The Sofitel Gold Coast Broadbeach hotel is an ACCOR-franchised full-service hotel with 300 rooms and suites across three room categories in the heart of Gold Coast, Broadbeach.

The RM team meets with the front-office and sales manager to discuss three tactical revenue management aspects on their meeting agenda:

Lacking the demand of its traditional conference group segment, the Sofitel Gold Coast Broadbeach was lagging in the market share. By offering a variety of personalised packages for families and couples, it tried to capture a share of the Gold Coast competitive market back.

Pricing and RM teams assess the impact of multiple RM tactics on the occupancy, the ADR, and RevPAR to develop robust strategies.

Expanding the family & couple package offerings results in the following data.

To conduct a comparative, competitive analysis by using the occupancy, ADR, and RevPAR results (See table above), and

Evaluate the hotels tactical RM effectiveness relative to its STR competitive set by calculating all penetration indices for the years 2022 and 2023 (Occupancy, ADR, and RevPAR indices).

Given your analysis in (A), comment on the hotels relative over-/underperformance and provide a recommendation on how RM tactics can address these issues.

Briefly discuss the notion that GoPPAR is a better financial measure of the RM performance .