We sat down with Erick Valdespino, Head of Revenue Strategy Pricing & Revenue Management at Grupo Posadas, to learn how the brand adopted our revenue management system (RMS) to transform pricing, forecasting, and distribution – driving nearly a decade of consistent growth and competitive outperformance.
About Grupo Posadas
At Grupo Posadas, we’re one of Mexico’s leading hotel companies. Since opening our first property in 1970, we’ve grown to over 180 hotels and nearly 29,000 rooms across Mexico and the Caribbean.
With 22 new hotels in the pipeline, we serve a broad range of clients, from small businesses to multinational corporations.
Tech stack
- PMS: TCA - INNSIST
- CRS: Proprietary system
- Booking engine: Amadeus
The shift to Duetto
We switched to Duetto back in 2016.
Before that, we relied on another RMS and a traditional best available rate (BAR) structure with eight fixed price levels.
Revenue leaders spent most of their time pulling data, running reports, and manually updating rates, which left little time for strategic decisions.
We needed a system that could automate rate updates, provide reliable reporting, and deliver actionable forecasting so our teams could focus on strategy instead of repetitive tasks.
Choosing Duetto
We chose Duetto for three key reasons:
- Its Open Pricing methodology,
- its forward-looking data to anticipate market shifts,
- and its dedicated support team.
After exploring their suite of tools, we chose:
- GameChanger to optimize bookings.
- ScoreBoard for accurate reporting and forecasting.
Today, these products are active across 199 properties, enabling both our city and resort hotels to tailor pricing strategies to their unique booking patterns.
The results
Throughout our partnership, we’ve achieved a consistent year-on-year growth in both revenue and occupation.
This year, the impact has been transformative:
- RGI leadership: 82% of our properties rank 1st or 2nd in their competitive set.
- Revenue growth: We’ve had a consistent year-on-year RevPAR increase.
- Market share: Despite the challenges and uncertainty affecting our main inbound market, we achieved a 4% growth.
- Operational efficiency: Automation across our properties allows revenue leaders to focus on strategic initiatives rather than manual updates.
The strategy behind the results
Our success hasn’t only come from implementing the right technology. It’s also come from adopting a strategic mindset:
- Dynamic pricing adoption: Open Pricing has enabled us to experiment with multiple price points and dynamic discounts, ensuring the right rate for the right customer at the right time. We’re also able to optimize revenue by segment, channel, and room type; reaching more demand points.
- Segmented pricing: Each of our property types, city hotels and resorts, has tailored strategies aligned with their own booking patterns and demand windows.
- Automated workflows: By automating reporting and rate adjustments, our team has been able to dedicate more time to market analysis, forecasting, and revenue optimization. We rely heavily on the Autopilot functionality, trusting it to learn, spot, and act with minimal intervention. In 2024, the Autopilot acceptance rate reached 92% across our portfolio.
- Onboarding agility: As a company in constant growth, bringing new hotels operational quickly is essential. With Duetto, we can onboard new properties almost instantly, ensuring they start with an optimized pricing strategy from day one.
- Proactive market responsiveness: With the current economic and political uncertainty affecting our main market, the US, we’re pivoting toward new source markets. Leveraging the system’s predictive analytics to identify emerging trends early and adjust pricing strategies accordingly, we managed to achieve a 4% growth.
For us, Duetto’s been more than an RMS, it’s been a decade-long strategic partner. From completely transforming our pricing model to streamlining operations and maintaining market leadership, Duetto continues to be central to our brand’s ability to adapt, grow, and outperform in a competitive and evolving hospitality market.
