Hotel Revenue Management Services: How a Comfort Hotel in Ohio Achieved a 40% Revenue Surge
As we move through 2025, the hospitality industry faces a landscape of both opportunity and challenge. While travel demand continues to recover and evolve, U.S. hotels are seeing only modest growth in occupancy and revenue per available room (RevPAR), with rising operational costs outpacing revenue gains. In this environment, the ability to adapt quickly and make data-driven decisions is more important than ever.
Dedicated revenue management, digital boost, and sales management teams have become a critical asset for hotels aiming to thrive. These teams leverage advanced analytics, real-time pricing, strategic account management, and channel optimization to drive profitability, outperform competitors, and maximize every revenue opportunity. Revenue management teams focus on optimizing pricing, inventory, and distribution. Digital boost teams elevate online presence and channel performance. Sales management teams build and nurture relationships with corporate, group, and negotiated accounts—securing the base business that underpins long-term stability. When these teams work in tandem, sharing insights and aligning strategies, hotels can capture the right mix of business, optimize occupancy, and ensure sustainable growth. Atica’s approach exemplifies how expert revenue management, digital boost, and sales management, in close collaboration, can transform a property’s fortunes even in a saturated urban market.
Case Study: Choice Branded Hotel in Ohio
Property Introduction
Located in Ohio, this Choice branded all-suite property features over 100 rooms designed for both business and leisure travelers. Guests enjoy amenities such as a heated indoor pool, complimentary breakfast, a 24-hour fitness center, free WiFi, and ample parking. Its proximity to major venues and universities places it in a highly competitive urban market.
Challenge
Despite its strengths, the property faced significant hurdles:
- Low digital visibility: Struggled to attract direct bookings and relied heavily on third-party channels.
- Stagnant direct revenue: Brand website bookings showed minimal growth.
- Competitive pressure: Difficulty standing out among local competitors, impacting occupancy and revenue.
- Suboptimal channel mix: High dependence on Online Travel Agencies (OTAs) increased distribution costs and reduced profitability.
- Sales performance challenges:
- Minimal sales performance, particularly in the Local Negotiated Rate (LNR), group, and corporate segments.
- Lack of proactive sales efforts and strategic partnerships, making it difficult to tap into consistent, high-value demand sources and further impacting overall revenue.
- Minimal sales performance, particularly in the Local Negotiated Rate (LNR), group, and corporate segments.
Atica’s Approach
Atica implemented a comprehensive strategy involving revenue management, digital boost, and sales management:
- Revenue Management:
- Enhanced pricing strategies and optimized inventory allocation to maximize ADR (Average Daily Rate) and occupancy.
- Leveraged real-time data and analytics to monitor performance and adapt strategies in response to market changes.
- Enhanced pricing strategies and optimized inventory allocation to maximize ADR (Average Daily Rate) and occupancy.
- Brand.com and OTAs Boost:
- Enhanced the property's digital identity to improve visibility across all channels.
- Optimized both direct website and third-party channel performance through data-driven rate and inventory management.
- Enhanced the property's digital identity to improve visibility across all channels.
- Sales Management:
- Strengthened performance in the LNR, group, and corporate segments by proactively reaching out to local businesses, organizations, and event planners.
- Renegotiated existing contracts, secured new partnerships, and optimized the use of Global Distribution Systems (GDS) to expand the property's reach.
- Balanced ADR and occupancy, ensuring negotiated rates contributed positively to the hotel's bottom line without sacrificing profitability.
- Strengthened performance in the LNR, group, and corporate segments by proactively reaching out to local businesses, organizations, and event planners.
Impact of Atica’s Efforts
The transformation was clear and measurable:
- Direct Revenue Surge: Direct bookings increased by 40.39% year-over-year.
- Digital Channel Revenue Growth: Revenue from digital channels rose by 38.7%.
- Corporate/Group Segment Boom: Revenue from Local Negotiated Rates (LNR), group, and corporate contracts surged by 107% (January–May 2024 vs. 2025), driven by strategic partnerships and optimized inventory allocation.
- Overall Revenue Increase: Total property revenue grew by 18.75%.
- Market Competitiveness: Revenue Generation Index (RGI) improved by 10.4%, strengthening the property’s position in the market.
Conclusion
In a market where every - growth indicator matters, this Comfort hotel’s partnership with Atica demonstrates the game-changing impact of dedicated revenue management, digital boost, and sales management. The results: stronger direct bookings, improved digital performance, a robust sales pipeline, and a clear edge over the competition.
