Hotel Growth, Marketing & Sales

We help hotel owners and investors make lasting improvements to the effectiveness of their sales and marketing interactions with guests across all channels to drive RevPAR growth.

Our approach to hotel sales and marketing transformations encompasses how and to whom hotels sell their inventory, the channels they use, and the back-office operations that support these efforts. Where necessary and appropriate, we also help hotel owners address specific challenges in their go-to-market strategy, sales growth effectiveness, key account management, and other relevant areas. Our team consists of more than 50 associates and a broader affiliated group of more than 20 senior practitioners worldwide.

Our approach extends from quick targeted interventions that unlock RevPAR to more holistic sales transformations focused on market analysis, implementation, and converting opportunities across the entire targeted market segment:

• Maximize Impact from Hotel Sales and Marketing Initiatives. Cutting sales costs without losing RevPAR is both an art and a science. Our collaborative approach helps hoteliers gain transparency on the performance of their route-to-market mix while identifying potential improvement areas and concrete ways to achieve them, such as creating lean back-office sales operations.

• Identify and Convert Targeted Demand Opportunities. Nearly every hotel with a dispersed guest base and a large number of sales transactions has considerable opportunity for organic RevPAR growth if it looks at the right level of granularity. We help hotels take a fine-grained view by geography, industry segment, and offerings to find the hidden pockets of growth, including often overlooked small and medium-sized market segments, and then tailor the strategies and approaches needed to capture them.

• Position Sales Channels for Maximum RevPAR Efficiency and Highest NOI Impact. Guests are increasingly moving across all channels to get what they want. Some demand increased services for certain reservations, while others prefer low-touch, 24/7 interactions. We help hotels form effective selling strategies in all channels, from key-account management to digital sales to indirect hotel channel partners. Hotel owners base these strategies on precise assessments of channel performance, channel economics, and guest preferences.