23-room mountain hotel: five categories, 39 ways to book
Updated: 4 days ago
23 rooms, 5 PMS categories — 39 ways to sell them. A good reservations agent sells the same room differently to different guests. GauVendi does that on the website, automatically. The rooms don't change; the pitch does.
On average, around €6 more for every direct online booking
Per 100 bookings in the same direct online channel:
Sales mix: 35 individualised feature or experience products · 65 plain categories.
19 of those 35 product bookings were above the relevant category price. At an average premium of around €22 on those bookings, the room-feature premium totalled around €420.
Additional-service upselling on individualised product bookings generated €170 more than additional-service upselling on comparable category bookings. Together with the room-feature premium: around €590 in additional premiums per 100 bookings.
Regular category upgrades and the usual sales of additional services come on top of these premiums.
A mountain break that fits the guest
Bed options and outdoor space stood out in guests' choices and could be selected directly when booking.
Early planners and last-minute guests
Solo travellers booked 63 days ahead on average, groups 52 and couples 20. Yet 53% of bookings in the guest analysis were classified as last-minute.
Both audiences need a reason to choose this hotel. Showing the bed options and outdoor space helps them find that reason, whether they are planning months ahead or booking a spontaneous break.
Repeat-guest share: 12–15% in this property's guest analysis.
More choice without more manual inventory work
An agent who sells room 12 as 'garden view' to one guest and 'next to the lift' to another still has one room 12. Every product draws on the same physical rooms and shares their availability. Availability and smart room assignment run automatically. Assignment is included and respects the booked features. More products add no manual inventory or assignment work. This mountain hotel uses Mews.
Guests can choose a recommended stay straight away or refine it around bed options and outdoor space. Personalisation is an option, not a compulsory configurator journey.
Price guest preferences and flexibility
A particular bed or outdoor space can be worth more to one guest than another. You set the price for securing that choice. Guests who give you more freedom in room assignment can pay less. The measured premiums reflect this hotel's pricing strategy; you decide how to price the features at your own property.
Giving guests choices they cannot find in a standard category listing creates a reason to book directly. Bookable preferences also save calls to reservations and reception. This property's online direct-booking share has at least doubled compared with the period before GauVendi.
Two questions for your IBE or CRS comparison
“How much additional premium do your customers earn per online booking from room features and increased additional-service sales, beyond their usual upselling?”
“What is your average look-to-book conversion rate, and how do you calculate it?”
Ask for both figures, the booking sample and the calculation. That shows what the technology actually delivers in sales.
Source: GauVendi Business Intelligence. Premiums are averaged across all online bookings analysed and expressed per booking and per 100 bookings for comparability.
Comments