THE SITUATION

This NAVIS client is located in Southern California. They are a waterfront luxury resort with 159 rooms and are AAA 4-Diamond. Amenities include spa, salon, dining, pools, fitness center, ballroom and conference center.

THE CHALLENGE

The client hired NAVIS for remote, interim Revenue Manager Professional Services to lead the revenue team while the current manager was on leave. They also wanted to create a stronger revenue management culture with better communication and collaboration across marketing, sales, and the front office. The goal was to increase RevPAR, primarily through ADR, a shift to more direct business and less reliance on OTA’s, as well as increase marketing effectiveness, increase the number of sell outs and minimize no-shows without a valid method of payment.

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13% Increase in RevPAR(Revenue Per Available Room) 17% Increase in ADR (Average Daily Rate)

through targeted marketing

CASE STUDY

THE RESULTS Revenue GainsUsing NAVIS

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RESOURCES + SOLUTION

• Deploy NAVIS Revenue Management (RM) Professional Services to lead weekly revenue meetings

• Implemented RM meeting agenda SOP to increase participation and accountability for revenue team

• Implemented front office incentive program to increase upsell and no-show revenue

• Updated Reservations task list to include duplicate and valid credit card checks

• Align Group Sales team with RM rate strategy and inventory thresholds by day of week

• Utilized NAVIS Call Center Rollup report to review sales conversion trends and outbound sales success

• Implemented daily no-show tracking report both to increase revenue collection and to track sell-out efficiency

• Utilized NAVIS Nightly Lead Demand report to analyze price resistance and not booked trends as well as unconstrained demand periods for DOW pricing

• Increased holiday and weekend deposit policy to better match competition and prevent no-shows

• Coordinated targeted marketing campaigns and packages with the Marketing manager utilizing NAVIS Reach

THE RESULTS

231%Increase in

Direct Package Room Nights

Earned

$47,000In No Show

Revenue

13%Percentage

Points Increasein RevPAR 17%

Increase in ADR throughtargeted one-to-one

marketing to increase direct business