Customer spotlight: iH Hotels
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How iH Hotels uses Rate Insight and Market Insight to save time and strengthen pricing
Key Results:
Saved at least two hours daily on pricing checks
Supported measurable ADR growth of around 5% year-over-year (part of broader tech transformation)
Enabled confident event pricing during unpredictable demand, including the Milan Olympics
About iH Hotels
iH Hotels is a regional Italian chain with properties across Milan, Venice, Padua, Rome, Courmayeur and Villasimius. The group’s portfolio consists mostly of four-star hotels, catering to both leisure and corporate guests, depending on location.
Paola Cinquegrani, Director of Revenue, oversees pricing and distribution strategy for northern Italy. Her role includes balancing complex market conditions – from Milan’s highly dynamic city-center properties to leisure-driven resorts.
With a lean team, Paola manages daily revenue decisions and long-term strategies, ensuring that iH Hotels remains competitive and adaptable in fast-moving markets.
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Saving time in daily pricing decisions
Challenge:
Milan is one of the most dynamic hotel markets in Italy. Rates can shift several times a day due to sudden spikes in demand, especially near transport hubs like train stations or in the city centre.
With each iH property serving a different business mix, Paola and her team had to manually monitor and update pricing across multiple hotels. This was not only time-consuming but also left room for missed opportunities and delays.
Solution:
Rate Insight became the daily starting point for pricing decisions. Each morning, Paola reviews pick-up alongside real-time competitor rates for the next 30 to 90 days, then checks again in the afternoon.
The ability to instantly see where iH Hotels stands against the market allows her to act quickly when pick-up accelerates or when competitors adjust their strategies.
Results:
Saves at least two hours daily compared to manual checks
Handles multiple pricing adjustments per property per day with confidence
Keeps pace with Milan’s fast-moving same-day demand near transport hubs
“Before Lighthouse, we spent hours manually checking competitor prices. Now we save a couple of hours every single day, which is huge for a small team managing many properties.”
Using granular data for smarter strategies
Challenge:
The previous rate-shopping tool only offered a single rate view, such as the best flexible rate.
For a portfolio that needs to track breakfast inclusions, single vs. double occupancy, and lowest available rates, this lack of detail made it impossible to validate RMS recommendations or build nuanced strategies.
Solution:
With Rate Insight, Paola can now break down competitor rates by room type, meal plan, and occupancy. This granular view feeds directly into day-to-day decision-making and long-term planning.
The strategy page supports yearly pricing frameworks, while Market Insight adds visibility into forward-looking demand signals – critical when dealing with events, responding to group requests or entering new markets like Venice.
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Results:
Access to detailed competitor rate breakdowns
Informed group quotations and long-term strategy settings
Clearer positioning in new markets like Venice
"“With Lighthouse, I can compare the lowest available rates, room types, and occupancies. That detail makes a big difference in how I set our prices.”
Navigating major events with confidence
Challenge:
Large-scale events like the Milan Olympics bring unique challenges. Blocks of rooms were initially held by the organizers, only to be suddenly released back into the market.
Without historical precedent, iH Hotels risked either overpricing and missing bookings or underpricing and leaving money on the table.
Solution:
Market Insight provided real-time demand data that revealed traveler interest was still strong even as rooms were released. By tracking search and booking intent, Paola avoided reactive price cuts and based decisions on demand trends instead of panic.
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Results:
Maintained strong rates despite sudden market shifts
Gained clarity on peaks and demand distribution during large events
Avoided reactive pricing and grounded decisions in real-time data
“Market Insight was very useful to avoid following gut feelings and to stick to something more data-related. That’s exactly what we need for the upcoming Olympics in Milan in 2026.”
Driving a broader tech transformation
Challenge:
iH Hotels needed to modernize its systems, but the main challenge was to clearly demonstrate the value of new tools to encourage adoption across the organization.
Without a clear proof point, it was difficult to justify investment in RMS and CRS solutions.
Solution:
Lighthouse acted as the gateway technology. Its ease of use and immediate impact on pricing accuracy demonstrated the value of modern, data-driven decision-making. Once the team saw how Rate Insight and Market Insight improved workflows, iH Hotels accelerated its broader tech transformation.
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Results:
Kick-started the adoption of RMS and CRS systems
Improved ADR by at least 5% year-over-year, even in a complex market
Built organizational confidence in technology-driven revenue strategy
“Lighthouse was the beginning of a real revolution. Since then, by improving our wider tech transformation, we have improved ADR by at least 6% compared to last year.”
Easy implementation and strong support
Challenge:
New technology implementations are often lengthy projects requiring IT resources, training, and process redesign. For a lean revenue team managing multiple properties, such overhead was unrealistic.
Solution:
Lighthouse required minimal setup. Selecting competitors and segmenting room types took less than an hour, and the system was ready for immediate use.
Unlike other tools requiring complex integration, Lighthouse was plug-and-play. Strong support from the Lighthouse team further eased the transition.
Results:
Immediate use of Rate Insight and Market Insight with minimal onboarding
Reduced friction compared to other systems requiring heavy integration
Reliable customer service providing ongoing confidence and support
“It was super easy. You just set competitors and segment room types, and in minutes you’re ready. Compared to other systems, it’s really as easy as signing a contract.”
Easy implementation and strong support
Challenge:
New technology implementations are often lengthy projects requiring IT resources, training, and process redesign. For a lean revenue team managing multiple properties, such overhead was unrealistic.
Solution:
Lighthouse required minimal setup. Selecting competitors and segmenting room types took less than an hour, and the system was ready for immediate use. Unlike other tools requiring complex integration, Lighthouse was plug-and-play. Strong support from the Lighthouse team further eased the transition.
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Results:
Immediate use of Rate Insight and Market Insight with minimal onboarding
Reduced friction compared to other systems requiring heavy integration
Reliable customer service providing ongoing confidence and support
“It was super easy. You just set competitors and segment room types, and in minutes you’re ready. Compared to other systems, it’s really as easy as signing a contract.”
Final thoughts
For Paola, Lighthouse made revenue management possible “as it really has to be done.” The tools not only save time but also elevate strategy and decision-making. She highlights their ease of use, quick setup, and reliable customer support as standout advantages.
“It will allow you to do revenue management as you really should be doing it, to work on another level. If we want to do it properly, we definitely need a tool like Lighthouse.”
