Build the group base – Make use of the extensive reports and dashboards within Delphi FDC to find your opportunities. The ‘dashboards’ tab will provide you with a great overview of your future business. In one page you can identify your top bookings, which will help you prioritise your time, see bookings which have been on prospect or tentative for over 90 days and may need your attention, as well as view your 12-month pipeline to easily spot potential risk or opportunity months.
Use the arrival reports to analyse your average lead time to help predict the remaining demand for the balance of the year. It’s advisable to review the lead time for small, medium, and large bookings separately; this will support your rate strategy and help you judge when to hold out for better bookings, and when to focus on conversion. See the Delphi FDC Enhance Reporting Guide for a detailed list of the reports available in Delphi FDC, as well as suggestions on how and when to use key reports.
Use the Group Pricing Evaluator within GRO to support with your group quotations. GRO will consider the length of stay and pattern of the group enquiry, as well as the likely displacement before suggesting rates. For more information on the group pricing configuration see here.
Group Direct can be an effective channel to drive small, short lead groups. Ensure you have sufficient inventory and competitive rates available wherever you need to drive volume.
Lightstay Meeting Calculator is a great conversion tool, including it with your initial offer can give you the edge over your competitors and help you win the business.
The Revenue Management Key Performance Indicators (RMLT KPIs) are designed to help you spot your opportunities and drive RevPAR. You can download your hotel’s RMLT KPI performance report by clicking on ‘View Available Reports’ on the Hotel Statistics page of the Operational Reports.
The second of the KPI's focuses on shoulder nights and will identify if you are getting a larger share of the volume versus your competitors. A lower score here may indicate a need to review your day of week pricing. You may also wish to consider opening discounted availability for one-night stays to fill any gaps. Please see the Low demand checklist for more suggestions on driving volume over need periods.
The 3rd KPI focuses on peak night rates. A low score in this metric may indicate rate opportunity over high demand periods. Check your ceiling rates in GRO and ensure they are high enough to maximise rates over peak nights. You can use the Business Analysis Dashboard to see how often you are priced at ceiling, if you are frequently at ceiling you could benefit from increasing your rate configuration. Consider your business mix over high occupancy dates and determine if there is any dilution which may indicate the need to yield earlier. The Revpar by Room Type report can support you in analysing your premium room production and spot any opportunity to increase upsell revenue. Please see the High-Demand Checklist for more suggestions on driving ADR.
Finally, we would like to remind you of the Revenue Management Resource Library which is full of best practices and training materials.
