Success story
Five properties, one pricing structure.+18% ARR.Revenue wash under 1%.
One audit. Then five hotels.
In 2015 RevOpt audited revenue management at the group's flagship, The Residency Towers. Its leadership had run hotels for thirty years, and opened the meeting by asking what anyone could possibly tell them about their own business. They read the full audit report at the screen, page by page, and signed for all five properties. The engagement ran five years.
Called back in 2024.
The engagement ended in 2020, when the pandemic closed the market. In April 2024 the group's chief executive asked us to return, this time for the flagship property alone. We ran its revenue through to September 2026.
Discounting was setting the price.
Segmentation had never been defined across the group, so there was no structure to strategise against when the market turned volatile. Ad-hoc discounting grew day by day, decided property by property, and room yield was giving way across all five hotels. Every hotel was solving for occupancy on its own, and the group was paying for it.
A structure, then a roadmap.
- A revenue opportunity assessment across all five properties, with a three-year roadmap
- Market segmentation defined for the group, so every segment could be priced on its own merit
- A strategic pricing structure to replace discounting, applied across all five hotels
- Direct channels prioritised, with sales presence strengthened across key source markets
- Periodic reviews and real-time reporting shared with departments, management and ownership
- Training to lift the revenue management culture across the organisation
One group. Four people on the record.
- D. Charles Fabian, General Manager — had worked with many revenue management consultants, and rated RevOpt far superior in delivery and execution
- Erine Louis, General Manager — three years of association, and a team that works with you on the journey
- Venkat S Reddy, General Manager — segments restructured to lift ARR, and a deeper understanding of the business
- Gopinath Balasundaram, Chief Executive Officer — associated from 2015 to the present day
“My association with him spans 2015 to present, through market cycles and industry shifts.”