Customer spotlight: Leonardo Hotels Poland

Key Results:

• Increased average rates by several percentage points across multiple properties

• Identified demand spikes and city events earlier, avoiding underpricing during peak periods

• Improved bed and breakfast and half board share, lifting both rooms and F&B revenue

• Avoided selling up to half the hotel at significantly discounted rates during unexpected demand spikes

The Challenge: Four hotels, four strategies, one revenue manager

Managing revenue across four hotels might sound straightforward until you realize each property is fundamentally different.

Edyta Niedoba, Revenue Manager for Leonardo Hotels Poland, faces this daily: two large Warsaw hotels with 300+ rooms each (NYX Hotel Warsaw with 331 rooms and Leonardo Royal Warsaw with 362 rooms), where one attracts balanced leisure and business demand while the other is predominantly corporate.

Then there are two boutique properties in Kraków's Old Town and City Center, where seasonality and city events play a much stronger role.

Each property requires its own strategy, its own competitive set, and its own approach to pricing. And with market behavior becoming increasingly unpredictable, relying on historical data was no longer enough.

Edyta's responsibilities extend far beyond setting room rates. She oversees pricing strategy, segmentation, forecasting, promotions and availability management across every channel and every segment.

She also manages supplements, including breakfast, half-board, parking and room upgrades – areas that significantly impact total revenue per guest but are often overlooked.

The problem? Before Lighthouse, most of her tools only showed what had already happened. Building a strategy on the past made sense when seasonality was predictable and markets behaved consistently. But that world no longer exists.

When seasonality stops following the rules

Challenge:

Traditional forecasting methods relied heavily on historical patterns that no longer reflected reality. Seasonality in Warsaw and Kraków has become increasingly volatile, with demand shifting into unexpected months.

Solution:

Lighthouse Pricing gives Edyta a clear, forward-looking view of demand across the city, allowing her to see what was developing weeks and months ahead rather than relying on past performance.

Results:

• Improved forecasting accuracy in highly volatile periods

• Spotted demand differences between Warsaw and Kraków months in advance for May bookings, allowing proactive rate adjustments

• Earlier rate adjustments during emerging high-demand windows

• Reduced reliance on intuition and historical assumptions

Pricing business groups with full market and event visibility

Challenge:

Group pricing decisions were previously made with limited visibility into true market demand and citywide events, increasing the risk of accepting low-rated business during high-demand periods.

Solution:

By combining on-the-books data with Lighthouse Pricing, Edyta can immediately assess market demand, competitor pricing and city events before responding to group requests.

Results:

• More confident and assertive group pricing during peak demand

• Immediate reaction to city events and competitor sell-outs

• Reduced risk of selling large volumes at discounted rates

• Full visibility into which specific properties have conferences or limited availability

Using a wider smart compset to price with confidence

Challenge:

A narrow competitive set often provides misleading signals, making it difficult to judge whether higher competitor rates reflect real demand or isolated situations like one large group booking.

Solution:

Lighthouse Pricing Smart Compset allowed Edyta to monitor demand across a much wider range of relevant hotels, giving her confidence that demand was truly citywide rather than property-specific

Results:

• More aggressive and confident rate increases during strong demand periods

• Better alignment between pricing strategy and true market conditions

• Reduced risk of overreacting to isolated competitor behavior

Capturing missed revenue through early event detection

Challenge:

Even with manual research, smaller or extended city events were sometimes missed, leading to strong pickup at rates that were too low.

Solution:

Lighthouse Pricing automatically surfaced changes in event activity, alerting Edyta to additional concert dates and unexpected demand drivers.

Results:

• Immediate rate increases during sudden demand spikes

• Avoided selling up to half the hotel (or more) at significantly discounted rates

• Faster restriction of discounted rates and packages during compression

• Eliminated time spent manually researching every potential city event

Strengthening breakfast and half-board revenue

Challenge:

While room-only rates were well-positioned, breakfast and half-board supplements lagged behind the market, limiting total revenue per guest.

Solution:

Using Lighthouse Pricing, Edyta compared supplements across the market, identified seasonality patterns in competitor pricing, and adjusted her own supplement strategy accordingly.

Results:

• Increased bed and breakfast share

• Higher food and beverage revenue alongside room revenue

• Successful introduction of half board in selected properties where it was operationally feasible

• Time saved by seeing all supplement data in one place instead of checking each competitor manually

Protecting rate integrity and distribution performance

Challenge:

Parity violations and undercutting by wholesalers created pricing inconsistencies that threatened revenue and brand control.

Solution:

Lighthouse Distribution alerts allowed the team to quickly identify offending channels and work with the e-commerce team to resolve or block issues.

Results:

• Faster response to parity breaches

• Better control over contracted and package rates

• More strategic closing of lower-rated channels during high demand

• Clear evidence (screenshots) to use in negotiations with OTAs and wholesalers

Everything in one place: From past performance to future strategy

One of the most valuable aspects of Lighthouse for Edyta is having everything in one platform. Previously, she would rely on one tool for historical data, channel manager reports for competitor rates, and manual research for city events – constantly switching between systems to piece together a complete picture.

Now, she can see past performance, future demand, competitor rates, supplements, parity issues and city events all within Lighthouse. This not only saves time but improves the quality of every decision by providing full context in one view.

When Edyta achieves top RGI performance, she studies what pricing strategies led to that success. Lighthouse's historical rate visibility allows her to analyze past positioning and rates, then use those insights to inform future strategy.

The results speak for themselves: higher average rates, stronger ancillary revenue, and the confidence to price aggressively when market conditions support it.

For a revenue manager juggling four distinct properties across two cities, having reliable forward-looking data has transformed pricing from educated guesswork into strategic decision-making.