Leading Indian hotel chain cut cancellations & raised realization via 1,000+ surveys & 4-5 wins
28 May 2020
1 min read
Realization improvement for a major player in the hospitality sector: Analyzed consumer behavior to identify drivers for cancellation and develop a framework to estimate demand and supply using technology solutions.
Context
- Client Description: A leading Indian hotel chain
- Opportunity: The client wanted to accelerate its revenue growth and realizations (realized revenue / booked revenue)
Further, the client also wanted to understand the following:
- Drivers of cancellation across different cities, offerings, channels etc.
- How to develop a framework to drive down cancellations on an ongoing basis
Our Approach
- Conducted in-depth interviews with 1,000+ customers to analyze their behavior patterns across different cities and understand the reasons for cancellation
- Performed comprehensive data analysis to identify patterns and uplift potential to generate actionable insights
- Implemented specific quick wins along with client teams
- Conducted POCs to demonstrate the impact of key recommendations
- Institutionalized a comprehensive framework to build deep capabilities in the client organization to monitor and improve the key metrics on an ongoing basis