Capsis Hotels in Greece is focusing on corporate accounts and congresses this year after seeing revenue success with these segments in 2023.
Introducing Capsis Hotels
Capsis Hotels is a family-owned business, which operates three hotels in Thessaloniki and Heraklion totaling nearly 600 rooms, serving both corporate and leisure travelers. The team has been working hard to rate-optimize group business following its adoption of Duetto in 2023.
“We are trying to combine contracted group rates and dynamic group rates, to optimize our rate performance and assure our guests’ satisfaction,” says Anatoli Kapnidou, Director of Sales & Revenue, Capsis Hotels.
The small collection of four- and five-star hotels is also helping to educate the Greek market on Open Pricing.
“Travel agents are not ready to accept the dynamic pricing in the group business, so we take small steps,” Kapnidou admits. “We will continue to focus on corporate accounts and congresses. The channel stream has been established and it is performing well.”
Educating the market
Kapnidou is managing sales and revenue across all three hotels in the Capsis portfolio. She aims to automate more revenue management processes in 2024, to free up time to be strategic.
“It is very important. We are already moving in this direction,” Kapnidou says. However, she wants to see more tech advancements in the Greek hotel sector.
“Greek companies still underestimate the value of investing in new technologies. Many hospitality companies are family-owned and self-managed, and they are not easily encouraged to take steps forward. Education and specialization are required,” she says.
For Kapnidou, tech adoption is one big step forward she believes the Greek hotel market should be taking in 2024. “The local hotel associations can organize educational seminars for their hotel members to raise awareness,” she adds.
Challenges and opportunities
Capsis Hotels will continue to work on its dynamic pricing strategy for the remainder of this year. Kapnidou believes that finding the rate sensitivity of the clients and optimizing rates accordingly will push revenues up.
The hotel group has renovations planned, along with a host of improvements to its website to increase direct bookings. For Kapnidou, the aim is to further segment guests to target more effectively.
“We want to prioritize those who are willing to pay our prices,” she says.
Considering the biggest challenges to hotels in 2024, Kapnidou thinks the market is yet to return to 2019 levels.
“Certain markets like the Chinese have not returned yet, and this is a big growth opportunity for Europe in 2024,” she says.
