We spoke with Nicholas Hurley, Managing Director at Veritasus Consulting — a leading revenue management consulting firm — to learn how adopting our revenue management system (RMS) at The Sebel Canberra Civic transformed their revenue strategy, enabling accurate demand forecasting, and facilitating more informed, strategic pricing decisions.
Introducing The Sebel Canberra Civic
Located in the heart of Australia's capital, The Sebel Canberra Civic offers spacious apartment-style rooms. It’s part of The Sebel brand, which includes 26 properties across Australia and New Zealand in the Accor network, operated by Vista Hospitality, an Australasian white label management company.
To improve their revenue strategy, the hotel operators partnered with our consulting firm, Veritasus Consulting. Facing fluctuating demand, we identified missed opportunities and recognized the need to invest in the right revenue management tool to better capitalize on demand and optimize pricing.
Tech stack
- PMS: Protel
- CRS: TARS/Accor
- Booking engine: TARS/Accor
The problem
We were manually updating prices within The Sebel Canberra Civic’s property management system (PMS). Being unable to identify demand fluctuations and adapt our rates accordingly, meant we were leaving revenue on the table. .
We also found we were using the same pricing and yielding strategies for all segments. As you can imagine, this led to missed opportunities during peak periods, making it challenging to optimize our market mix and maximize revenue from the property’s most profitable segments.
Choosing Duetto
After evaluating several products on the market, we chose Duetto’s RMS because it provided excellent value for money. What stood out to us was its ease of use and intuitive interface, which made adoption seamless. Additionally, its accurate forecasting and real-time data were crucial in helping us drive growth.
Onboarding
Our onboarding was smooth and well-organized. We integrated GameChanger, Duetto’s RMS that leverages predictive analytics for price optimization, and Scoreboard, for reporting and forecasting.
The Duetto team worked with us to ensure our data was accurate, ahead of adopting everyday use of the system.
“Since adopting Duetto, The Sebel Canberra Civic has experienced significant improvement in commercial performance. It’s enabled us to take a more strategic approach to pricing, resulting in increased revenue.”
The results
Duetto’s solutions have completely transformed The Sebel Canberra Civic’s revenue strategy, delivering both immediate and lasting improvements from day one.
We’ve shifted from relying on manual calculations and fixed price adjustments to utilizing real-time data for price monitoring and adjustments. With greater access to data and reporting, along with seamless integration into our business intelligence tools, we now have a deeper understanding of what’s going on to make more informed, strategic decisions.
Since using Duetto:
- We’ve gained a $306k incremental market share, improving our overall commercial performance.
- We’re accurately forecasting low-occupancy dates, identifying low-demand periods, applying competitive rates, and driving occupancy earlier.
- We’ve seen significant ADR growth during high-demand periods, outpacing competitors.
- We’ve improved our yielding strategies to target the most profitable market segments during peak periods.
- We’ve got a better understanding of the business allowing us to make more informed, strategic decisions.
My advice
If you're looking for a product that can be tailored to your specific needs and market insights, delivers exceptional ROI, and can be implemented quickly, Duetto is the right choice!
Our clients who’ve adopted Duetto have reported that improvements to their commercial performance have been the biggest they’ve seen in their careers!
