How can a city hotel increase its RevPAR?

A city hotel can increase RevPAR by implementing a multi-channel strategy focused on reducing OTA dependence, executing dynamic pricing, and building a direct corporate sales funnel. In our Kigali case study, this approach led to a 19% RevPAR increase in just 90 days.

How do you reduce a hotel's dependence on OTAs?

We reduce OTA dependence by deploying our OTA Counter-Strike Calendar to strategically manage inventory and overhauling a hotel's direct booking engine to make it more attractive to guests. This strategy increased direct bookings by 24% for our client in Kigali.

Can you provide a real example of your hotel consulting results in Africa & Middle East?

Yes. This case study details our work with a luxury hotel in Kigali, Rwanda, where we delivered a 19% increase in RevPAR, a 35% reduction in OTA commission costs, and a 24% growth in direct bookings, proving the effectiveness of our revenue management strategies.

How Can a City Hotel Increase RevPAR by 19% in 122 Days?

This example case study details strategies OMNI Hospitality Systems™ deploys to break luxury hotel's dependence on high-commission Online Travel Agencies (OTA), resulting in a 24% increase in direct bookings and a significant lift in profitability.

The Challenge: Stagnant RevPAR and Crippling OTA Fees

A leading luxury hotel in Kigali, a hub for international MICE and corporate travel, faced stagnant growth. RevPAR had increased by only 1.5% year-over-year, well below the market average. An operational audit revealed the core issue: over-reliance on OTA, which accounted for over 60% of all bookings.

This dependence can result in OTA commission fees consuming 22% of room revenue, eroding margins and giving third-party channels control over the hotel's inventory and pricing. Their own direct booking engine was underperforming, capturing less than 20% of total online reservations.

Our Approach: A 3-Phase Revenue Recovery Plan

We implement a targeted 12-week program focused on shifting the channel mix and optimizing pricing.

1. Deployed OMNI's OTA Counter-Strike Calendar

Analyze the channel mix to identify the least profitable OTA partners and periods of high compression.
Implement a dynamic inventory and rate allocation strategy, restricting OTA access during peak demand periods to drive traffic to direct channels.
Overhaul the hotel's direct booking engine with a clear value proposition, including a "Best Rate Guarantee" and exclusive perks for direct bookings.

2. Execute a Dynamic Pricing Strategy

Replace the hotel's static rate structure with a dynamic pricing model based on demand forecasting, competitor set analysis, and a city-wide events calendar.
Train in-house revenue and reservations teams to manage rates actively, focusing on yield management and upselling techniques.

3. Built a Direct Corporate & MICE Sales Funnel

Develop new, tiered packages specifically for corporate clients, NGOs, and conference organizers.
Launch a direct outreach program to local and international businesses with a presence in Kigali to secure long-stay and group bookings outside of public channels.

Results Achieved

The strategy produced a significant and rapid financial turnaround:

19%

Increase in RevPAR within the first 122 days of implementation.

24%

Growth in direct bookings (website & phone) year-over-year.

35%

Reduction in total OTA commission payments, directly boosting GOPPAR.

12%

Increase in Average Daily Rate (ADR) due to effective yield management.

Client Feedback

"OMNI Hospitality Systems™ provided a clear, actionable roadmap - not just theory. They gave us the tools and training to take back control from the OTAs. The 19% RevPAR increase speaks for itself. We are no longer just selling rooms; we are strategically managing our revenue."
Dieudonné Disi - Director of Sales & Marketing, Luxury Hotel in Kigali, Rwanda

Conclusion

This engagement shows that city hotels in competitive African markets can break the cycle of OTA dependence. By implementing a disciplined, data-driven revenue management strategy, it is possible to shift business to more profitable direct channels, enhance yield, and achieve substantial growth in RevPAR and overall profitability.

Claw Back Your Hotel's RevPAR in Africa.

At OMNI Hospitality Systems™, with 25+ years deeply immersed in the African hospitality landscape, we have learned that exceptional results come from shared passion and precision.

We work with hospitality property owners, operators and GMs in Africa who have refused to settle for the ordinary - because we share their bold vision, unclouded perspective, and own relentless commitment to world-class standards.

We take on a limited number of assignments at any one time to give each our full focus and attention. When we commit, we go all in to ensure we deliver phenomenal, transformative results for each client we work with in Africa.

If that sounds like a perfect fit for you, contact our Nairobi Hub on +254710247295 or connect with us via WhatsApp for a candid, confidential discussion about your specific optimal path forward. You can also send us an email below.

How Can a City Hotel Increase RevPAR by 19% in <150 Days?