Ski Resort Revenue Management Case Study

How to navigate a PMS and star rating change whilst maintaining 47% + direct sales share.

Resort Management Company

Achievement Highlights

0+
PERCENT DIRECT SALES IN 2024
0 to 4*
STAR RATING CHANGE
0%
WEBSITE SALES SHARE INCREASE (YEAR ON YEAR)

The Challenges & Solutions

1. Increasing (Direct) Sales | 2. PMS Migration | 3. Star Rating Change

1. Maximizing (Direct) Revenue

As a winter-only property, the hotel faced extreme seasonality, with short, high-demand periods followed by complete off-seasons. Reliance on third-party platforms limited control over pricing strategies and eroded profit margins. Additionally, the hotel was not fully capitalizing on niche winter and ski-specific distribution channels.

Seasonality Optimization:

Dynamic pricing models were tailored to the property’s seasonal nature, leveraging demand forecasting to optimize room rates during peak periods.

Distribution Channel Expansion:

To optimize and reach, new distribution channels were strategically added, including ski-specific platforms to capture niche audiences.

Direct Sales Enhancement:

A focused campaign to drive direct bookings was executed, including exclusive offers on the hotel’s website, optimized booking engine user experience, and targeted marketing campaigns.

  • Implement proven yield tactics and strategies.
  • Improve system configuration to optimise yield impact.
  • Create a methodical approach and revenue culture.

2. The Solutions

Morbi porta, velit consectetur vehicula suscipit, ligula urna lacinia lectus, sit amet semper massa nibh vitae.

  • Inventivize direct sales
  • High competition
  • Uncover short-term hidden revenue opportunities.

  • Implement proven yield tactics and strategies.
  • Improve system configuration to optimise yield impact.
  • Create a methodical approach and revenue culture.

  • Implement proven yield tactics and strategies.
  • Improve system configuration to optimise yield impact.
  • Create a methodical approach and revenue culture.

3. The Results

Morbi porta, velit consectetur vehicula suscipit, ligula urna lacinia lectus, sit amet semper massa nibh vitae.

  • Inventivize direct sales
  • High competition
  • Uncover short-term hidden revenue opportunities.

  • Implement proven yield tactics and strategies.
  • Improve system configuration to optimise yield impact.
  • Create a methodical approach and revenue culture.

  • Implement proven yield tactics and strategies.
  • Improve system configuration to optimise yield impact.
  • Create a methodical approach and revenue culture.

About the Hotel

Morbi porta, velit consectetur vehicula suscipit, ligula urna lacinia lectus, sit amet semper massa nibh vitae.

“With XOTELS, we have not only reached direct sales numbers we thought were unimaginable before, but also maintained very good ADR, occupancy and review scores, all performing far above the rest of the market. It feels to leave the competition so far behind…”

Agustin Risco

Owner at Hotel Es Molí, Deia, Mallorca.

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