and reward your highest-
performing agents, and develop
your lower-performing agents
through tailored coaching and
training. FPG has seen a strong
correlation with top performers
also generating the most positive
service scores.
Case Study Results: Through a
targeted focus of development,
mentoring and training utilizing
IN-Gauge, the resort has seen
over 700% improvement YOY in
the average incremental revenue
generated by its front desk team.
2. Intelligently implement dynamic
pricing strategies:
Meeting customer needs while
maximizing profit is a fluid process;
it requires the flexibility to change
pricing and product offerings
based on customer preferences
and behavior, which can change
46 ILHA
monthly, weekly and even daily
due to a number of external
factors. Management must quickly
and continuously adapt.
IN-Gauge delivers real-time
reports detailing sales and ancillary
revenue at the product level.
Wouldn’t it be great to instantly
know how you’re converting on
late check-outs, room upgrades,
and executive lounge sales? IN-
Gauge provides a guideline for
what products to offer and at what
price, and can dynamically adjust
rates throughout the day based
on those numbers. By creating an
automated product pricing model
driven from real-time analysis,
you will identify the right service
offering and pricing for maximum
profit.
Case Study Results: As important
as it is to properly price your
room rates in the market, it is
equally as important to ensure
the strategy doesn’t stop in
reservations. Properly pricing
your products including room
upgrades will allow the hotel to
maximize ADR. Partnered with
FPG and IN-Gauge, the resort
has realized over $10 consistently
in ADR generated by the front
desk through its strategic pricing
of products that took the ADR
of room upgrades up over
200% YOY while increasing
room upgrade conversion
proportionately.
3. Strategically motivate
frontline agents with complete
transparency:
Granting the visibility to track and
analyze their own performance,
as well as the performance of
their team, keeps agents actively
engaged and motivated to improve
their skills, sales, service levels, and
income. Agents can intelligently
set goals based on actual data,
measure their progress, and
identify KPIs. This level of total
transparency across the entire
team instills a sense of ownership
and accountability, which
dramatically improves overall
numbers.
Case Study Results: Our analysts
have measured the impact of
engagement through our IN-
Gauge software and found
favorable results in multiple
categories. The performance
impact through actively using the
IN-Gauge software has a 3 to 1
ratio in sales performance to those
who are not. We have also seen
our recognition features double
a sales agent’s performance after
the recognition, and triple when
the recognition is personalized.
Similar results can be seen with
goal setting, coaching features and
our virtual training.
Unfortunately, such detailed insights
typically require hours of tedious
data entry and spreadsheet reporting,
which can be counterproductive and
unappealing. To realize the power
of this transparent methodology
without overwhelming agents with
administrative work, hotel properties
can deploy a software like IN-
Gauge to simplify the process with
automated sales tracking and metrics
calculation.
Reduce your margin-of-error on
important business decisions by
eliminating subjectivity and relying
on straightforward, unbiased
data to strategically align your
targets with business patterns in
sales performance. Incorporate
sabermetrics into your sales strategy.
It will be a game changer.
What are the sabermetrics in your
business? Find out by requesting
a demo of IN-Gauge, FPG’s
performance management software.
Email [email protected] for
more information.