Driving Corporate Sales Clarity for a Major Hotel Chain

Challenge

A major international hotel chain was facing challenges accurately measuring and managing sales associated with their key corporate travel accounts. The hotel struggled with attributing individual room bookings to specific corporate clients, leading to ambiguity in sales tracking, inefficient client relationship management, and misaligned sales incentives. The client engaged Mahusai Global Partners to develop an innovative solution to accurately attribute room sales to corporate clients and streamline sales management processes.

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Solution

Mahusai Global Partners utilized advanced dynamic algorithms to precisely identify and allocate individual room bookings to the correct corporate clients. This approach ensured accurate attribution of sales to the appropriate corporate accounts and sales teams. We built robust data pipelines using cutting-edge data integration techniques to securely load the processed data into AWS Redshift, providing a reliable and centralized repository for analytics. Additionally, we developed a sophisticated corporate sales measurement dashboard and detailed customer scorecard reports using AWS Quicksight. These tools enabled real-time monitoring of sales performance, improved visibility into client-specific revenues, and facilitated proactive decision-making by sales teams.

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Technology

• Matching algorithms - Dynamic Almost Matching Exactly (DAME) and Fast Large-Scale Almost Matching Exactly (FLAME)
• AWS Redshift (Data Warehouse)
• AWS Glue and custom ETL pipelines (Data Integration)
• AWS Quicksight (Business Intelligence and Visualization)

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Results

Post-implementation, the hotel chain experienced significant improvements in sales management clarity and efficiency. The accuracy of sales attribution increased by over 95%, directly leading to better-informed sales strategies, targeted client relationship management, and increased revenue growth from key corporate accounts. The intuitive dashboards and customer scorecards received overwhelmingly positive feedback from sales managers and executives, empowering them with actionable insights and significantly enhancing their ability to forecast and achieve sales targets.

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