We spoke with General Manager, Lutz Frey, to find out how OpenSpace has driven events revenue for Atrium Hotel Mainz, including a 22% increase in RevPASM.
Introducing Atrium Hotel Mainz
Atrium Hotel Mainz comprises 150 rooms, a conference area with 22 conference rooms, and 1365 m² of event space. Meetings, groups, and events have been a focus for us for many years.
The problem
We wanted to find a solution to help us manage revenue across the entire property and respond appropriately to fluctuating demand.
Before OpenSpace, conference capacities were handled via traditional sales channels, with only three pricing levels, and quotations handled manually. The aim was to centralize this and make events part of the total revenue management of the hotel.
With this in mind, we set out to:
- Increase revenue: We wanted to fluctuate daily rates on event space in line with demand, to capture a higher willingness to pay for high-demand periods.
- Optimize space usage: We wanted to be able to price each event individually and to optimize revenue per available square meter (RevPASM).
- Automate booking process: We wanted to speed up the quotation process and allow customers to find out about prices and capacity via the website so that they could book directly.
Choosing Duetto
Naturally, we did a lot of research into different products out in the market. As part of this, we evaluated OpenSpace’s product differentiators, customer support, and holistic value as a strategic partner, and ultimately decided that it was the best fit solution.
“We’ve sped up the quotation process while increasing the individualization of the price calculation.”
The results
- We’ve seen an average 51% increase in RevPP (revenue per person) between May and June 2022, despite the number of event attendees decreasing by 20%.
- May and June 2022 saw an average 22% increase in RevPASM. Demand during this period was very strong but sporadic, with the system responding successfully to this with a day-specific pricing strategy.
- It’s enabled us to increase sales through flexible prices, higher conversion, and selecting more profitable events, despite a drop in demand in 2018 and 2019.
- By automating the booking process and creating quotations automatically, we’ve sped up the quotation process while increasing the individualization of the price calculation.
Also, our staff are very grateful to be working with intuitive, modern software. Selling with OpenSpace makes working in the events office more attractive in terms of content because the administrative work is done quickly and the role of host and consultant at the events is once again in the foreground.
With OpenSpace, we’ve seen an immediate impact in terms of driving revenue, conversion rates, and customer engagement. We’re so pleased we picked Duetto as our partner!
