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Hospitality & Services
Yield management & guest personalization
Client · International hotel group · 450 hotels, 4 brands
A new generation of dynamic yield-management and personalization tools — adding 6.2% RevPAR on equipped hotels.
01
Challenge
- Rule-based yield-management tools, slow to react to post-COVID demand shifts.
- Strong hotel heterogeneity (size, brand, location, segments) making uniform approach difficult.
- Underused guest data (loyalty, history, feedback) for personalization.
- Increased competition from platforms (Booking, Airbnb) on price visibility and offer personalization.
02
Solution
- 90-day demand forecast by segment (leisure, business, groups) and room type, integrating market signals (searches, events, flights).
- Dynamic pricing engine recommending price and restrictions per day × room type.
- Personalization engine for ancillary offers (upgrades, F&B, spa) via per-guest propensity modeling.
- Revenue manager dashboard for validation, simulation and override with full traceability.
03
Business impact
- +6.2% RevPAR on equipped hotels vs. control group.
- +18% ancillary revenue thanks to personalization.
- −40% daily yield-management workload for revenue managers.
- Solution deployed on 280 hotels in 14 months; full rollout (450) over 24 months.
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