Client Result | Lifestyle Hotel
Rebuilding Market Share at The Hoxton Shepherd’s Bush
How Catala Consulting strengthened Revenue Management,
segment strategy and commercial execution to grow rooms revenue
and regain market share in a challenging London market.
+13.5%
RGI YoY
+8%
Rooms revenue YoY
+£137k
Group revenue YoY
The Challenge
Growing market share without relying on indiscriminate discounting
The Hoxton Shepherd’s Bush was operating in a competitive London market with an opportunity to strengthen occupancy, market share and commercial mix.
The objective was not simply to buy demand through lower rates. The commercial strategy needed to balance ADR and occupancy while building a stronger base of groups, airline crew, negotiated corporate and qualified business.
Property
The Hoxton Shepherd’s Bush
Location
London, United Kingdom
Positioning
Lifestyle Hotel
Market
London Shepherd’s Bush
Engagement
Outsourced Revenue Management
What We Did
Connecting pricing decisions with the wider commercial mix
The engagement focused on improving Revenue Management execution while
strengthening the quality and balance of business entering the hotel.
01
Pricing & Revenue Strategy
Managed pricing, yielding and forward demand analysis to balance
occupancy growth with rate integrity across weekdays and weekends.
02
Segment Mix Optimisation
Strengthened the contribution from groups, airline crew, negotiated
corporate and qualified demand to build a more resilient commercial base.
03
Market-Share Management
Used STR, competitive-set performance, pace and market intelligence
to actively manage occupancy index, rate index and RevPAR index.
04
Commercial Collaboration
Worked closely with hotel leadership and commercial teams to connect
Revenue Management decisions with sales, groups and wider hotel strategy.
The Impact
Revenue growth accompanied by meaningful market-share gains
100.1
RGI achieved
RevPAR index improved 13.5% year-on-year, with the strongest
rank improvement within the competitive set.
+8%
Rooms revenue
Rooms revenue increased by 8%, compared with the
same period in the previous year.
£137k
Group revenue
Group production increased by £137k year-on-year and represented
21% of the rooms revenue mix.
Results shown relate to the performance at time of the analysis. Market-share metrics are
based on the hotel's reported STR competitive set. Performance is influenced
by market conditions, segmentation, demand mix and wider commercial execution.
Client Perspective
“
The support and guidance provided by Thibault and Richard were invaluable.
They left The Hoxton Shepherd’s Bush in a much better commercial position
than when they found it.
Roberto Leonardi
General Manager, The Hoxton Shepherd’s Bush
Work With Us
Looking to strengthen your hotel’s market share?
Speak with our team about how Catala Consulting can strengthen pricing, market positioning, segmentation and commercial performance.