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Efficient Yielding Strategies Drive Big Gains for Coast Hotels

December 13, 2018 | Jason Q. Freed, Dir. of Marketing Communications

Hotel market demand is changing rapidly across the Pacific Northwest, and boutique owner-operator Coast Hotels wanted to make sure they were getting their fair share.

In markets such as Seattle, Bellevue and Portland, new supply is challenging all hotels – especially the big brands – and putting downward pressure on rate.


Coast Hotels International
(Avg. of 5 total properties)

Jan-July 2018 vs. Jan-July 2017

  • Occupancy +4.2%
  • ADR +1.5%
  • RevPAR +5.7%
  • RGI +10.3%

Coast’s independent hotels were looking to take advantage of the panic in the market but wanted data to back up their strategies and help them compete.

So they began shopping for a system that would automate their pricing and free revenue managers from spending hours each day compiling data and changing rates in the PMS. An important aspect of this search for Coast was finding a partner who would fit culturally, who would listen to their needs and build a custom strategy for them.

After installing Duetto, Coast revenue executives say their teams – and yield meetings – are much more efficient. They’re trusting the system’s forecasts and pricing recommendations and allowing competitors to sell out first, thus embracing the ability to charge higher rates for last-minute demand.

On average, Coast’s five hotels – Coast Gateway (Seattle), Wenatchee Center (Wenatchee, Wash.), Waimea Plantation Cottages (Waimea, Hawaii), The Benson (Portland, Ore.) and Hotel 116 (Bellevue, Wash.) – have seen RGI lifts of nearly 10% since installing Duetto.

Below, hear Coast executives and property-level revenue managers compare life before Duetto to life after installing GameChanger’s Open Pricing platform and ScoreBoard’s business intelligence tool. 

 

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