Hotel's characteristics, target clients and historical data
Our first analysis concerns the same hotel: we need to know strengths, weaknesses and characteristics, evaluate the conditions we are working under to understand what we need to do to improve the results.
We, then, define the objective market of the specific hotel, that is to say the ideal mix of markets, rates and channels.
The most common mistake the hoteliers make is using too static rates and sell at too low or too high prices without being aware of how to do it properly. Discounts and promotions are just corrective actions that can't obtain the same results of a well-structured Revenue action.
We apply Nesting techniques, obtaining the right balance in the identification and selection of the clientele with a better contribution margin.
The pricing and commercial decisions originate from a careful analysis of the historical data, that is compared to the forecast data to correctly elaborate the starting rate that will later be dynamized according to many carefully elaborated variables.
The Internet is certainly a channel we bet a lot on as it means visibility combined with a careful pricing policy (also on OTA/OLTA) that allows us to sell more and at a higher price, with offline and online channels and strategies that are used in an harmonious and integrated way.