Findings from the engagement floor
Analysis drawn from live commercial diagnostics — what the data actually showed, what we did about it, and what generalises to other assets. No thought leadership without numbers behind it.
All analysis
Filter by practice area. Every article is written by the practitioner who ran the engagement it draws on.
Analytics
If your conversion data does not reconcile to arrivals, you are optimising fiction
Most hospitality media accounts are optimised against booking-engine confirmations that double-count across platforms and never deduct cancellations. The result is confident allocation against a number nobody banks.
Revenue Management
A seasonal trough is a product problem before it is a pricing problem
Resorts facing a four-month trough almost always respond with rate. In demand windows that are not price-elastic, that response destroys rate integrity across the entire year without buying occupancy.
Conversion
Fix the ability to transact before you buy the demand
Sequencing is the most consequential and least discussed decision in a commercial programme. Demand generation ahead of conversion capability reliably destroys value.
Distribution
Rate parity is not a policy. It is an enforcement problem.
Most properties have a parity policy. Very few have a parity register, a breach escalation path, or any evidence of what their rates actually look like on the open market.
Commercial
Corporate travel runs on an annual clock, and missing it costs a full year
Corporate rates are loaded annually into travel management systems. Properties that treat corporate sales as a rolling activity rather than a calendar discipline systematically miss the only window that matters.
Local & SEO
Reputation infrastructure is distribution infrastructure
Guests discover on marketplaces and verify on search. Properties that invest in discovery while neglecting the verification step lose the guest at the last step before booking.
Conversion
When 78% of sessions are mobile, mobile conversion is not a segment — it is the problem
Mobile underperformance is normalised in hospitality reporting to the point of invisibility. Quantified as forgone revenue rather than as a rate differential, it usually outranks every other conversion initiative.
CRM & Lifecycle
The guest data asset most properties already own and have never used
A repeat guest costs a fraction of a new one and books direct by default. Most independent properties hold the data to build that base and have never activated it.
The practitioners who write here
Every article is authored by the person who led the engagement it draws on. We do not publish analysis written by people who were not in the room.
Rohan Mehta
Partner, Commercial Strategy
Ananya Iyer
Director, Revenue Management
Dev Fernandes
Principal, Distribution Advisory
Kavya Shah
Director, Performance Media
Manav Grewal
Partner, Data & Attribution
Sneha Nair
Principal, Conversion Engineering
Run the same diagnostic on your own numbers
The Revenue Score™ instrument applies the diagnostic framework these articles draw on — revenue, distribution, direct conversion, demand and reputation — and returns a ranked deficit list against comparable assets.
