Dalmata Hospitality

Dalmata Hospitality group manages around fifty properties across France which are primarily Accor brands including Ibis, Ibis Styles, Ibis Budget and HotelF1. They also manage fourteen Choice hotels under the brand Comfort.

We spoke to the revenue management team – Marie-Eugénie Sabatier and Paul Airoldi – about how they transformed their revenue management during the pandemic and kept up their industry-leading performance.

Old-School Frustrations

"We never used Revenue Management Software (RMS) previously and we were originally looking for an easy-to-use platform as it's just two of us running the revenue management for 41 hotels.

"To select an RMS we ran an extensive side-by-side comparison between three different RMS. After three months, we chose FLYR for Hospitality as the algo's strategy was much closer to the way we see revenue management – purely demand driven and adaptable.

"We work with 41 GMs and that's a lot of different personalities and needs. We wanted something that everyone could use so the design of the dashboard was critical. FLYR for Hospitality's dashboard is so easy to use and intuitive – we really need to be able see what's going on and it lets us do that.

"At the end of the day we are still revenue managers and want the option to keep our hands on the wheel; and this is possible with FLYR for Hospitality! The support and customer success team has been incredible."

Rapid Implementation

"We first tried it out on four hotels in September 2020, and then switched on two more hotels two months later to expand the trial. Finally, we decided to roll out to all of our properties in January 2021. For a complex range of properties and brands like we have, it was really impressive and unprecedented."

Instant Results

"We've had some great results – particularly in our one star hotels. We used to change prices twice a day but now it's all automated."

"Our occupancy has also remained high relative to the market despite the pandemic. We've had a few particularly good performers in May with 100% occupancy on many days.

"I'm a big believer in the algorithm and the argument they make about focusing on primary data instead of secondary data. We trust that, in the end, demand rules everything. FLYR for Hospitality's pricing algo adapts much better than all the others we looked at as it's driven by demand and not by CompSets."

Commercial Intelligence

"We're huge fans of the analytics alerts function. We need to be able to see if something happens that is out of the ordinary and it is able to send us this information without logging in.

"Beforehand we had an old static system and we really wanted an analytics tool that was more adaptable. We're looking forward to all the product updates and investments that are being made in Analytics!"