board, but also remember that we're managing for profitability while investing for.

Speaker 4: Sure. Yeah, we're very proud of the progress we've made in our margins in 2021. I mean, we increased them from minus 5% back in 2019 to 27% in 2021. And so it's obviously a huge improvement and very proud of the work that we've done across the board. But also remember that we're, you know, managing for profitability while investing.

For growth, we're still very much in a growth mode investing for the future and that's key for us.

And what we saw in 2021 was that we had a step change in our marketing expenses.

Speaker 4: still very much in the growth mode investing for the future and that's key for us. And what we saw in 2021 was that we had a step change in our marketing expenses and achieved a new level of overall marketing investment as a percentage of revenue and we've already achieved that new baseline and likely not to achieve substantial improvement in the marketing expenses and percentage of revenue this year.

Achieved a new level of overall marketing investment as a percentage of revenue and we've already achieved that new baseline and likely not to achieve substantial improvement in the marketing expenses as a percentage of revenue. This year and we also made a step change in our fixed costs and continued improvement in variable costs will continue to do that we'll get more leverage on fixed and keep them.

Speaker 4: And we also made a step change in our fixed costs and continue to improve in our variable costs. We'll continue to do that. We'll get more leverage on fixed.

Our variable costs, but we also saw the tailwind of average daily rate, which definitely helped our margins as a D. R's may moderate this year and <unk> and as the mix of our business changes that will be an offset to some of the further improvements in our fixed cost leverage and variable costs. So if.

Speaker 4: keep improving our variable costs. But last we also saw the tailwind of average daily rate which definitely helped our margins and as ADRs may moderate this year and and as mix our business changes that will be an offset to some of the further improvements in our fixed cost leverage and variable costs. So if ADRs moderate a little bit less there's room for some upside and EBITDA so but that's why we've given the guidance we have.

Moderate a little bit less there's room for some upside in EBITDA. So that's why we've given the guidance we have.

Okay, great. Thanks, guys.

Our next question comes from avid Com from Truest Securities your.

Your line is now open.

Speaker 1: Our next question comes from Navid Khan from Truist Securities. Navid, your line is now open.

Yes.

Yeah, Thanks, a lot.

Two questions.

Michael Brian once a day or so.

Speaker 5: Yeah, thanks a lot. Two questions, one for Brian , one for Dave. Brian , how are you thinking about growth and experiences?

Brian how are you thinking about growth and experiences.

Going 'twenty two as travel it comes back and people engage in more and more activities and experiences and and they're on the on the margin question again.

Speaker 5: for 2022 as travel comes back and people engage in more activities and experiences. And Dave, on the margin question again, how should we think about the growth and other expenses outside of marketing and the variable costs, namely operation support and product development? Is there supposed to be a significant ramp up or is ADR the primary explanation for why margins can be flaxed?

How should we think about the growth in other expenses outside of marketing in the living with costs.

Namely operation cycle then.

Product development is there supposed to be a significant ramp up or is the primary explanation for why margins can be flat.

Year on year.

Yeah.

Yes, but it maybe so.

We'll take the first question and Dave you can take the second question on expenses with regards to experiences. We are very bullish on this product. It should be noted for example that the percentage of people at least five star reviews for experiences is even higher the percentage of people who leave five star reviews for homes. So what guests have told us that they love experience.

Speaker 3: I will take the first question, and Dave, you can take the second question on expenses. With regards to experiences, we are very bullish on this product. It should be noted, for example, that the percentage of people that leave five-star reviews for experiences is even higher than the percentage of people who leave five-star reviews for homes.

And I think host really depend on the economic income that it offers now in 2020 before the pandemic, we thought that Europe is going to be a breakout year for experiences instead, we had to pause the product, but now we are going to be ramping the product back up it's going to be a multiyear journey, but I'm really excited about the potential for this product and I think the reason is really simple.

Speaker 3: So what guests have told us is that they love experiences, and I think hosts really depend on the economic income that it offers.

Speaker 3: Now, in 2020, before the pandemic, we thought that year was going to be a breakout year for experiences.

Speaker 3: product. But now, we are going to be ramping the product back up. It's going to be a multi-year journey, but I'm really excited about the potential for this product. I think the reason is really simple.

You can only like place. So many video games stay home and watch somebody shows on Netflix before you want to get out of the house and you want to do in activity with other people, whether it's traveling or even in your own area and so we think this is gonna be a great way to meet other people and also connect with people you care about over our productivity.

Speaker 3: I think you can only play so many video games and stay home and watch so many shows on Netflix before you want to get out of the house and you want to do an activity with other people, whether it's traveling or even in your own area. We think this is going to be a great way to meet other people and also connect with people you care about over a fun activity.

Dave you want to talk about expenses.

Sure.

So we like I said, just a minute ago, we achieved a new baseline in our marketing expense as a percentage of revenue we already achieved that in 2021. So there isn't as much opportunity for improvement in that particular line item going forward on the operation support area, we're continuing to invest in the community and in gross for the support of our guess.

Speaker 4: You know, so, you know, we, like I said, just a minute ago, we achieved a new baseline in our marketing expenses percentage revenue. We already achieved that in 2021. so there isn't as much opportunity for improvement in that particular line item going forward.

And host community, so underlying we're making improvements in the underlying rate of our operation support, but we still have other investments on top of that in order to drive those underlying improvements and so that one will have a few would be relatively flat for this year and on the park development expenses again, we're growing our part development.

Speaker 4: operations support, but we still have other investments on top of that in order to drive those underlying improvements. And so, that one will be relatively flat for this year. And on the product development expenses, again, we're growing our product development expenses more slowly than we're growing revenue. So, we're going to continue to get leverage and discipline on our focus kind of product development efforts. Again, we'll just be a less of an improvement than what you saw in 2021. And then ADR is a little bit of the challenge to forecast. If ADRs remain higher and stronger, that's a tailwind to EBITDA. If they, as the business

Fences more slowly than we're growing revenue. So we're going to continue to get leverage and disciplined on our focus on our product development efforts.

Again, it will just be a less of an improvement than what you saw in 2021, and then ADR is little bit of the challenge to forecast just a D ours remain higher and stronger that's a tailwind to EBITDA if they as the business rebounds, more urban more lower ADR regions and adr's moderate some that will be.

Speaker 4: of an improvement than what you saw in 2021. And then ADR is a little bit of the challenge to forecast. If ADRs remain higher and stronger, that's a tailwind to EBITDA. If they, as the business rebounds more urban, more lower ADR regions and ADRs moderate some, that will be continued headwind for our margins.

Continued headwind for margins.

Thank you Brian .

Thank you.

Our next question comes from Stephen Ju from Credit Suisse. Steven. Please go ahead.

Speaker 1: Our next question comes from Stephen Ju from Credit Suisse. Stephen, please go ahead.

Okay. Thank you so much so Brian I think you rightly called out the longer term stays as your fastest growing category and youre going to be at the top there as well so.

Speaker 6: Okay, thank you so much. So Brian , I think you rightly called out the longer term stays as your fastest growing category and you're gonna be in the top there as well. So, I'm thinking about the other side of the equation and I guess the supply side of the equation. So how are your hosts responding to the rise in this type of demand?

So thinking about the other side of the equation.

The supply side of the equation. So how are your you know host responding to the rise in this type of demand.

Are there any sort of supply and demand imbalance considerations, we should be thinking about or worried about because it seems like the pandemic has definitely caught the consumer that they can work and stay anywhere.

Speaker 6: And are there any sort of supply and demand and balance considerations we should be thinking about or worrying about, because it seems like the pandemic has definitely taught the consumer that they can work and stay anywhere. Thanks.

Yes.

Hey, Steven this is a really really great question and you're correct that there that just let me preface our supply question by saying that Theres. This entire acceleration this new category of travel which is that people are less tethered to an office. So they can now live anywhere not everyone, but a lot of people. Additionally, we're really.

Speaker 3: And you are correct that there, that this, let me preface our supply question by saying that there's this entire acceleration, this new category of travel, which is that people are less tethered to an office so they can now live anywhere. Not everyone, but a lot of people. Additionally, we're really optimistic about cross-border travel rebounding and urban travel rebounding. So all of the original Airbnb use cases from pre-pandemic are going to come back, I think, full and full throttle, probably better than before because of pent-up demand.

Domestic about cross border travel rebounding in urban travel rebounding. So all of the original urban you use cases from pre pandemic are going to come back I think thoughtful and fault throttle probably better than before because of the pent up demand now.

Now because of that we need to make sure we have enough supply so let's talk about how we get that.

Well the first thing I'd say is that one of the great things about our business is we have a global network and so what that means is the number one source of host on Airbnb or prior guest in fact in Q4, 33% of hosts were prior guests and that number has been going up over the last couple of years. The other really interesting phenomena. We see is the mall.

Speaker 3: Now, because of that, we need to make sure we have enough supply, so let's talk about how we get that. Well, the first thing I'd say is that one of the great things about our business is we have a global network. What that means is the number one source of hosts on Airbnb are prior guests. In fact, in Q4, 33% of hosts were prior guests, and that number has been going up over the last couple of years.

It's the fastest supply growth are also the markets out of static demand growth, that's really interesting and we think the reason why is most of our community. Our regular everyday people. Their teachers are health care workers, who are students really everyday people and as they make money and they get a lot of bookings. We think what's happening is they're telling their friends and their neighborhood and community and they are also lifting.

Speaker 3: The other really interesting phenomenon we see is the markets, the fastest supply growth are also the markets that have the fastest demand growth. That's really interesting. We think the reason why is most of our community are regular everyday people. They're teachers, they're healthcare workers, they're students, they're really everyday people. As they make money and they get a lot of bookings, we think what's happening is they're telling their friend in their neighborhood and community and they are also listing. Then some other people are expanding their business. So that's the first thing.

And then some other people are expanding their business. So that's the first thing is our global network next we have a full funnel approach to recruiting host first Dave.

Speaker 3: Next, we have a full funnel approach to recruiting hosts. First, Stephen, we need to make sure that more people know about hosting. We want the brand of hosting to be as mainstream as the brand of Airbnb, which is a noun and verb used all over the world. So we did two major host brand campaigns last year, Made Possible by Hosting and A Stranger Campaign. And both campaigns have driven a lot more traffic and a lot more prospective people to Airbnb.

We need to make sure that more people know about hosting we want the brand of hosting to be as mainstream as the brand of Airbnb, which as of now no verb used all over the world. So we did two major host brand campaigns last year made possible by hosting and a stranger campaign and both campaigns have driven a lot more traffic and a lot perspective people therapy M D.

Next we want to make sure it's easier to become a house. So what we did last year as we reduce the number of steps down to 10 easy steps to become a house one of the things we've learned over the course of starting Airbnb and growing Airbnb is the number of the the.

Speaker 3: we want to make sure it's easier to become a host. So what we did last year is we reduced the number of steps down to 10 easy steps to become a host. One of the things we've learned over the course of starting Airbnb and growing Airbnb is the less friction, the better the conversion funnel. And so as we make something easier, more people do it. And we also know that hosting is something that people have questions about. And so what we wanted to do is match our very best perspective.

The less friction the better the conversion funnel and so as we make some easier more people do it and we also know that hosting is something that make people have questions about and so we wanted to do is match, our very best perspective post with their very best Super hubs. So they can ask questions and get their questions answered and this has led to higher conversion rate of people.

Speaker 3: with our very best super hosts so they can ask questions and get their questions answered. And this has led to a higher conversion rate of people becoming hosts. And then finally, we wanted to start addressing the obstacles that people aren't hosting. Now one of the most common obstacles we heard are people were nervous about their home being damaged when they rented out to guests. And so we launched last year with AirCover, top to bottom protection, free for every host, only in Airbnb, and this included a million dollars damage protection and liability insurance.

We'll be coming hosts and if finally, we wanted to start addressing the obstacles that people aren't hosting now one of the most common obstacles. We heard our people were nervous about their home being damage when Pete they rented out to guests and so we launched last year with air cover Taco bottom protection free for every host only an airbnb and this include $1 million damage protection and Lion.

<unk> insurance.

The last thing I'd say, though is in addition to our global network. In addition to our supply strategy is this other real important point. This is kind of the Holy Grail, which is that because more people are flexible about where and when they're traveling it means we're further up the funnel.

Speaker 3: The last thing I'd say, though, is in addition to our global network, in addition to our supply strategy, is this other real important point. This is kind of the holy grail, which is that because more people are flexible about where and when they're traveling, it means we're further up-funneling.

800 million searches have used I'm flexible and this means that we can start to point demand, where we have supply because we are not supply constrained globally on any night of the year.

Speaker 3: 800 million searches have used I'm Flexible. And this means that we can start to point demand to where we have supply. Because we are not supply constrained globally on any night of the year. The challenge is just that too many people go to too few places at the same time. But as the world gets more flexible, we can balance supply and demand in addition to our other strategies. So that's the answer, global network, a full host recruitment strategy, and pointing demand to where we have supply.

<unk> is just that too many people go to too few places at the same time, but as the world gets more flexible we can balance supply demand. In addition to our other strategies. So that's the answer global network of full house recruitment strategy and pointing demand to where we have supply.

Thank you.

Okay.

Yeah.

We now turn to Bernie Mcternan from Needham and company. Please.

Please go ahead.

Great. Thanks.

Speaker 1: We now turn to Bernie McTernan from Needham and Company. Bernie, please go ahead. Great, thanks for taking the question. Maybe just to follow up on that with the supply and demand imbalance in the marketplace. Do you see the price appreciation as a problem for demand or an opportunity for the hosts?

Thanks for taking the question, maybe just a follow up on that with the supply and demand imbalance in the marketplace do you see the price appreciation.

As a problem for demand or an opportunity for the host.

Dave you don't take this one.

Well I think you see a bit of a bit of both I mean, if you go back to what we've seen for the average daily rate throughout 2021 early in the year. It was almost exclusively driven by mix. So it's the rebound of U S and European travel, it's been a rebound in non urban whole whole larger.

Speaker 4: Well, I think you could see a bit of both. I mean, if you go back to what we've seen for the average daily rate throughout 2021, early in the year, it was almost exclusively driven by mixed. So it's the rebound of US and European travel. It's been the rebound in non-urban, whole home, larger homes. So the ADR was almost entirely mixed.

Homes, so the ADR was almost entirely mix.

Through in the year, especially on the peak travel season around the summer we started seeing some price appreciation in high demand locations scope Tor mid summer.

Speaker 4: In the year, especially on the peak travel season around the summer, we started seeing some price appreciation in high demand locations, think Tahoe mid-summer. And so there was more price appreciation in those areas. And it was about equal price appreciation to mix, both in Q3 and that stabilized, you know, relatively in Q4. And so

And so there was more price appreciation in those areas and it was about equal price appreciation to our mix both in Q3 and that stabilize relatively in Q4 and so on.

With the amount of demand for travel.

The ADR is we've not seen it take a significant tamper down on demand for people can travel I think theres a lot of pent up demand for people to get out of their homes to travel and live and I think they are just constantly looking for the opportunity to travel in terms of the opportunity for hosts to earn more money.

Speaker 4: With the amount of demand for travel, the ADRs, we've not seen it take a significant tamper down on demand for people to travel. I think there's a lot of pent-up demand for people to get out of their homes to travel and live, and I think there's just

Speaker 4: constantly looking for the opportunity to kind of travel.

There could be challenges in inflation.

Speaker 4: In terms of the opportunity for hosts to earn more money, I mean, as there could be challenges in inflation driving up costs for individuals, we can certainly be empowered to become hosts as a source of earning additional income.

Inflation driving up costs for individuals we can certainly be empowered to become both as a source of earnings. Additionally.

And so we see that airbnb actually could be a software that airbnb had hosts.

Speaker 4: And so we see that Airbnb actually could be a solve for that. Airbnb have had hosts earn $150 billion as hosts on Airbnb, and they can continue to use us as a great way to earn additional income going forward.

$150 billion.

As hosts on Airbnb and.

I think you can continue to use us as a great way to earn additional problems going forward.

Thanks for taking the question.

Of course.

Our next question comes from Deepak <unk> from Deepak. Please go ahead.

Speaker 1: Our next question comes from Deepak Mathavanan from Wolf. Deepak, please go ahead.

Great. Thanks for taking the questions two quick ones, one for Brian and one for Dave Brian You noted that Airbnb would want to become the ultimate host and offer a more personalized service for guests can you elaborate on some of those efforts and what type of incremental opportunities. You know do you envision kind of unlocked from this in the next four years. The next few years and then.

Speaker 7: Great, thanks for taking the questions. Two quick ones, one for Brian and one for Dave. Brian , you noted that Airbnb would want to become the ultimate host and offer a more personalized service for guests.

Speaker 7: Can you elaborate on some of those efforts and what type of incremental opportunities do you envision kind of unlocked from this in the next four years, the next few years?

Dave I just wanted to ask on the marketing spend it seems like you noted that you've found a new baseline, but as some of this volume scares in the next few years you know a lot of it is driven by kind of a macro recovery of the travel spend incrementally and then also in some of these use cases like long term stays remaining strong why shouldn't we.

Speaker 7: And then, Dave, I just wanted to ask on the marketing spend. You know, it seems like you noted that you found new baseline, but as some of this volume scales in the next few years, you know, a lot of it is driven by kind of a macro recovery of the travel spend incrementally and then also in some of these use cases like long-term stays remaining.

Kind of expect additional leverage on marketing or is this you know law and output by you to sort of step up investments. So you can keep marketing spend relatively flat as a percent of all.

Speaker 7: strong, why shouldn't we kind of expect additional leverage on marketing? Or is this, you know, an effort by you to sort of step up investments so, you know, you can keep marketing spend relatively flat as a percent of, you know, revenues in bookkeeping.

Avenues in bookings thank you.

Alright, awesome well, thanks, Deepak, obviously I'll take the first question, Dave and I'll, let you take the second so airbnb, becoming the ultimate hosts like what I would say, let me point you to two things that we're seeing just to give you a sense of where we're going let me start by saying Airbnb is really a design driven company at the very beginning we have a.

Speaker 3: All right, awesome. Well, thanks, Deepak. Obviously, I'll take the first question, Dave, and then I'll let you take the second. So Airbnb becoming the ultimate host, what I would say, let me point you to two things that we're seeing just to give you a sense of where we're going. Let me start by saying Airbnb is really a design-driven company at the very beginning. We have a unique design-driven approach, and I think that is a source of much of our innovation.

Unique design different approach and I think that as a source of much of our innovation and that's allowed us to create this new category of travel and it's allowed us to make over 150 upgrades innovations last year, we had some really huge things that we're going to be launching in the coming months that I'm really excited about a.

Speaker 3: And that's allowed us to create this new category of travel and it's allowed us to make over 150 upgrades and innovations last year. We have some really huge things that we're going to be launching in the coming months that I'm really excited about. A couple themes that we're thinking about.

A couple of themes that we're thinking about them number one.

As I said more and more guests are coming to airbnb with flexibility right. So typically the way it used to work if people would come to a airbnb or an O T a and they the you'd asked him where you're traveling and most people knew where they're traveling you'd ask them when you're traveling they say I know where I'm traveling so maybe they say I'm going to Miami This week.

Speaker 3: You know, as I said, more and more guests are coming to Airbnb with flexibility.

Speaker 3: So, typically the way it used to work is people would come to an Airbnb or an OTA and you'd ask them, where are you traveling? And most people knew where they were traveling. You'd ask them, when are you traveling? They'd say, I know where I'm traveling. So maybe they'd say, I'm going to Miami this week.

The more guests are flexible the more you want to start learning more about why they are traveling and what they're interested in so you can point demand to where you have supply. So the first thing we want to do is provide a more personalized shopping experience I think that we can go beyond the classic E E Commerce paradigm, where anonymous customer comes to a website they.

Speaker 3: The more guests are flexible, the more you want to start learning more about why they're traveling and what they're interested in so you can point the man to where you have supply.

Speaker 3: So the first thing we want to do is provide a more personalized shopping experience.

Speaker 3: I think that we can go beyond the classic e-commerce paradigm where an anonymous customer comes to a website, they type something into search, they get a list of search results, and then they book something. We think that we can provide an even more personalized service. And because we have a huge amount of repeat guests and we're a community and we know quite a lot about our guests, I think we can provide a deeply personal service and that will increase conversion rate and really unlock a lot more opportunities for guests. That's just one example.

Type something into search they get a list of search results and then they book something we think that we can providing even more personalized service and because we have a huge amount of repeat guests and we're a community and we know quite a lot about our guests I think we can provide a deeply personal service and that will increase conversion rates and really unlock a lot more opportunities for gas. So that's just one example.

One of the example, I'm going to give to you is on customer service one of the things. We noticed is when we offer dedicated super host support for Super host and then air cover which is the industry first protection for house. It has massively increased host sentiment.

Speaker 3: One other example I'm going to give to you is on customer service.

Speaker 3: You know, one of the things we noticed is when we offer dedicated super host support for super host and then air cover, which is the industry first protection for hosts, it has massively increased.

And there we.

We think this is critical and we think we can do quite similar things for guests. We think that we can provide just the ultimate customer service to our guests and be there with them and go above and beyond each step of the way just like it got host and as far as does this offer an opportunity for incremental new offerings that services. The answer is absolutely yes, the more we know about our.

Speaker 3: And we think this is critical. And we think we can do quite similar things for guests. We think that we can provide just the ultimate customer service to our guests, and be there with them, and go above and beyond each step of the way just like a good host. And as far as does this offer an opportunity for incremental new offerings and services, the answer is absolutely yes. The more we know about our guests, the better service we provide, the more opportunities we have to promote new offerings to them as well.

Guests to better service, we provide the more opportunities we have to promote new offerings to them as well.

Dave you want take marketing.

Sure.

Just to step back for a while remember that in 2019 kind of before the pandemic, we shifted our marketing strategy to be more brand driven and to be less dependent on search engine marketing and so we made that shift and it kind of it was proven to be the right ship to be made not only in 2019, but obviously in 2020 in 2021 and what were currently.

Speaker 4: Just to step back for a moment, remember that in 2019, kind of before the pandemic, we shifted our marketing strategy to be more brand-driven and to be less dependent on search engine marketing.

Speaker 4: And so we made that shift and it was proven to be the right shift to be made not only in 2019, but obviously in 2020 and 2021.

Seeing is still 90% of our traffic remaining to be direct and unpaid and so we're continuing to focus more of our spend on brand marketing and less on the search engine marketing and you are right that the brand marketing that it should be more fixed it's more of a fixed investment, but what we're seeing is great success on the brand marketing that we did last year and we're going to be expanding into more countries.

Speaker 4: And what we're currently seeing is still 90% of our traffic remaining to be direct and unpaid. And so we're continuing to focus more of our spend on brand marketing and less on the search engine marketing.

Speaker 4: And you are right that the brand marketing then should be more fixed. It's more of a fixed investment. But what we're seeing is great success on the brand marketing that we did last year, and we're going to be expanding it to more countries. And so to the extent that we expand into additional countries, there'll be some incremental more brand marketing spend in this year. But you're right, once we are penetrated in most of the countries around the world, we can see more leverage because it becomes more of a fixed cost. And as you grow revenue, you can kind of grow revenue out above the marketing. I just don't expect to see that additional leverage in 2022, but we could see it in 2023 and beyond.

And so to the extent that we expand into additional countries there'll be some incremental more brand marketing spend in this year, but you're right. Once we are penetrated in most of the countries around the world, we could see more leverage because it becomes more of a fixed cost and as you grow revenue you can kind of grow revenue out about the marketing I, just we don't expect to see.

That additional leverage in 2022, but we could see it in 2023 and beyond.

Great. Thanks for the elaborate Amtrust really appreciate it.

Thank you to do better.

Speaker 7: Great, thanks for the elaborate answers, really appreciate it.

We now turn to Mario Lu from Barclays. Mario <unk>. Please go ahead.

Speaker 1: We now turn to Mario Liu from Barclays. Mario, please go ahead.

Great. Thanks for taking my question. The first one is on one of your top priorities FY 'twenty two.

And beyond.

Speaker 8: Great, thanks for taking the question. The first one is on one of your top priorities for 22 and beyond. You mentioned unlocking the next generation of hosts. So it's been pretty clear that your hosts have been growing in regions that are seeing the largest demand. So just curious if there's a certain demographic or host that you feel you're currently under indexing and look to unlock.

Mentioned unlocking the next generation of Paris.

It's been pretty clear that your house have been growing in regions that are seeing the largest demand. So just curious if there's a certain demographic that hosts that you feel you are currently under indexing and look to unlock and then secondly on services or take rate I understand this is not.

Speaker 8: And then, secondly, on service fees or take rates, I understand this is not, you know, reported, but, you know, with half of the elevated ADRs,

Reported but.

With half of the elevated a D r's.

Due to pent up demand does that give you confidence that you could potentially increase.

Speaker 8: is due to pent-up demand, does that give you confidence that you could potentially increase the service fee at some point in the future?

Service fee at some point in the future. Thanks.

Yeah, Hey, Mario I can take both and then Dave you can feel free to elaborate on anything I didn't get to but I'll I'll do both of these.

Speaker 3: Yeah. Hey, Mario, I can take both and then Dave, you can feel free to elaborate on anything I didn't get to, but I'll do both of these.

Alright, so let's talk about unlocking the next generation of hubs and the question is.

Is there any area that were under indexing and I don't know if I'd say if there is an area were under indexing in but I can tell you where I see the biggest opportunity.

Speaker 3: All right, so let's talk about unlocking the next generation of hosts. And the question is, is there any area that we're under-indexing in? I don't know if I'd say there's an area we're under-indexing in, but I can tell you where I see the biggest opportunity.

You know Airbnb, we started because my roommate and I were putting in San Francisco, we couldn't afford to pay their rent. So in other words, we werent a small business, we werent a vacation rental owner, we were just kind of everyday people. We went on our property management company and we started Airbnb. The real innovation was we created tools to allow everyday people to be able to come post for the very first time.

Speaker 3: You know, Airbnb, you know, we started because my roommate and I were living in San Francisco. We couldn't afford to pay rent. So in other words, we weren't a small business. We weren't a vacation rental owner. We were just kind of everyday people. We weren't a property management company. And we started Airbnb, the real innovation was we created tools to allow everyday people to be able to come host for the very first time. And because of that, you know, nearly 90% of our hosts are individuals. They're school teachers, healthcare workers.

And because of that nearly 90% of our host are individuals their school teachers health care workers students are host of earned over $150 billion. Since we started and 55% of number women. So we're going to do is continue to focus on individuals', we're going to continue to support property managers, we're continuing to invest in them. We also.

Speaker 3: students, our hosts have earned over $150 billion since we started, and 55% of them are women. So what we're going to do is continue to focus on individuals.

<unk> hotels, but we think probably the biggest growth area is going to be individuals and the reason why is because you know things like inflation are providing more pressure on families. All over the world and they're going to require economic opportunity to be able to make it through this difficult time and we saw that we started airbnb during the 2008 recession.

Speaker 3: We're going to continue to support property managers, we're continuing to invest in them, we also have hotels, but we think probably the biggest growth area is going to be individuals. And the reason why is because things like inflation are providing more pressure on families all over the world and they're going to require economic opportunity to be able to make it through this difficult time. And we saw that we started Airbnb during the 2008 recession.

And many people were turning to Airbnb because of economic empowerment provided so I think that most people don't realize that they can make an incremental <unk> $10000 a year by hosting occasionally and then there are a number of people that are incredibly successful and we see people renting unique properties that are making tens of thousands of dollars even hundreds that powers ear. So we think just.

Speaker 3: And many people were turned to Airbnb because of the economic empowerment provided.

Speaker 3: So I think that most people don't realize that they can make an incremental nine, $10,000 a year by hosting occasionally. And then there are a number of people that are incredibly successful. I mean, we see people renting unique properties that are making tens of thousands of dollars, even hundreds of thousands of dollars a year. So we think just getting the message out to everyday people that they can become.

Getting the message out to everyday people they can become a host making it easier and addressing the obstacles systematically is the key opportunity and this is true in geographies all over the World from North America, Europe , Latin America Africa, and APAC. So that's what we're really seeing.

Speaker 3: making it easier, and addressing the obstacle systematically is the key opportunity. And this is true in geographies all over the world, from North America, Europe , Latin America, Africa, and APAC.

And then on the service fees and take rate.

Just say this there is no question that we have and obviously the opportunity to increase take rate on the gas side and the host side. Yeah. We don't want to just increase the tax for the surface. We went out and make sure that if we're going to increase our prices that or if we're going to increase these that's going to be because we're offering services that our guests or host wanted Pete for we want to make sure that every single year.

Speaker 3: That's what we're really seeing. And then on the service fees and take rate, let me just

Speaker 3: There is no question that we have, obviously, the opportunity to increase pay grade on the guest side and the host side. Now, we don't want to just increase the tax for the service. We want to make sure that if we're going to increase our prices or if we're going to increase fees, that's going to be because we're offering services that our guests or our hosts want to pay for. We want to make sure that every single year, the value on listing or B2B is increased.

The value.

Listing or B is increased right now those opportunities to increase our monetization efforts are not the most perishable opportunities right now and the reason why is we think this is a once in a generation opportunity for this huge travel rebound. We have these new use cases people are living anywhere all over the world, but we also have the.

Speaker 3: Right now, those opportunities to increase, you know, amortization efforts are not the most perishable opportunities right now, and the reason why is we think this is a once in a generation opportunity for this huge travel rebound. We have these new use cases. People are living anywhere all over the world, but we also have the return of cross-border travel, the return of urban travel. So we are totally focused on responding to this travel,

Return of cross border travel the return of urban travel. So we are totally focused on responding to travel.

Which market share as possible now the bigger we get and the more scale, we get the more services, we could potentially offer to guests in house and what we've seen is there's a lot of office services you can offer to host I think Alibaba Amazon Etsy, Shopify and others have proven that there is a huge opportunity in this area. It's just not the most parish opportunity right now.

Speaker 3: market share as possible. Now, the bigger we get and the more scale we get, the more services we could potentially offer to guests and hosts. And what we've seen is there's a lot of services you can offer to hosts. I think Alibaba, Amazon, Etsy, Shopify and others have proven that there's a huge opportunity in this area. It's just not the most perishable opportunity right now, so we're focused on market share.

We're focused on market share.

Brian .

Yeah.

We now turn to Jed Kelly from Oklahoma Chad. Please go ahead.

Speaker 1: We now turn to Jed Kelly from Oppenheimer. Jed, please go ahead.

Hey, Thanks, Thanks for taking my question two if I may you said.

Your listings were up 20% and not urban North America is that coming from primarily individuals are.

Speaker 9: You said your listings were up 20% in non-urban North America. Is that coming from primarily individuals or property managers?

Property managers, and then as we think out to 2022 as more people return to urban destinations.

Speaker 9: And then as we think out to 2022, as more people return to urban destinations, how should we think about competition, specifically from hotels and more commoditized inventory? Thank you.

How should we think about competition, specifically from hotels and more commoditized inventory. Thank you.

Alright, great. Thanks, Chad.

Why don't you take the first question.

Speaker 3: Great. Thanks, Jed. Why don't, Dave, you take the first question, growth of individuals versus property managers in non-urban areas?

Growth of individuals versus property managers and non urban areas.

Yeah broadly what we're seeing is that our growth in new supply has been relatively consistent with the distribution of individual versus professional hosts that we've seen typically like the majority of our listings are unique to airbnb and from our individual host community and so we're continuing.

Speaker 4: Yeah, broadly what we're seeing is that our growth in new supply has been relatively consistent with the distribution of individual versus professional hosts that we've seen typically, like the majority of our listings are unique to Airbnb and from our individual host community. And so we're continuing to see the growth in our overall number of listings to be consistent with the relative distribution that we've historically seen.

To see the growth in our overall <unk>.

Number of listings to be consistent with the relative distribution that we've historically seen.

And that was alright, great North again.

We don't specifically break out the individual versus professional host by geography, I would just tell you that broadly we're continuing to see that we focus on the unique needs of the individual host individual host community. That's what we're focused on and that's where we continue to see the growth.

Speaker 4: We don't specifically break out the individual versus professional host by geography. I just tell you that broadly, we're continuing to see that we focus on the unique needs of the individual host, individual host community. That's what we're focused on, and that's where we're continuing to see the growth.

So the mix overall has remained relatively stable between individuals and professional hosts during this most recent group.

Speaker 4: So the mix overall has remained relatively stable between individuals and professional hosts during this most recent period.

And then Jed why don't I take the question about competition hotels and more commodity offerings.

Speaker 3: And then, Jed, why don't I take the question about competition, hotels, and more commodity offerings?

I think the important thing I mean this is just one thing to think about that.

The longer you're away from our home the more I think you want to be in a home and if you actually look at the growth of Airbnb by length of stay.

Speaker 3: So I think the important thing, I mean, this is just one thing to think about.

Speaker 3: the longer you're away from a home, the more I think you want to be in a home. And if you actually look at the growth of Airbnbs by length of stay, every length of stay segment, except for one, grew.

Every length of stay segment, except for one grew from this time in 2019 Q4 2019. For example, one month's days grew one week States grew three nine states grew to find next great Phase group. The only stay category that didn't grow or 190 days, presumably these are business travel states.

Speaker 3: from this time in 2019, Q4 2019. For example, one-month stays grew, one-week stays grew, three-night stays grew, five-night stays grew. The only stay category that didn't grow were one-night stays. Presumably, these are business travel stays.

I don't think that business travel is going to ever come back the way it was before the pandemic. It doesn't mean business dropping off in the back I, just think it's going to be different because the way. We work is different and I think that's the bar to get on an airplane to travel for a meeting will just be a little higher than before.

Speaker 3: I don't think that business travel is going to ever come back the way it was before the pandemic. It doesn't mean business travel is not going to come back. I just think it's going to be different because the way we work is different. And I think that the bar to get on an airplane to travel for a meeting will just be a little higher than before.

Now I do think that the travel market is so big that I think there's so much room for both Airbnb and hotels and actually I think many hotels are going to consider it can be a very important distribution platform for them. The bigger we get the more important we actually are to them.

Speaker 3: Now, I do think that the travel market is so big that I think there's so much room for both Airbnb and hotels, and actually, I think many hotels are going to consider Airbnb a very important distribution platform for them. The bigger we get, the more important we actually are to them.

I think the hotel, it's going to have a really great opportunity with a lot of group travel conferences like really large like events and off site. So they're going to have their area, where I think theyre going to thrive and we are going to have ours as well, but I don't actually see like a massive overlap I do think there are some very distinct use cases that are great for airbnb and some others that are great for hotels and hotels at this time.

Speaker 3: I also think that hotels are going to have a really great opportunity with a lot of group travel, conferences, really large events and off-sites, so they're going to have their area where I think they're going to thrive, and I think we are going to have ours as well. But I don't actually see a massive overlap. I do think there are some very distinct use cases that are great for Airbnb and some others that are great for hotels, and hotels exist on Airbnb.

<unk>.

Yes.

Thank you.

Okay.

We now turn to Brian Nowak from Morgan Stanley Brian . Please go ahead.

Speaker 1: We now turn to Brian Nowak from Morgan Stanley . Brian , please go ahead.

Great. Thanks for taking my questions I have two on the bookers.

You guys have had an incredible bookings growth. The last couple of years I'd be curious to hear about what you know what you've learned about the demographics of your bookers and how it's changed age income what does the base of your bookers look like now as opposed to pre pandemic and.

Speaker 10: Great, thanks for taking my questions. I have two on the bookers.

Speaker 10: You guys have had incredible bookings growth the last couple of years. I'd be curious to hear about what you know, what you've learned about the demographics of your bookers and how it's changed. Age, income, what does the base of your bookers look like now as opposed to pre-pandemic? And how has that sort of changed your view of the world? And then secondly, about all the new bookers that came to the platform in 2020.

How does that sort of changed your view of the World and then secondly, I'm about all the new bookers that came to the platform in 2000 22021, what can you tell us about their their user behavior from a frequency or booking perspective at this point versus earlier cohorts. Just so we can sort of an idea of how these users may or may not be different.

Speaker 10: 2021, what can you tell us about their user behavior from a frequency or booking perspective at this point versus earlier cohorts just so we can start getting an idea of how these users may or may not be different from what you've added historically? Thanks.

From what you've added historically thanks.

Alright, thank you.

Thank you very much Brian .

And Dave why don't you take this so first.

Speaker 3: All right, thank you. Thank you very much, Brian . And Dave, why don't you take these? So I see the first question is booking scope. What are the demographics of bookers, especially new bookers, and new user behavior compared to earlier cohorts?

First question is bookings growth what are the demographic of Walker, especially new bumpers, and then new user behavior compared to earlier cohorts.

Yeah, I think broadly the good news is that we're really not seeing a major shift and change overall.

Speaker 4: Yeah, I think broadly, the good news is that we're really not seeing a major shift in change overall. The demographics have been relatively consistent throughout this rebound, and our new cohorts have – it's early, but our new cohorts are still aging consistently with what we've seen new booking cohorts age in the past, the repeat booking rates and things. So, I think that's a nice opportunity for us to introduce Airbnb to millions of new guests.

The demographics have been relatively consistent throughout this rebound and our new cohorts.

It's early but our new cohorts are still agent consistently with what we've seen new booking cohorts age in the past the repeat booking rates and things so I think thats.

This opportunity for us to introduce Airbnb to millions of new guests and its great that those guests at least in the early days are having similar rebooking rates as what you've seen historically.

Speaker 4: And it's great that those guests, at least in the early days, are having similar rebooking rates as what we've seen historically.

Great.

I'll, just maybe and maybe Brian I will just say one other thing.

Speaker 3: Maybe, Brian , I'll just say one other thing. I think the thing that's really quite unique about Airbnb

The thing that's really quite unique about Airbnb is we're not just a brand for young travelers or old travelers, where not just the budget brand or a luxury brand.

Speaker 3: is we're not just a brand for young travelers or old travelers. We're not just a budget brand or a luxury brand. You know, we are, you know, we're really, we range from budget to luxury. Young travelers to retirees.

We're really we range from budget to luxury young travelers to retirees were in U S. But also in Europe , where in every continent in the world and we're not just urban where urban and not urban and so I think the adaptability of our model and the incredible selection that we have really bring.

Speaker 3: We're in US, we're also in Europe . We're in every continent in the world. And we're not just urban, we're urban and non-urban. And so I think the adaptability of our model and the incredible selection that we have really brings the whole world to Airbnb. And so we're seeing, and I think continue to expect, that really all demographics are gonna continue on Airbnb. It's a pretty unique brand that can really flex in that way. And so I think it's one of the great points of our global network.

The whole world the Airbnb and so we're seeing and I think our continued expect that really all demographics are going to continue on airbnb, It's a pretty unique brand that can really flex and that way and so I think it's one of the great point of our global network.

Okay. Thanks, Brian Thanks, Dave.

Thank you.

We now turn to Brian Fitzgerald from Wells Fargo, Brian . Please go ahead.

Speaker 1: We now turn to Brian Fitzgerald from Wells Fargo. Brian , please go ahead.

Thanks, guys couple of questions on length of stay as you can see the strong growth in longer stays just wondering if you could walk us through some of the take rate dynamics of that.

Speaker 11: Thanks, guys. A couple of questions on length of stay. As you can continue to see the strong growth and longer stays, just wondering if you could walk us through some of the take rate dynamics of that. And when you talk about addressing the key pain points of hosts. Just wondering if you could share

And when you talk about addressing the key pain points of hosts.

Wondering if you could share.

You know what some of the ongoing points of friction are there in preventing people from hosting on the platform.

Speaker 11: what some of the ongoing points of friction are there and preventing people from hosting on the platform.

Yeah, that's great. So Dave why don't you take the length of stay take rate dynamics and I can talk about key obstacle people have for hosting.

Speaker 3: Yeah, that's great. So Dave, why don't you take the length of stay, take our dynamics, and I can talk about the key obstacles people have for hosting.

Okay.

Sure Yeah on the take rate so the long term stays they have moderately lower take rate.

Speaker 4: Sure. On the take rates, the long-term stays, they have a moderately lower take rate because the guest fees are a little bit lower, and the ADR is lower, the average daily rate, since they're staying for longer because hosts often offer a discount. But those lower take rates and ADRs are offset by the fact that they're longer than short-term stays and the costs actually support them, so lower customer support costs and actually having more nights booked, those are

Because the guests' needs are a little bit lower.

And the ADR is more of the average daily rate because youre staying for longer because host often offer a discount but those lower take rates and <unk> were offset by the fact that they're they're longer than short term stays into cost actually support them, so lower customer support costs and other and actually helping more nights booked.

Those are benefit and then become a tailwind and we generate similar contribution margins from a long term stay booking relative to the short term state bookings so.

Speaker 4: benefit and become a tailwind, and we generate similar contribution margins from a long-term stay booking relative to a short-term stay booking. So, the dynamics are a little bit different on the top, but the bottom line contribution is more similar.

Dynamics, a little bit different on the top but the bottom line contribution is more similar.

And as far as addressing the obstacles, Brian what we've seen as we've listened to thousands of house and we took a very systematic approach to the journey from people learning about airbnb hosting to lifting to going through the entire process and the first thing we want to make sure. If people know the benefits of hosting most people don't realize.

Speaker 3: And as far as addressing the obstacles, Brian , what we've seen is we've listened to thousands of hosts, and we took a very systematic approach to the journey, from people learning about Airbnb hosting to listing to going through the entire process. And the first thing we want to make sure is people know the benefits of hosting. Most people don't realize the economic opportunity that hosting provides. They don't realize that you can host in 10 easy steps. They don't realize that the vast majority of people get their first booking within three days.

Economic opportunity the hosting provider they don't realize that you can host it in 10 easy steps. They don't realize that the vast majority of people get their first booking within three days.

We wanted to make sure that they have any problems. They can get help they need so we're going to continue to expand the <unk> program.

Speaker 3: You know, we want to make sure that if they have any problems, they can get help they need. So we're going to continue to expand the Ask Us Your Pros program.

We have some ideas to reduce the effort to hosting even further and we want to continue to provide more protections like air cover to get even more people a peace of mind.

Speaker 3: We have some ideas to reduce the effort to hosting even further, and we want to continue to provide more protections like air cover to give even more people peace of mind. I think the thing about Airbnb hosting that's pretty unique compared to other marketplaces is almost any type of person can be a host.

The thing about Airbnb hosting that's pretty unique compared to other marketplaces is almost any type of person can be a host most of the people listen to this call can be a host you could be renting your second home.

People rent their primary home depots and rent their homes when they are gone and so I think there's something about hosting that can apply to people of all walks of life and that's what we're going to be focused on.

Speaker 3: Most of the people listening to this call could be a host. You could be renting your second home. People rent their primary homes. People can rent their homes when they're gone, and so I think there's something about hosting that can apply to people of all walks of life, and that's what we're going to be focused on.

Yeah.

Thanks, Dave Thanks, Brian .

Youre welcome.

Okay.

We now turn to Doug Anmuth from Jpmorgan, Doug. Please go ahead.

Speaker 1: We now turn to Doug Anloss from J.P. Morgan. Doug, please go ahead.

Thanks for taking the questions I was just hoping you could talk a little bit more about <unk> and just what youre seeing so far for bookings in 'twenty, two and just curious if your view, but the degree of decline for this year has changed at all and then Dave just on capital allocation just curious if theres any.

Speaker 10: Thanks for attending the questions. I just hope you could talk a little bit more about ADRs and just what you're seeing so far for bookings in 2022, and just curious if your view of the degree of decline for this year has changed at all. And then, Dave, just on capital allocation, just curious if there's any changes or anything different to call out now, just given...

Changes or anything different to call out now.

Now just given.

Obviously, a lot more discipline in the business and it's been a very different degree of prop.

Profitability versus a couple of years ago. Thanks.

Speaker 10: a lot more discipline in the business and a very different degree of profitability versus a couple of years ago.

Yes, So obviously, Dave why don't you take both of these ADR in 2022 and capital allocation.

Speaker 3: Yes, obviously. Dave, why don't you take both of these? ADR in 2022 and capital allocation.

Sure.

Like I said earlier in the call. The average daily rate early in 2021 was almost exclusively driven by mix country mix.

Speaker 4: Like I said earlier in the call, the average daily rate early in 2021 was almost exclusively driven by mix, you know, country mix, urban versus non-urban and whole home. So whole home, non-urban, Europe , US just has a higher daily rate.

Urban versus non urban.

So non urban Europe U S. Just has a higher daily rates.

And then towards the back half of the year. Both in Q3 and Q4, we saw some price appreciation in high demand markets and kind of peak periods and so that is more equally weighted between the two and so than what we've seen kind of coming in and we expect that as urban and comes back and we are continuing to see urban accelerate every quarter and some of our lower.

Speaker 4: And then towards the back half of the year, both in Q3 and Q4, we saw some price appreciation in high demand markets and kind of peak periods. And so then it was more equally weighted between the two. And so then what we've seen kind of coming in, and we expect that as urban comes back and we are continuing to see urban accelerate every quarter, and some of our lower ADR markets start coming back, and we have seen places like Latin America now well above 2019 rates, that we would see some moderation in the ADR.

<unk> market start coming back and we have seen in places like Latin America, and now well above the 2019 rates that we would see some moderation in the Edr's, where we're seeing early in 2022 and included in the letter we anticipate about a 4% increase still year over year. So Q1, 'twenty two over Q1 'twenty one.

Speaker 4: What we're seeing early in 2022, and we've included this in the letter, is we anticipate about a 4% increase still year-over-year, so Q1-22 over Q1-21 in ADR, so we're still seeing strong ADR rates and anticipate that will be the case here early in the year. And what's tough for the forecast is the rate of return of those lower ADR segments and then how much of the price appreciation comes stiff.

And ADR, so we still see strong ADR rates and anticipate that will be the case here early in the year and.

What's tougher to forecast is the rate of return of those lower ADR segments, and then how much of the price appreciation of skips, but we would anticipate some moderation of edr's through the back half of the year, we just don't know exactly how much.

Speaker 4: but we would anticipate some moderation of ADRs through the back half of the year. We just don't know exactly how much.

And then on the capital allocation.

I sleep better at night now that we have $8 billion of cash in the bank relative to the position we were in prior to Covid or Covid.

Speaker 4: And then on the capital allocation, I do tell you that, you know, I sleep better at night now that we have $8 billion of cash in the bank relative to the position we were, you know, in prior to COVID or the midst of COVID. And.

And it enables us to have the flexibility to continue to invest in growth because that's what we're focused on is to grow this business and we can continue to use some of that cash in case, we wanted to use it for any kind of acquisitions, although acquisition that is not our primary growth driver.

Speaker 4: it enables us to have the flexibility to continue to invest in growth because that's what we're focused on is to to grow this business and

And one change that we did announce here in the letter. This quarter is that we are planning to pay for our RSV tax obligations for employees with cash rather than selling to cover. So we will be on net settling those shares and that will be a use of about a little more than a $1 billion of cash during the year.

Speaker 4: quarter is that we are planning to pay for our RSU tax obligations for employees with cash rather than selling to cover. So we will be on net settling those shares and that'll be a use of about a little more than a billion dollars of cash during the year.

But I am very proud about how you think you are with our investments. So thank you.

Speaker 4: But I'm very proud about how successful we are with our investment, so thank you.

Thanks.

Okay.

We now turn to Lloyd Walmsley from UBS Lloyd. Please go ahead.

Speaker 1: We now turn to Lloyd Walmsley from UBS. Lloyd, please go ahead.

Thanks Heather.

Had a couple first just on the whole supply it sounds like Youre seeing good traffic gains in regions, where your advertising, but the aggregate listings numbers only up something like 7% from the last disclosure. Despite a pretty good environment. So just wondering what gives you the confidence that you can continue to grow supply to meet demand.

Speaker 4: Thanks. I had a couple. First, just on the host supply, it sounds like you're seeing good traffic gain.

Speaker 4: in regions where you're advertising, but the aggregate listings number is only up something like 7% from the last disclosure, despite a pretty good environment. So just wondering what gives you the confidence that you can continue to grow supply to meet demand on kind of a multi-year basis? And is there, do you have visibility into the backlog of hosts just going through that process that gives you that confidence that can accelerate?

I'm kind of a multi year basis and is there do you have visibility into the backlog and posts just going through that process. It gives you that confidence that can accelerate.

And then.

One on kind of ADR as a shareholder mens childrens letter mentioned, having over 25% more nights booked for the summer.

Speaker 4: And then a second one on kind of ADRs, the shareholder letter mentioned having over 25% more nights booked for the summer than this time in 2019. Can you talk about what that looks like kind of on a gross bookings basis? And as we think about ADRs, you know, if you put aside the geographical format and make shifts, like where do you think like-for-like pricing is moving up?

And this time in 2019 can you talk about what that looks like kind of on a gross bookings basis.

As we think about <unk>.

If you put aside the geographical format mix shifts like where do you think like for like pricing is moving up.

For this year as it seems like some folks are pushing price.

Speaker 4: for this year as it seems like some folks are pushing price.

Okay. Thanks, very much Lloyd so Dave I think you can take both of them and I'm happy to round out the answers. The first one is obviously on how supply how we're feeling about the environment on a multiyear basis and the backlog of host and second I'll see summer demand what that means for TBD ADR.

Speaker 3: Okay, yeah. Thanks very much, Lloyd. So, Dave, I think you can take both of them, and I'm happy to round up the answers. The first one is on OC on host supply, how we're feeling about the environment on a multi-year basis in the backlog of host, and the second is OC summer demand, what that means for your GBV ADR.

Okay.

Sure.

As we mentioned earlier the key is that.

On the supply side remember that we have 4 million hosts the vast majority of those are individual August 19, 90% of those are individuals and the individual hosts hosting their own home or off in the second half. So what we found kind of during the pandemic as people don't get rid of their own home or their second home just because there is a global pandemic because theyre not having.

Speaker 11: Sure, you know, as we kind of mentioned earlier, the key is that on the supply side, remember that we have 4 million hosts, the vast majority of those are individual hosts, 90% of those are individual hosts, and the individual hosts hosting their own home are often a second home.

Speaker 11: And so what we found kind of during the pandemic is, people don't get rid of their own home or their second home, just because there's a global pandemic and they're not having hosting. When people are ready to travel, they're there and ready to travel again. So actually we've been quite proud of the fact and pleased that our actual supply has remained as stable as it has throughout this pandemic. And I think that's what you're seeing in regions outside of where we're seeing a lot of rebounds, US and Europe , while there could be softness or not as much growth there.

Hosting when people are ready to travel there and ready to travel again, so actually been quite proud of the fact I'm pleased that our actual supply has remained as stable as in house through throughout this pandemic and I think thats, what youre seeing in regions outside of where we're seeing a lot of the rebound to U S and Europe , while there could be softness or not as much growth.

Darren.

That growth will be there when the demand comes back and that's why we're highlighting the growth that we saw in the high demand areas. We did grow 20% in U S. Non urban because thats, what we are seeing greater amount of demand.

Speaker 11: that growth will be there when the demand comes back. And that's why we're highlighting the growth that we saw in the high demand areas. We did grow 20% in U.S. non-urban because that's where we're seeing a greater amount.

Airbnb is amazingly self healing dynamic with the approach to how we add supply to our environment. So.

Speaker 11: Airbnb is amazingly self-healing dynamic with the approach to, you know, how we add supply to our environment. So, I think as the rest of the market comes back, we'll continue to do it. And then, go ahead, Brian .

I think as going into market comes back we will continue to do it and then go ahead Brian .

Yeah, and maybe maybe I'll, just loy of round out a little bit of this answer I just wanted to really underlying this.

Speaker 3: And again, maybe I'll just, Loya, round out a little bit of this answer. I just want to really underline that.

We design the Airbnb in the very beginning so that guests retract host and toast attract guests.

Speaker 3: You know, we designed Airbnb in the very beginning so that guests attract hosts and hosts attract guests.

And this is 14 years later more than 1 billion guest arrivals later, it's working obviously pretty well and again I think one of the a couple of reasons number one guest become host themselves get more hosts the percentage them as we get more gas or percentage of them become host and we're going to continue to focus on converting as many guest host as possible. This is a really interesting flywheel.

Speaker 3: and this is 14 years later, more than 1 billion guest arrivals later, it's working obviously pretty well. And again, I think a couple of reasons, number one,

Speaker 3: guests become hosts. As we get more guests, the percentage of them become hosts. We're going to continue to focus on converting as many guests to hosts as possible. This is a really interesting flywheel.

Number two the way we grow primarily as word of mouth. So as regular people get more bookings they tend to tell other regular people about it you know the hotel gets a lot of bookings and I can tell the next hotels as a competitor most regular people don't think of themselves that way, it's a word about starting to spread but the other thing once again I also want to underline is the Holy Grail of supply.

Speaker 3: Number two, the way we grow primarily is word of mouth. So as regular people get more bookings, they tend to tell other regular people about it. You know, the hotel gets a lot of bookings, they're not gonna tell the next hotel who's a competitor. Most regular people don't think of themselves that way, so word of mouth starts to spread.

Also being able to point demand or where you have supply and we are not even close to supply constrained any night of the year. If you take a global average of every city all 100000 cities around the world and so we want to do as people are more flexible and we're moving top of funnel. We want to continue to point demand, where you have supply in all of that is in addition.

Speaker 3: But the other thing, once again, I also want to underline is the holy grail of supply is also being able to point demand to where you have supply.

Speaker 3: And we are not even close to supply constrained any night of the year, if you take a global average of every city, all 100,000 cities around the world. And so what we want to do, as people are more flexible, and we are moving top of funnel, we want to continue to point demand to where we have supply. And all of that is in addition to our very specific efforts to continue to recruit hosts, which we're really focused on. So, I think Dave nailed it. It's all about the global network. And Dave, on it.

And two are very specific efforts to continue to recruit hosts which have really focused on so I think they've nailed it it's all about the global network.

And Dave why don't you take the second question about summer demand.

Yeah, <unk> I mean, I think we're just seeing strong demand for travel people ready to travel. This summer we have 25% more nights booked for the summer travel season than we did in 2019, they're ready to get out and do that travel and obviously, we are seeing that <unk> are higher but as I mentioned earlier in the call both in Q3 and <unk>.

Speaker 11: Yeah, summer demand at ADRs. I mean, I think we're just seeing strong demand for travel. People are ready to travel this summer. We have 25% more nights booked for the summer travel season than we did in 2019. They're ready to get out and do that travel. And obviously, we are seeing that ADRs are higher, but as I mentioned earlier in the call, both in Q3 and Q4, a portion of that was

Q4, a portion of that was mix and about an equal portion was due to price appreciation. So that that stayed relatively stable in other words, we didn't see price appreciation go up higher as a driver in Q4. It was fairly stable. So that's kind of what we have currently forecasted for what we've shared in our guide here.

Speaker 11: and about an equal portion was due to price appreciation. So that stayed relatively stable. In other words, we didn't see price appreciation go up higher as a driver in Q4. It was fairly stable. So that's kind of what we have currently forecasted for what we've shared in our guide here in Q1.

Q1.

Okay. Thank you.

We now turn to Andrew Boone from JMP Securities Andrew. Please go ahead.

Speaker 1: We now turn to Andrew Boone from JMP Securities. Andrew, please go ahead.

Yes.

Hi, guys. Thanks for taking my questions two please first.

Can you just talk about your progress with hotels on the platform Bryan I think you mentioned that briefly earlier and then secondly going back to marketing.

Speaker 11: Hi guys, thanks for taking my questions. Two, please. First, can you just talk about your progress with hotels on the platform? Brian , I think you mentioned that briefly earlier. And then secondly, going back to marketing, you know, do we start to think about brand marketing as being more connected to the supply side of the equation, meaning that there's going to be continued pressure as you guys grow the network more broadly, but rather than focusing on the demand side, focusing more on the listing side and thinking about that as it is connected to marketing. Thank you.

Do we start to think about brand marketing is being more connected to the supply side of the equation, meaning that.

There is theres going to be continued pressure as you guys grow the network more broadly, but rather than focusing on the demand side focusing more on the listing side and thinking about that is it has it is connected to marketing. Thank you.

Yeah. Thanks, Andrew why don't we do this.

Why don't Dave take marketing I'll start there because I wanted to recap how we are thinking about marketing over the coming years, and then you can take a progress of hotels on the platform.

Speaker 3: Why don't I, Dave, take marketing, I'll start there, because I want to just recap how we're thinking about marketing over the coming years, and then you can take our progress with hotels and the platform. Let me just back up and just talk about how we're thinking about marketing.

Let me just back up and just talking to how we're thinking about marketing Andrew.

We have a pretty different marketing approach than our competitors because we take a full funnel approach to marketing and a combined PR with brand marketing and performance marketing and PR is actually probably the most important channel that built the brand of Airbnb and that is because everybody's got an offering that is really unique.

Speaker 3: We have a pretty different marketing approach than our competitors, because we take a full-funnel approach to marketing, and it combines PR with brand marketing and performance marketing. PR is actually probably the most important channel that built the brand of Airbnb, and that is because Airbnb's got an offering that's really unique.

And so because of that people are deeply passionate about tell one another and everybody has become and now in the verb used all over the world We've got more than half a million articles on Airbnb just last year alone. So it's been a very important part of our marketing strategy and I think this explains why nearly 90% of our traffic remains director on paid.

Speaker 3: And so, because of that, people are deeply passionate about it. They tell one another, and Airbnb has become a noun and a verb used all over the world. We got more than half a million articles on Airbnb just last year alone. So it's been a very important part of our marketing strategy, and I think this explains why nearly 90% of our traffic remains direct or on pace.

Now we take brand marketing, we think of as really investment in educating the world about our about Airbnb. So it's not really about buying customers about educating people what makes it special and then we think that performance marketing is really a laser to laser in on balancing supply and demand now with regards to brand marketing going for.

Speaker 3: Now we take brand marketing, we think of it as really investment in educating the world about Airbnb. So it's not really about buying customers, but educating people what makes Airbnb special.

Speaker 3: And then we think of performance marketing as really a laser to laser in on balancing supply and demand.

Robert It's a great question I think we're going to focus on a couple of big areas number one yes, we think the area that needs a little more investment is the brand of hosting the brand of Airbnb as a noun verb used all over the world and very few people at this point, who travel regularly and book traveling here I don't know about Airbnb, but we don't think enough people know about.

Speaker 3: Now, with regards to brand marketing going forward, it's a great question. I think we're going to focus on a couple big areas. Number one, yes. We think the area that needs a little more investment is the brand of hosting. The brand of Airbnb is a noun and verb used all over the world, and very few people at this point who travel regularly and book travel on the internet don't know about Airbnb. But we don't think enough people know about the incredible economic benefits to hosting and just the incredible, like, in terms of the

Incredible economic benefit if the hosting and just incredible.

What it brings to people's lives to be able to bring the world to their home.

But the other thing is we have a lot of really big innovations that we're going to be launching this year and so we want to actually put some of our brand marketing dollars behind some of the new product innovations that I'm incredibly excited and deal.

Speaker 3: what it brings to people's lives to be able to bring the world to their home.

Speaker 3: But the other thing is we have a lot of really big innovations that we're going to be launching this year. And so we want to actually put some of our brand marketing dollars behind some of the new products innovations that I'm incredibly excited to unveil this year. And so those are two of the areas that we're going to continue to invest in. Again, we think of marketing as education, education in what we have that's unique and different and we're going to educate the world about hosting and we're going to educate the world about our new products innovations this year.

This year and so those are two of the areas that we're going to continue to invest and again, we think of marketing as education education, and what we have that's unique and different and we're going to educate the world about hosting and we're going to educate the world about our new product innovation. This year with that when I hand over to Dave maybe the only other thing I'll say a hotel at before we talk about how they're doing on our platform. It again.

Speaker 3: With that, why don't I hand it over to Dave. Maybe the only other thing I'll say at Hotels before we talk about how they're doing on our platform is...

The core of our cumulative individual host, but the great thing of our platform is property managers and hotels are great ways to fill in the network out we think most people come to Airbnb to book something unique one of kind of day from an everyday host, but we always want to make sure. We had never had any network gaps we never want somebody to come to Airbnb, Indeed, having not found a place to stay.

Speaker 3: Again, the core of our community are individual hosts, but the great thing of our platform is.

Speaker 3: Property managers and hotels are great ways to fill in the network gap. We think most people come to Airbnb to book something unique, a one-of-a-kind stay from an everyday host, but we always want to make sure we never have any network gaps. We never want somebody to come to Airbnb and leave having not found a place to stay. And so we think hotels and property managers continue to be a very important part of our strategy. And the more demand we give them, the more they will continue to come on our platform. I don't know if, Dave, you want to talk a little about the progress of hotels on our platform.

And so we think hotels and property managers continue to be a very important part of our strategy and the more demand we give them. The more they will continue to come on our platform I don't know Dave do you want to talk a little about the progress of hotels on our platform.

Yes.

Well really know is that in 2020 in 2021, we did scale back our investment in those areas I mean, it's key to have hotels going in network gaps but.

Speaker 11: Well, what you know is that in 2020 and 2021, you know, we did scale back our investment in those areas. I mean, it's key to have hotels fill in the network gaps, but, you know, and as cities are starting to return and we're getting urban coming back, that's when the time where we'll need to fill those network gaps with hotels.

And as cities are starting to return and we're getting urban coming back that's when the time will need to fill those network apps with hotels.

So what we've seen in Q4 is that the nights remained depressed year over two years and they are slightly down kind of quarter over quarter due to omicron.

Speaker 11: And so, what we've seen in Q4 is that the Knights remain depressed year over two years, and they're slightly down, kind of quarter over quarter due to Omicron. But our revenue is a little bit stronger relative to that due to a little bit higher ADRs, which we're seeing in hotels, similar to what we're seeing in other parts of the business. So, we'll invest in hotels over the long term. It's just not our immediate focus.

But our revenues a little bit stronger relative to that due to a little bit higher ADR, which we're seeing in hotels similar to what we're seeing in other parts of the business. So we'll industrial hotels over the long term, it's just not our immediate focus.

Thank you.

Yes.

We now turn to Mark Mahaney from Evercore ISI. Please go ahead.

Speaker 1: We now turn to Mark Mahaney from Evercore ISI. Mark, please go ahead.

Okay. Thanks.

Wanted to clarify something on marketing it does sound like you've run a few campaigns towards hosts and towards.

Speaker 4: Okay, thanks. I just wanted to clarify something on marketing. It does sound like you've run a few campaigns towards hosts and towards...

You called them.

Shaggy strangers that you were pretty happy about so do you want to lean more into marketing when you talked about expenses, levered levering or not leveraging or not leveraging in 'twenty. Two should we expect sales and marketing to show.

Speaker 4: We call them shaggy strangers that you were pretty happy about. So do you want to lean more into marketing? When you talked about expenses, leveraging or not leveraging in 22, should we expect sales and marketing to show some de-leverage as you kind of lean more into those marketing plans? And then could you also talk a little bit more about...

Some deleverage as you kind of lean more into those marketing plans and then could you also talk a little bit more about <unk> and I forget what the impact of the longer term stays what impact that's had on ADR. So forget about the the urban.

Speaker 4: ADRs and I forget what the impact of the longer-term stays what impact that's had on ADRs So forget about the you know, the urban forget about the you know The pricing just that that impact itself of longer-term stays. Is that is that a creative or dilutive to ADRs? What kind of impact does that have? Thank you

Forget about the.

Pricing just that that impact itself with longer term stays does that is that accretive or dilutive to 80 hours what kind of impact does that happen. Thank you.

Alright, thanks, very much mark for both questions, Dave I'll hand, it over to you sorry.

Speaker 3: All right, thanks very much, Mark, for both questions. Dave, I'll hand it over to you, sorry. Great.

Great.

<unk> campaign.

As I said earlier, we anticipate our marketing expenses as a percentage of revenue in 2022 to be relatively consistent with that in 2021, So I'm not anticipating further deleverage and we're also not anticipating a lot of incremental leverage as we are growing this year, we will be expanding the investment to more countries and as you noted like our.

Speaker 11: As I said earlier, we anticipate our marketing expenses percentage of revenue in 2022 to be relatively consistent with that in 2021. So I'm not anticipating further deleverage, but I'm also not anticipating a lot of incremental leverage. As we're growing this year, we'll be expanding the investment to more countries. And as you noted, like our, you know, some of the brand marketing that we're doing in support of hosts. I think one of the powers, remember, of our marketing is that we can speak to both sides of the marketplace. So anytime we market Airbnb, we can actually talk to both guests and hosts. And as Brian mentioned earlier, you know, one of our single largest sources of new hosts are our former guests.

Some of the brand marketing that we're doing in support of hosts I think one of the powers of member of our marketing is that we can speak to both sides of the marketplace. So anytime we market Airbnb, we can actually talk to both guests and hosts and as Brian mentioned earlier, one of our single largest sources of new hosts are form of guests.

On the ADR long term stays are dilutive on the ADR as a percentage goes up but its kind of offset by some other the other factors that we talked about in the call today, both mix shift and price appreciation is what continues to buoy the ABR rates overall.

Speaker 11: on the ADR in long-term stays are dilutive on the ADR as the percentage goes up but it's kind of offset by some other the other factors that we talked about on the call today both mixed shift and price appreciation is what continues to buoy the ADR rates overall.

Okay. Thank you Dave. Thank you Brian Thanks, Mark appreciate it thank you.

Our next question comes from Kevin Kopelman from Cowen <unk> Company, Kevin. Please go ahead.

Speaker 4: Okay. Thank you, Dave. Thank you, Brian . Thanks, Mark. Appreciate it. Thank you.

Speaker 1: Our next question comes from Kevin Koppelman from Cohen & Company. Kevin, please go ahead.

Thanks, a lot just had a follow up on some of the recent booking trends youre seeing so looking at the Q1 revenue guide at the midpoint there it would be 70% higher than in Q1, 19 and that is higher.

Speaker 9: Thanks a lot. Just had a follow-up on some of the recent booking trends you're seeing. So, looking at the Q1 revenue guide at the midpoint there, it would be 70 percent higher than in Q1-19, and that's higher than any of the GBV stats you've given out so far. So, is that revenue growth all GBV-driven, or are there other take-rate or other components in there as well? And if so, what are they? Thanks.

Then any of the <unk> stats, you've given out so far so as that revenue growth all GP, driven GBP driven or are there other are there take rate or other components in there as well.

So what are they.

The GBP is primarily driven by the.

Relative to <unk> is driven by the increase in ADR. So our absolute kind of take rate on a percentage of GBP is actually remaining fairly fairly stable. So.

Speaker 11: Yeah, the GBV is primarily driven by, you know, relative to nights is driven by the increase in ADR. So our absolute kind of take rate on a percentage of GBV is actually remaining, you know, fairly, fairly stable. So.

Perfect. Thank you.

Great. Thank you Kevin Thank you very much Kevin.

Okay.

We've come to the end of our Q&A I will now hand back to Brian <unk> with closing remarks.

Speaker 1: We've come to the end of our Q&A. I'll now hand back to Brian Chesky for closing remarks.

Alright, well, thanks for joining us today everyone.

To summarize what we share today 2021 was a record year for Airbnb.

Speaker 3: Alright, well thanks for joining us today everyone. Just to summarize what we shared today.

We hit new highs with the gross booking value revenue net income and adjusted EBITDA.

Speaker 3: 2021 was a record year for Airbnb. We hit new highs with gross booking value, revenue, net income, and adjusted EBITDA. We made more than 150 upgrades and innovations across every aspect of our service.

We made more than 150 upgrades innovations across every aspect of our service.

But we're not stopping there in 2022 and beyond the world will continue to change as millions of people choose to live anywhere and Airbnb will relentlessly innovate the support this view world.

Speaker 3: But we're not stopping there. In 2022 and beyond, the world will continue to change as millions of people choose to live anywhere. And Airbnb will relentlessly innovate to support this new world.

We've now been a public company for more than a year.

And I want to end today by thanking our employees who've worked tirelessly to make all of this innovation possible.

Speaker 3: You know, we've now been a public company for more than a year. And I want to end today by thanking our employees who've worked tirelessly to make all of this innovation possible. And to our millions of guests...

And to our millions of guests and hosts around the world.

I want to thank you for trusting us and helping build airbnb into what it is today.

Thank you all and I'm going to speak to you again soon from number of Airbnb somewhere around the world.

Speaker 3: I want to thank you for trusting us and helping build Airbnb into what it is today. Thank you all, and I'm going to speak to you again soon from another Airbnb somewhere around the world.

This concludes today's call. Thank you for joining you may now disconnect your lines.

Speaker 1: This concludes today's call. We thank you for joining. You may now disconnect your lines.

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