Nicholas Hurley, Managing Director at Veritasus Consulting shares how an 81-room property on the Sunshine Coast adopted a revenue management system (RMS) to elevate their market share growth.
Introducing the hotel
Part of Accor umbrella, the 81-room property offers travelers a comfortable and convenient stay in the heart of the Sunshine Coast. Its prime location effectively attracts a wide range of travelers, from corporate to leisure guests.
We identified the need for a robust revenue management tool. We recognized a valuable opportunity to capture growing demand and optimize pricing strategies to enhance overall revenue performance.
Tech stack
- PMS: Protel
- CRS: TARS/Accor
- Booking engine: TARS/Accor
The problem
We concluded that the property had a variety of demand from different travel segments — strong corporate midweek, high leisure on weekends and during school holidays, and frequent group bookings from corporate, sporting, and leisure groups throughout the year.
Together, we were using a one-size-fits-all static pricing strategy, manually updating prices within the property management system (PMS). This approach didn’t account for these demand fluctuations, resulting in lost revenue.
Choosing Duetto
After evaluating several products on the market, we chose Duetto because it offered everything we were looking for. Its unique Open Pricing capabilities, accurate forecasting, real-time data, and group-specific features were crucial in helping us drive growth.
Onboarding
Our onboarding was smooth and well-organized. We adopted GameChanger to optimize bookings, Scoreboard for accurate reporting and forecasting, and BlockBuster to maximize profitability from group business segments.
The Duetto team worked diligently to ensure accurate data capture and a swift rollout of the system.
“The results speak for themselves — we’ve seen significant revenue growth, improved profitability, and a streamlined group business process.”
The results
Adopting Duetto’s tech stack has completely transformed the hotel’s revenue strategy.
Duetto’s accurate forecasting has allowed us to better understand the property’s demand patterns and plan targeted campaigns accordingly. And with dynamic pricing, tailored to different days of the week and peak periods, we’ve been able to optimize revenue and ADR across varied demand drivers. We also have campaigns in place targeting low-demand periods to boost occupancy.
What’s more, Duetto’s powerful reporting tools have provided us with valuable insights into both historical and future high demand periods, enabling us to replicate our successes and learn from our mistakes. This has helped us secure an optimal market mix for 2025.
With this shift in strategy:
- We’ve experienced a $210K incremental market share growth.
- We’ve achieved a 8.7% RevPaR increase after onboarding Duetto (YoY 2023-24).
- We’ve significantly boosted both occupancy and ADR using real-time price adjustments and data-driven insights, especially during high-demand periods.
- We’ve secured more group bookings while minimizing displacement, due to our new, simplified group quotation process.
These results highlight the effectiveness of Duetto’s revenue management tools, driving measurable growth and profitability for the property.
My advice
Since implementing Duetto, the hotel has become one of the top performers in our portfolio. So, if you're looking for a product to optimize your revenue strategy that delivers exceptional ROI, and can be implemented quickly, go for Duetto!
