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Benchmark your business and outperform the competition

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Discover the power of benchmarking in the hotel industry. Learn how data-driven insights can optimize your strategies and outpace your competitors. 

Benchmark your business and outperform the competition

Consistently delivering in an industry filled with competition and ever-shifting guest preferences can feel impossible. But what if there was a secret weapon? One that will not only point you in the right direction but also reveal hidden opportunities in your market strategy? Dive into this article to discover how benchmarking can revolutionize the way you approach revenue management – and position your hotel to outperform the competition.

Navigating with data, not just opinions

While your expertise and intuition are valuable, solely relying on these is like navigating without a compass. Whether your establishment is boutique or expansive, metropolitan or rural, integrating data into your decisions – from pricing to promotions – is paramount.

Benchmarking, the process of comparing your performance metrics to industry bests and market trends, takes this process one step further. And it's not just about validating your own insights; it's about pinpointing your position in relation to competitors and industry benchmarks. To truly optimize your marketing efforts, pricing strategies, and other decisions critical to maximizing revenue, benchmarking provides that crucial external reference point. 

Redefining your competitors

Benchmarking is useless if you don’t know who your actual competitors are. One common misconception is the notion that they must mirror your establishment to the tee. You might say, "They don't look like me", but true competition isn't about being an exact match to yours in terms of appearance or offerings.

It's essential to broaden your perspective on what defines a competitor. Instead of merely considering physical similarities, delve deeper into the factors that influence guest choices. Ask yourself: Why do guests choose one hotel over another?


Several factors play into defining your competitors:

  • Location: Proximity to attractions, business hubs, or transportation centers can be crucial. But remember, some guests are willing to travel further for a unique experience or better value.
  • Type of hotel: Is it a luxury resort, a boutique inn, a business hotel, or perhaps a spa retreat? Understanding your hotel's category helps in aligning with similar competitors.
  • Price point: While it's tempting to view competition strictly based on pricing, this is just one dimension. Equally luxurious hotels might have different price points based on other factors like location or additional amenities.
  • Guest perception: How do guests perceive your hotel? Do they see it as a romantic getaway, a family vacation spot, or a corporate retreat? Their perception often influences their choice more than you think.

Why year-on-year growth isn't enough

Many hotels measure their success based on year-on-year growth. But is this approach actually comprehensive? Consider a hotel experiencing a 5% annual growth: it's easy to view this as positive momentum. But, if the broader market expands by 15%, it's an indication you’re missing out on potential opportunities or that there are underlying issues affecting your growth.

By actively benchmarking, you ensure that you're not just growing but thriving in comparison to market trends.

Decoding competitor pricing

When you see a room price online from a competitor, it's like glimpsing a single puzzle piece without the complete picture. Is that price representative of their entire room inventory, or just a one-off promotion? And what factors influenced that pricing? Without context, you're making assumptions in the dark. Also, what if that competitor's pricing strategy is flawed? If so, aligning with them will lead you down a misguided path.

Benchmarking protects you from such risks by providing a complete market overview. It confirms your decisions are rooted in broad market insights instead of individual competitors – fostering proactive, informed strategies.

Specialized insights for niche markets

Each hotel category comes with its own set of trends, guest expectations, and operational nuances. Spa hotels, for example, might revolve around wellness offerings, relaxation techniques, and holistic therapies. So, if you're operating within this specific segment, wouldn't it be beneficial to understand its winning trends?

By benchmarking within one category, you gain insights into the latest industry shifts. Are there new, emerging therapies gaining popularity? Or perhaps there's a rising demand for technology-driven relaxation? Such tailored insights ensure your offerings resonate with current trends, positioning you as a front-runner in your segment.

Benchmarking: The heart of revenue management

Within revenue management, there are numerous strategies and aspects you can prioritize. However, benchmarking stands as an indispensable pillar among them. Whether you're honing in on dynamic pricing, inventory control, or channel management, integrating benchmarking into your approach provides an invaluable foundation.

In essence, no matter which facets you choose to spotlight, incorporating benchmarking is non-negotiable.

Staying ahead in the hotel industry requires informed decisions. Benchmarking provides the insights needed to optimize your strategies and elevate your revenue. Ready to get started? Contact us today, and let's optimize your hotel's performance together.