Case Studies
Proof of Performance
Real hotels. Real sales execution. Measured outcomes.
Real hotels. Real sales execution. Measured outcomes.
182-Room Select-Service Hotel • Charlotte, NC Metro • Major Brand-Affiliated
Occupancy had dropped 8% year-over-year with no recovery plan. The Director of Sales was stretched across the front desk, events, and what little outreach existed. No structured pipeline, no target accounts, no KPI reporting to ownership. Corporate midweek occupancy ran 14 points below the comp set — hundreds of room nights lost each quarter.
We placed a dedicated sales leader on-property. Within two weeks, they identified 23 corporate accounts within 10 miles that had no negotiated rate despite proven travel demand. A 90-day outbound pipeline followed — weekly cadences, accounts prioritized by room-night volume, rate proposals benchmarked against the comp set. Phone calls, in-person visits, proposal presentations, and weekly KPI dashboards delivered directly to ownership.
244-Room Upper-Midscale Hotel • Nashville, TN • Major Brand-Affiliated
OTA dependency had hit 41% of total bookings — $680K in annual commissions. Despite one of the strongest convention markets in the Southeast, the property had no direct booking strategy. Group revenue was flat for three consecutive quarters while market demand from associations, sports organizations, and corporate events kept growing.
We mapped full distribution economics and used the $680K commission figure to anchor an ownership-approved strategy shift. Our sales leader launched direct outreach to Nashville-area businesses already booking through OTAs at published rates — visiting offices, presenting negotiated rate proposals, signing direct agreements. A group sales specialist pursued regional associations, sports organizers, and entertainment-adjacent groups. We built a book-direct value proposition with rate parity plus flexible cancellation, loyalty points, and room-type guarantees OTAs could not match.
96-Room Extended-Stay Property • Asheville, NC Area • Independent
Seasonal swings exceeding 40% had become accepted reality. Winter occupancy averaged 48%, with entire wings empty November through March. No dedicated sales team. No corporate or group outreach. The property relied entirely on seasonal leisure demand. Google reviews sat at 3.8 stars with inconsistent responses, suppressing local search visibility. Ownership was evaluating whether to convert or sell.
Our sales leader uncovered untapped extended-stay demand from construction firms, travel nurses, and government contractors. The team built direct relationships with staffing agencies, project managers, and relocation firms — calls, office visits, and negotiated contracts. A review management program ensured every guest received a post-stay follow-up and every review a personalized response within 24 hours. A seasonal pricing strategy replaced the flat-rate approach, using comp-set benchmarking to capture peak-season value and attract off-season demand.
Submit your property for a complimentary revenue review. We'll evaluate your property, identify three immediate opportunities, and show you what a dedicated sales team can deliver.
Request a Revenue Review →3 minutes. No obligation.