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Am Ende haben wir sehr viel von Hand und mit Excel gearbeitet.“",[966],{"start":882,"end":967,"type":968},345,"em","card_highlight$15aef291-3aad-4376-beac-4b68e1afeaac","card_highlight",{"variation":32,"version":68,"items":972,"primary":973,"id":1105,"slice_type":957,"slice_label":5},[],{"text":974},[975,981,984,990,996,1002,1011,1016,1019,1022,1029,1034,1039,1044,1047,1050,1054,1066,1069,1072,1075,1087,1090,1096,1099,1102],{"type":662,"text":976,"spans":977,"direction":672},"Das führte zu einem hohen Arbeitsaufwand, wenig Spielraum für schnelle Reaktionen und Schwierigkeiten, das Umsatzpotenzial voll auszuschöpfen.",[978],{"start":979,"end":980,"type":946},42,142,{"type":937,"text":982,"spans":983,"direction":672},"Die Lösung",[],{"type":662,"text":985,"spans":986,"direction":672},"Nach einer sorgfältigen Analyse der Unterkunft schlug Smartness dem Team von Piccolo Pevero vor, Smartresults zu aktivieren: das erfolgsbasierte Modell, bei dem nicht nur Software bereitgestellt wird, sondern auch ein eigenes Team, das an Strategie und operativer Umsetzung arbeitet.",[987],{"start":988,"end":989,"type":946},97,109,{"type":662,"text":991,"spans":992,"direction":672},"Die erste Analyse des Hotels zeigte, dass der Direktvertrieb mit 77 % im Buchungsmix bereits stark war, jedoch sehr stark von der Booking Engine geprägt wurde:",[993],{"start":994,"end":995,"type":946},65,85,{"type":997,"text":998,"spans":999,"direction":672},"list-item","Offline-Direktbuchungen machten 29 % aus",[1000],{"start":882,"end":1001,"type":946},23,{"type":997,"text":1003,"spans":1004,"direction":672},"die Booking Engine trug 48 % bei",[1005,1008],{"start":1006,"end":1007,"type":946},4,11,{"start":1009,"end":1010,"type":946},12,18,{"type":997,"text":1012,"spans":1013,"direction":672},"Buchungsportale lagen bei 23 %",[1014],{"start":882,"end":1015,"type":946},15,{"type":662,"text":1017,"spans":1018,"direction":672},"Gemeinsam mit dem Team von Piccolo Pevero wurde das Ziel definiert, die Lücken zu schließen, die das Hotel bislang daran hinderten, sein volles Potenzial bei Umsatz, Direktbuchungen und ADR auszuschöpfen.",[],{"type":662,"text":1020,"spans":1021,"direction":672},"Dafür setzte Smartresults auf einen integrierten Ansatz mit vier zentralen Hebeln:",[],{"type":997,"text":1023,"spans":1024,"direction":672},"dynamische Preisgestaltung, mit der Aktivierung von Smartpricing Ultra, um Preise zu optimieren und präziser auf die Nachfrage zu reagieren",[1025,1027],{"start":882,"end":1026,"type":946},10,{"start":1007,"end":1028,"type":946},26,{"type":997,"text":1030,"spans":1031,"direction":672},"Direktvertriebsstrategie, mit der Implementierung von Smartcrs, um Angebotsanfragen und Verhandlungen besser zu steuern und die Conversion Rate zu erhöhen",[1032],{"start":882,"end":1033,"type":946},24,{"type":997,"text":1035,"spans":1036,"direction":672},"Online-Sichtbarkeit, mit der Aktivierung von Smartads Premium, um mehr qualifizierte Nachfrage zu erreichen und den gesamten Weg von der ersten Aufmerksamkeit bis zur Buchung abzudecken",[1037],{"start":882,"end":1038,"type":946},19,{"type":997,"text":1040,"spans":1041,"direction":672},"Überarbeitung von Website und Booking Engine, mit Smartsite Premium, um die Wirksamkeit des Direktkanals weiter zu steigern.",[1042],{"start":882,"end":1043,"type":946},44,{"type":937,"text":1045,"spans":1046,"direction":672},"Das Ergebnis",[],{"type":662,"text":1048,"spans":1049,"direction":672},"Nach einem Jahr mit Smartresults konnte Piccolo Pevero Buchungen und Umsatz deutlich steigern. Grundlage dafür war die gezielte Arbeit an Preisstrategie, Distribution und Nachfragesteuerung. So gelang es dem Hotel, den Vertriebsmix besser auszubalancieren und den wirtschaftlichen Wert der einzelnen Verkaufskanäle zu erhöhen.",[],{"type":1051,"text":1052,"spans":1053,"direction":672},"heading3","Wachstum bei Gesamtumsatz und ADR",[],{"type":662,"text":1055,"spans":1056,"direction":672},"Das erste Ergebnis zeigt sich im Gesamtgeschäft: Der Umsatz stieg um +51%, während die durchschnittliche Tagesrate (ADR) über alle Vertriebskanäle hinweg im Schnitt um +24% zunahm.",[1057,1060,1063],{"start":1058,"end":1059,"type":946},69,73,{"start":1061,"end":1062,"type":946},87,120,{"start":1064,"end":1065,"type":946},168,173,{"type":662,"text":1067,"spans":1068,"direction":672},"Dieser Wert ist besonders relevant, weil er zeigt, dass das Hotel die vorhandene Nachfrage deutlich besser monetarisieren konnte.",[],{"type":1051,"text":1070,"spans":1071,"direction":672},"Mehr Umsatz über Direktbuchungen, online und offline",[],{"type":662,"text":1073,"spans":1074,"direction":672},"Auch der Direktkanal, der bereits auf einer starken Basis startete, entwickelte sich weiter und generierte zusätzlichen Wert.",[],{"type":662,"text":1076,"spans":1077,"direction":672},"Der gesamte Direktumsatz stieg um +23%. Getragen wurde dieses Wachstum vor allem von den direkten Offline-Buchungen, die um +74% zunahmen. Die Booking Engine blieb gleichzeitig ein strategisch wichtiger Kanal im Vertriebsmix.",[1078,1081,1084],{"start":1079,"end":1080,"type":946},34,38,{"start":1082,"end":1083,"type":946},89,115,{"start":1085,"end":1086,"type":946},124,128,{"type":1051,"text":1088,"spans":1089,"direction":672},"Höherwertige Buchungen über OTAs",[],{"type":662,"text":1091,"spans":1092,"direction":672},"Die durchschnittliche Tagesrate (ADR) der über OTAs vermittelten Buchungen verzeichnete mit +35% den stärksten Anstieg.",[1093],{"start":1094,"end":1095,"type":946},92,96,{"type":662,"text":1097,"spans":1098,"direction":672},"Das zeigt: Die Buchungsportale wurden nicht einfach genutzt, um Volumen zu erzeugen, sondern strategischer eingesetzt, um wertvollere Nachfrage zu erreichen und besser zu monetarisieren.",[],{"type":1051,"text":1100,"spans":1101,"direction":672},"Weniger manuelle Arbeit, mehr Geschwindigkeit",[],{"type":662,"text":1103,"spans":1104,"direction":672},"Auch im operativen Alltag stellte Hotel Piccolo Pevero eine deutliche Verbesserung fest.",[],"rich_text$33ede462-281b-4452-9dec-883bbbc80a46",{"variation":32,"version":68,"items":1107,"primary":1108,"id":1116,"slice_type":970,"slice_label":5},[],{"title":1109,"description":1110},[],[1111],{"type":662,"text":1112,"spans":1113,"direction":672},"„Smartness hat uns vorgeschlagen, im Vergleich zu früher komplett neu anzusetzen. Trotz anfänglicher Bedenken haben wir sofort Fortschritte gesehen, und zwar nicht nur finanziell: Die Kommunikation mit den Gästen wurde besser, Angebote können schneller verschickt werden und wir verbringen keine Stunden mehr damit, Verfügbarkeiten zu öffnen und zu schließen. Sogar unser Papierverbrauch ist drastisch gesunken.“",[1114],{"start":882,"end":1115,"type":968},412,"card_highlight$93f272e3-2e90-49f3-b228-90b0c31dfbd1","Smartness Bewertungen: Hotel Piccolo Pevero (Arzachena, Italien) - Fallstudie | Smartness","Lesen Sie in der Fallstudie, welche Erfahrung Hotel Piccolo Pevero (Arzachena, Italien) mit Smartness gemacht hat.",{"dimensions":1120,"alt":1123,"copyright":5,"url":1124,"id":880,"edit":1125},{"width":1121,"height":1122},2400,1260,"Hotel Piccolo Pevero (Arzachena)","https:\u002F\u002Fimages.prismic.io\u002Fsmartness\u002FaedEL8BOoF08xKoR_PiccoloPevero.jpg?auto=format,compress&rect=0,73,1024,538&w=2400&h=1260",{"x":882,"y":1059,"zoom":883,"background":884},[1127],{"variation":32,"version":68,"items":1128,"primary":1129,"id":1141,"slice_type":1142,"slice_label":5},[],{"icon":5,"title":1130,"description":1134,"link":1138},[1131],{"type":662,"text":1132,"spans":1133,"direction":672},"Starten Sie mit einer Demo",[],[1135],{"type":662,"text":1136,"spans":1137,"direction":672},"Erfahren Sie, wie Sie mit Smartness das volle Potenzial Ihrer Unterkunft ausschöpfen können. 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Sie haben sofort erkannt, was Is Cheas werden kann und welches Potenzial darin steckt.",[1172],{"start":882,"end":1173,"type":968},175,{"dimensions":1175,"alt":1166,"copyright":5,"url":1177,"id":1178,"edit":1179},{"width":877,"height":1176},576,"https:\u002F\u002Fimages.prismic.io\u002Fsmartness\u002FagXdHKYofJOwHQDi_Ischeascasestudy.jpg?auto=format,compress","agXdHKYofJOwHQDi",{"x":882,"y":882,"zoom":883,"background":884},{"id":886,"type":887,"tags":1181,"lang":14,"slug":889,"first_publication_date":890,"last_publication_date":890,"uid":889,"data":1182,"link_type":24,"key":892,"isBroken":34},[],{"label":242},{"id":894,"type":895,"tags":1184,"lang":14,"slug":897,"first_publication_date":898,"last_publication_date":899,"uid":900,"data":1185,"link_type":24,"key":902,"isBroken":34},[],{"label":312},{"id":904,"type":905,"tags":1187,"lang":14,"slug":907,"first_publication_date":908,"last_publication_date":909,"uid":910,"data":1188,"link_type":24,"key":913,"isBroken":34},[],{"label":912},[1190],{"type":662,"text":1191,"spans":1192,"direction":672},"San Vero Milis, Italien",[],[1194],{"type":662,"text":1195,"spans":1196,"direction":672},"12",[],[1198,1200,1202],{"value":1199,"label":925},"+131%",{"value":1201,"label":928},"+13%",{"value":1203,"label":337},"+109%",[1205,1244,1259,1337,1347,1445],{"variation":32,"version":68,"items":1206,"primary":1207,"id":956,"slice_type":957,"slice_label":5},[],{"text":1208},[1209,1211,1217,1232,1238,1241],{"type":937,"text":938,"spans":1210,"direction":672},[],{"type":662,"text":1212,"spans":1213,"direction":672},"Is Cheas ist ein luxuriöser Agriturismo in der Landschaft rund um San Vero Milis im Westen Zentralsardiniens, unweit der Strände der Sinis-Halbinsel. Gegründet von Francesca Ledda, entstand das Projekt als nachhaltiger landwirtschaftlicher Betrieb und touristisches Konzept, das im Einklang mit der Umwelt, der traditionellen sardischen Architektur und der Identität des Gebiets entwickelt wurde.",[1214],{"start":1215,"end":1216,"type":946},206,273,{"type":662,"text":1218,"spans":1219,"direction":672},"Die Unterkunft richtet sich an Paare und Familien und hat ihr Angebot im Laufe der Jahre schrittweise erweitert. Zu den ersten vier Pinnetti, Unterkünften nach dem Vorbild alter lokaler Hirtenbauten, kamen später sechs Lodges hinzu, alle mit eigenem Garten und privatem Pool.",[1220,1223,1226,1229],{"start":1221,"end":1222,"type":946},127,131,{"start":1224,"end":1225,"type":946},132,140,{"start":1227,"end":1228,"type":946},213,218,{"start":1230,"end":1231,"type":946},219,225,{"type":662,"text":1233,"spans":1234,"direction":672},"Neben der Beherbergung hat Is Cheas auch ein hochwertiges Erlebnis- und Gastronomieangebot aufgebaut. Das Restaurant, das auch für externe Gäste geöffnet ist, gehört zu den markantesten Elementen des Hauses. Hinzu kommen die Produktion zertifizierter sardischer Trauben, die von einer lokalen Kellerei vinifiziert werden, Weinbergführungen und Verkostungen, Kochkurse, Ausritte sowie ein SPA-Bereich mit Massagen und Behandlungen.",[1235],{"start":1236,"end":1237,"type":946},45,100,{"type":937,"text":1239,"spans":1240,"direction":672},"Das Projekt",[],{"type":662,"text":1242,"spans":1243,"direction":672},"Is Cheas ist ein anspruchsvolles Projekt mit einer starken Identität und einer klaren Vision. Deshalb suchte Francesca bei der Zusammenarbeit mit Smartness nicht einfach nur ein Tool, um Buchungen und Profitabilität zu steigern.",[],{"variation":32,"version":68,"items":1245,"primary":1246,"id":969,"slice_type":970,"slice_label":5},[],{"title":1247,"description":1248},[],[1249,1254],{"type":662,"text":1250,"spans":1251,"direction":672},"„Wir brauchten jemanden, der gemeinsam mit uns an das Projekt glaubt, und das Smartness-Team hat sofort erkannt, was Is Cheas werden kann und welches Potenzial darin steckt. Das ist keineswegs selbstverständlich.",[1252],{"start":882,"end":1253,"type":968},212,{"type":662,"text":1255,"spans":1256,"direction":672},"Unser Haus ist anders als andere Unterkünfte in Sardinien und steht für eine neue Vorstellung von luxuriöser Reiseerfahrung. Wir mussten bekannter werden, wollten aber jemanden an unserer Seite, der uns hilft, uns auf die richtige Weise zu erzählen.“",[1257],{"start":882,"end":1258,"type":968},250,{"variation":32,"version":68,"items":1260,"primary":1261,"id":1105,"slice_type":957,"slice_label":5},[],{"text":1262},[1263,1270,1272,1275,1279,1283,1288,1293,1304,1307,1317,1325,1332],{"type":662,"text":1264,"spans":1265,"direction":672},"Die Anfrage an Smartness entstand also aus einem doppelten Bedürfnis: Einerseits sollte das Projekt wachsen, indem mehr Direktbuchungen generiert und die richtigen Zielgruppen erreicht werden. Andererseits ging es darum, die Identität der Marke zu schützen und gezielt weiterzuentwickeln.",[1266,1268],{"start":1237,"end":1267,"type":946},107,{"start":944,"end":1269,"type":946},244,{"type":937,"text":982,"spans":1271,"direction":672},[],{"type":662,"text":1273,"spans":1274,"direction":672},"Als das Smartness-Team 2023 die Performance-Daten von Is Cheas im Detail analysierte, zeigte sich bereits eine solide Ausgangsbasis mit einem relevanten Anteil an Direktbuchungen und einem insgesamt guten Gleichgewicht:",[],{"type":997,"text":1276,"spans":1277,"direction":672},"Online-Buchungsplattformen machten 24 % aus",[1278],{"start":882,"end":1028,"type":946},{"type":997,"text":1280,"spans":1281,"direction":672},"Offline-Direktbuchungen lagen bei 49 %",[1282],{"start":882,"end":1001,"type":946},{"type":997,"text":1284,"spans":1285,"direction":672},"die Booking Engine trug 27 % bei",[1286,1287],{"start":1006,"end":1007,"type":946},{"start":1009,"end":1010,"type":946},{"type":662,"text":1289,"spans":1290,"direction":672},"Was Is Cheas fehlte, war der nächste Entwicklungsschritt: eine ganzheitliche Strategie, die Nachfrage besser ausschöpft, die Booking Engine gezielt stärkt und ein geordnetes, nachhaltiges Wachstum des Geschäfts unterstützt.",[1291],{"start":1146,"end":1292,"type":946},223,{"type":662,"text":1294,"spans":1295,"direction":672},"Deshalb schlug Smartness Francesca die Aktivierung von Smartresults vor: das erfolgsbasierte Modell, das Software, spezialisierte Beratung und operative Umsetzung in einem einzigen Wachstumsprojekt bündelt, mit einer variablen Provision auf Basis der tatsächlich erreichten Ergebnisse.",[1296,1299,1301],{"start":1297,"end":1298,"type":946},55,67,{"start":1300,"end":1094,"type":946},77,{"start":1302,"end":1303,"type":946},93,99,{"type":662,"text":1305,"spans":1306,"direction":672},"Smartresults setzte die Arbeit dann koordiniert in vier Bereichen auf:",[],{"type":1308,"text":1309,"spans":1310,"direction":672},"o-list-item","Digitale Experience, mit Smartsite Ultra, das die Website vollständig neu aufsetzte, um die Markenwelt von Is Cheas besser zu transportieren und die User Journey bis zur Buchung gezielt zu unterstützen.",[1311,1312,1314],{"start":882,"end":1038,"type":946},{"start":1313,"end":1079,"type":946},25,{"start":1315,"end":1316,"type":946},35,40,{"type":1308,"text":1318,"spans":1319,"direction":672},"Revenue Management, mit Smartpricing Ultra, um die Preise zu optimieren, Nachfragefenster besser zu lesen und die Fähigkeit der Unterkunft zu stärken, ihr Positioning besser auszuschöpfen.",[1320,1321,1323],{"start":882,"end":1010,"type":946},{"start":1033,"end":1322,"type":946},36,{"start":1324,"end":979,"type":946},37,{"type":1308,"text":1326,"spans":1327,"direction":672},"Direkter Kanal, mit Smartcrs, um Anfragen und Verhandlungen besser zu steuern, die Conversion Rate zu erhöhen und die Rolle der Booking Engine im Distributionsmix zu stärken.",[1328,1329],{"start":882,"end":666,"type":946},{"start":1330,"end":1331,"type":946},20,28,{"type":1308,"text":1333,"spans":1334,"direction":672},"Nachfragesteuerung, mit SmartadsUltra, um Nutzer mit hoher Buchungsabsicht gezielt zu erreichen und das Wachstum des direkten Kanals durch fokussierte Kampagnen zu unterstützen.",[1335,1336],{"start":882,"end":1010,"type":946},{"start":1033,"end":1324,"type":946},{"variation":32,"version":68,"items":1338,"primary":1339,"id":1116,"slice_type":970,"slice_label":5},[],{"title":1340,"description":1341},[],[1342],{"type":662,"text":1343,"spans":1344,"direction":672},"„Wir haben zuerst mit der Website begonnen und dann die weiteren Services ergänzt. Ich habe verstanden, dass alles miteinander verbunden ist und sich gegenseitig ergänzt. Wenn sie nicht in ihrer Gesamtheit genutzt werden, können sie nicht die erwarteten Ergebnisse bringen.“",[1345],{"start":882,"end":1346,"type":968},274,{"variation":32,"version":68,"items":1348,"primary":1349,"id":1444,"slice_type":957,"slice_label":5},[],{"text":1350},[1351,1353,1356,1361,1370,1373,1381,1389,1392,1395,1400,1402,1407,1412,1415,1418,1423,1425,1430,1437],{"type":937,"text":1045,"spans":1352,"direction":672},[],{"type":662,"text":1354,"spans":1355,"direction":672},"Mit Smartresults baute Is Cheas eine Wachstumskurve auf, die sich im Zeitverlauf verfestigte und weiter beschleunigte: Der erste große Sprung kam nach einem Jahr, 2024, eine zweite Beschleunigung folgte 2025.",[],{"type":1051,"text":1357,"spans":1358,"direction":672},"Umsatz und ADR: stetiges Wachstum",[1359],{"start":882,"end":1360,"type":946},33,{"type":662,"text":1362,"spans":1363,"direction":672},"Zwischen 2023 und 2025 verzeichnete Is Cheas ein Umsatzwachstum von +131 % sowie einen Anstieg des durchschnittlichen ADR über alle Buchungen hinweg von +13 %.",[1364,1367],{"start":1365,"end":1366,"type":946},68,74,{"start":1368,"end":1369,"type":946},153,158,{"type":662,"text":1371,"spans":1372,"direction":672},"Im Detail:",[],{"type":997,"text":1374,"spans":1375,"direction":672},"2024 stieg der Umsatz um +62 %, der ADR um +6 %",[1376,1378],{"start":1313,"end":1377,"type":946},30,{"start":1379,"end":1380,"type":946},43,47,{"type":997,"text":1382,"spans":1383,"direction":672},"2025 legte der Umsatz nochmals um +42 % zu, der ADR erneut um +6 %",[1384,1386],{"start":1079,"end":1385,"type":946},39,{"start":1387,"end":1388,"type":946},62,66,{"type":662,"text":1390,"spans":1391,"direction":672},"Das Wachstum entwickelte sich also nicht nur über das Gesamtvolumen des Geschäfts, sondern auch über den durchschnittlichen Wert der Buchungen. Is Cheas verkaufte mehr und konnte die vorhandene Nachfrage gleichzeitig besser monetarisieren.",[],{"type":1051,"text":1393,"spans":1394,"direction":672},"Direktbuchungen: mehr Kontrolle über den Vertriebs-Mix",[],{"type":662,"text":1396,"spans":1397,"direction":672},"Im gleichen Zeitraum stiegen die gesamten Direktbuchungen um +109 %.",[1398],{"start":1399,"end":1298,"type":946},61,{"type":662,"text":1371,"spans":1401,"direction":672},[],{"type":997,"text":1403,"spans":1404,"direction":672},"2024 wuchsen die Direktbuchungen um +40 %",[1405],{"start":1322,"end":1406,"type":946},41,{"type":997,"text":1408,"spans":1409,"direction":672},"2025 stiegen sie nochmals um +50 %",[1410],{"start":1411,"end":1079,"type":946},29,{"type":662,"text":1413,"spans":1414,"direction":672},"Der Wachstumspfad betraf also nicht nur den Gesamtumsatz, sondern auch die Fähigkeit der Unterkunft, mehr Buchungen über die eigenen Kanäle zu generieren und den direkten Vertrieb im Zeitverlauf gezielt zu stärken.",[],{"type":1051,"text":1416,"spans":1417,"direction":672},"Booking Engine und Conversion",[],{"type":662,"text":1419,"spans":1420,"direction":672},"Die Booking Engine war der stärkste Wachstumstreiber: Zwischen 2023 und 2025 legte sie um +278 % zu.",[1421],{"start":1422,"end":1095,"type":946},90,{"type":662,"text":1371,"spans":1424,"direction":672},[],{"type":997,"text":1426,"spans":1427,"direction":672},"2024 wuchs sie um +94 %",[1428,1429],{"start":882,"end":1006,"type":946},{"start":1010,"end":1001,"type":946},{"type":997,"text":1431,"spans":1432,"direction":672},"2025 nochmals um +95 %",[1433,1434],{"start":882,"end":1006,"type":946},{"start":1435,"end":1436,"type":946},17,22,{"type":662,"text":1438,"spans":1439,"direction":672},"Hinzu kam eine Verbesserung der Conversion Rate auf 46 %: Fast jede zweite Anfrage führte zu einer Buchung.",[1440,1443],{"start":1441,"end":1442,"type":946},52,56,{"start":1146,"end":1267,"type":946},"rich_text$a014806e-7ef1-46e1-a8d8-22e12a0622f2",{"variation":32,"version":68,"items":1446,"primary":1447,"id":1459,"slice_type":970,"slice_label":5},[],{"title":1448,"description":1449},[],[1450,1455],{"type":662,"text":1451,"spans":1452,"direction":672},"„Dadurch, dass wir an einem ganzheitlichen Projekt gearbeitet haben, in dem Revenue, Marketing, Positionierung und Marktselektion Hand in Hand laufen, konnten wir nicht nur die durchschnittliche Rate und die Zahl der Buchungen steigern, sondern auch die Conversion Rate verbessern. ",[1453],{"start":882,"end":1454,"type":968},282,{"type":662,"text":1456,"spans":1457,"direction":672},"Das bedeutet, dass wir die richtige Zielgruppe ansprechen. Ich denke, genau das ist die große Stärke von Smartresults: Fachleute zu haben, die im Einklang zusammenarbeiten.“",[1458],{"start":882,"end":1065,"type":968},"card_highlight$024e18ae-c76d-406b-9438-130ab20a38dc","Smartness Bewertungen: Is Cheas (San Vero Milis, Italien) - Fallstudie | Smartness","Lesen Sie in der Fallstudie, welche Erfahrung Is Cheas (San Vero Milis, Italien) mit Smartness gemacht hat.",{"dimensions":1463,"alt":5,"copyright":5,"url":1464,"id":1178,"edit":1465},{"width":1121,"height":1122},"https:\u002F\u002Fimages.prismic.io\u002Fsmartness\u002FagXdHKYofJOwHQDi_Ischeascasestudy.jpg?auto=format,compress&rect=0,19,1024,538&w=2400&h=1260",{"x":882,"y":1038,"zoom":883,"background":884},[1467],{"variation":32,"version":68,"items":1468,"primary":1469,"id":1141,"slice_type":1142,"slice_label":5},[],{"icon":5,"title":1470,"description":1473,"link":1476},[1471],{"type":662,"text":1132,"spans":1472,"direction":672},[],[1474],{"type":662,"text":1136,"spans":1475,"direction":672},[],{"id":638,"type":57,"tags":1477,"lang":14,"slug":640,"first_publication_date":641,"last_publication_date":642,"uid":643,"url":644,"link_type":24,"key":1140,"isBroken":34,"text":646},[],[],{"id":1480,"uid":1481,"url":1482,"type":853,"href":1483,"tags":1484,"first_publication_date":1155,"last_publication_date":857,"slugs":1485,"linked_documents":1486,"lang":14,"alternate_languages":1487,"data":1492},"agXbFxIAACQAFqu5","la-favorita","\u002Fde\u002Fcase-studies\u002Fla-favorita","https:\u002F\u002Fsmartness.cdn.prismic.io\u002Fapi\u002Fv2\u002Fdocuments\u002Fsearch?ref=aiwl-BMAACsAkMOm&q=%5B%5B%3Ad+%3D+at%28document.id%2C+%22agXbFxIAACQAFqu5%22%29+%5D%5D",[],[1481],[],[1488,1490],{"id":1489,"type":853,"lang":21,"uid":1481},"agL5mBIAACQAElrW",{"id":1491,"type":853,"lang":18,"uid":1481},"agXaBRIAALHyFqn2",{"title":1493,"description":1497,"image":1503,"category_use_case":1508,"category_property_type":1511,"category_location":1514,"location":1517,"rooms_number":1521,"kpis":1525,"slices":1532,"meta_title":1728,"meta_description":1729,"meta_image":1730,"slices2":1734,"slices3":1746},[1494],{"type":868,"text":1495,"spans":1496,"direction":672},"La Favorita",[],[1498],{"type":662,"text":1499,"spans":1500,"direction":672},"Als uns das erfolgsbasierte Modell vorgeschlagen wurde, war für uns schnell klar, dass wir es annehmen: die Ziele in einer Win-win-Logik zu teilen, war entscheidend.",[1501],{"start":882,"end":1502,"type":968},165,{"dimensions":1504,"alt":1495,"copyright":5,"url":1505,"id":1506,"edit":1507},{"width":877,"height":878},"https:\u002F\u002Fimages.prismic.io\u002Fsmartness\u002FaedGHsBOoF08xKqi_LAFavorita.jpg?auto=format,compress","aedGHsBOoF08xKqi",{"x":882,"y":882,"zoom":883,"background":884},{"id":886,"type":887,"tags":1509,"lang":14,"slug":889,"first_publication_date":890,"last_publication_date":890,"uid":889,"data":1510,"link_type":24,"key":892,"isBroken":34},[],{"label":242},{"id":894,"type":895,"tags":1512,"lang":14,"slug":897,"first_publication_date":898,"last_publication_date":899,"uid":900,"data":1513,"link_type":24,"key":902,"isBroken":34},[],{"label":312},{"id":904,"type":905,"tags":1515,"lang":14,"slug":907,"first_publication_date":908,"last_publication_date":909,"uid":910,"data":1516,"link_type":24,"key":913,"isBroken":34},[],{"label":912},[1518],{"type":662,"text":1519,"spans":1520,"direction":672},"Cala Gonone, Italien",[],[1522],{"type":662,"text":1523,"spans":1524,"direction":672},"15",[],[1526,1528,1530],{"value":1527,"label":925},"+43%",{"value":1529,"label":928},"+7%",{"value":1531,"label":337},"+61%",[1533,1573,1588,1613,1628,1713],{"variation":32,"version":68,"items":1534,"primary":1535,"id":956,"slice_type":957,"slice_label":5},[],{"text":1536},[1537,1539,1550,1555,1560,1563,1565,1568],{"type":937,"text":938,"spans":1538,"direction":672},[],{"type":662,"text":1540,"spans":1541,"direction":672},"La Favorita liegt in Cala Gonone in der Provinz Nuoro mit Blick auf die Strandpromenade Palmasera. Es ist ein ganzjährig geöffnetes Hotel mit 15 Zimmern, Restaurant und Bar mit insgesamt 110 Sitzplätzen. Die Gäste kommen überwiegend aus Nordeuropa, während im August der italienische Markt stärker ins Gewicht fällt.",[1542,1545,1547],{"start":1543,"end":1544,"type":946},21,53,{"start":980,"end":1546,"type":946},152,{"start":1548,"end":1549,"type":946},187,202,{"type":662,"text":1551,"spans":1552,"direction":672},"Als das Team das Hotel 2024 übernimmt, findet es einen Betrieb vor, der sowohl im Angebot als auch in der Organisation noch recht schlicht aufgestellt ist, zugleich aber über großes Potenzial und viel Entwicklungsspielraum verfügt.",[1553],{"start":1173,"end":1554,"type":946},222,{"type":662,"text":1556,"spans":1557,"direction":672},"In den ersten Monaten konzentriert sich die Arbeit vor allem auf Produkt und Service. Das Frühstück, anfangs klein und im Self-Service organisiert, wird ausgebaut. Das Restaurant, das zuvor geschlossen war, wird wiedereröffnet und auch für externe Gäste zugänglich gemacht.",[1558],{"start":994,"end":1559,"type":946},84,{"type":662,"text":1561,"spans":1562,"direction":672},"Ziel ist es, das Hotel aufzuwerten, mehr Gäste anzuziehen und die Profitabilität zu steigern.",[],{"type":937,"text":1239,"spans":1564,"direction":672},[],{"type":662,"text":1566,"spans":1567,"direction":672},"Als sie La Favorita übernehmen, bringen die Inhaber bereits Erfahrung aus der Gastronomie mit, haben jedoch wenig Erfahrung im Beherbergungsbereich. Deshalb entscheiden sie zunächst, die technische Ausstattung der Vorbesitzer beizubehalten: PMS, Booking Engine, Channel Manager und Website.",[],{"type":662,"text":1569,"spans":1570,"direction":672},"Nach der ersten Saison wird La Favorita jedoch klar, dass dieses Setup nicht ausreicht, um das volle Potenzial der Unterkunft zu entfalten: Die Tools sind einfach, umständlich und mit einem hohen Anteil manueller Arbeit verbunden.",[1571],{"start":1146,"end":1572,"type":946},138,{"variation":32,"version":68,"items":1574,"primary":1575,"id":969,"slice_type":970,"slice_label":5},[],{"title":1576,"description":1577},[],[1578,1583],{"type":662,"text":1579,"spans":1580,"direction":672},"„Das PMS war sehr unvollständig, es hat einen nicht wirklich unterstützt. Es gab keinerlei Automatisierung, alles musste manuell geändert werden, wir konnten keine E-Mails direkt versenden und verbrachten Stunden damit, Angebote zu schreiben. Gleichzeitig konnten wir über die Website die Veranstaltungen des Restaurants nicht bewerben.",[1581],{"start":882,"end":1582,"type":968},336,{"type":662,"text":1584,"spans":1585,"direction":672},"Außerdem hatten wir kein spezielles Tool für die Preissteuerung. Deshalb haben wir die Preise so gut es ging verwaltet, teils orientiert an den Wettbewerbern, teils an der Nachfrage. Es war ein ständiges Prüfen und Anpassen der Raten. Das Problem war, dass wir dadurch viel mehr Arbeit hatten. In ruhigen Zeiten war das machbar, in der Hochsaison hat es uns enorm viel Zeit gekostet.“",[1586],{"start":882,"end":1587,"type":968},384,{"variation":32,"version":68,"items":1589,"primary":1590,"id":1105,"slice_type":957,"slice_label":5},[],{"text":1591},[1592,1597,1603,1605],{"type":662,"text":1593,"spans":1594,"direction":672},"Als das Team nach der ersten Saison Bilanz zieht, merkt es, dass die erzielten Gewinnmargen weit hinter den Erwartungen zurückgeblieben sind.",[1595],{"start":994,"end":1596,"type":946},135,{"type":662,"text":1598,"spans":1599,"direction":672},"An diesem Punkt wird La Favorita klar, dass es nicht ausreicht, einfach nur die Tools auszutauschen. Benötigt wurde ein Partner, der dabei hilft, sowohl die operative Arbeit als auch die Vertriebsstrategie grundlegend neu aufzusetzen.",[1600],{"start":1601,"end":1602,"type":946},116,234,{"type":937,"text":982,"spans":1604,"direction":672},[],{"type":662,"text":1606,"spans":1607,"direction":672},"La Favorita wandte sich an Smartness. Nach einer sorgfältigen Analyse der Unterkunft schlug Smartness dem Team die Aktivierung von Smartresults vor: das erfolgsbasierte Modell, das nicht nur Software bereitstellt, sondern auch ein Experten-Team, das Strategie und operative Umsetzung ganzheitlich steuert und alle zentralen Wachstumshebel aktiviert.",[1608,1610],{"start":1222,"end":1609,"type":946},143,{"start":1611,"end":1612,"type":946},231,349,{"variation":32,"version":68,"items":1614,"primary":1615,"id":1116,"slice_type":970,"slice_label":5},[],{"title":1616,"description":1617},[],[1618,1623],{"type":662,"text":1619,"spans":1620,"direction":672},"„Bevor wir La Favorita übernommen haben, leitete einer der Eigentümer ein Autohaus und war bereits an eine Managementkultur gewöhnt, die mit klaren Zielen arbeitet. Deshalb war es für uns ganz natürlich, das Smartresults-Modell anzunehmen: die Ziele in einer Win-win-Logik mit dem Team teilen zu können, war der entscheidende Punkt.",[1621],{"start":882,"end":1622,"type":968},332,{"type":662,"text":1624,"spans":1625,"direction":672},"Wir wussten außerdem, dass wir Revenue Management machen wollten, hatten aber weder die Zeit noch die Ressourcen, alles von Grund auf selbst aufzubauen. Mit dem Smartresults-Team haben wir ein klares und transparentes Modell aufgesetzt, und vom ersten Tag an fühlten wir uns gut begleitet und sicher.“",[1626],{"start":882,"end":1627,"type":968},301,{"variation":32,"version":68,"items":1629,"primary":1630,"id":1444,"slice_type":957,"slice_label":5},[],{"text":1631},[1632,1635,1639,1643,1648,1651,1655,1660,1665,1667,1670,1675,1684,1694,1706,1710],{"type":662,"text":1633,"spans":1634,"direction":672},"Das Smartresults-Team startete mit einer genauen Analyse der Vertriebs- und Verkaufsströme der Unterkunft. Die erste Auswertung zeigte:",[],{"type":997,"text":1636,"spans":1637,"direction":672},"Online-Buchungsplattformen machten 52 % aus",[1638],{"start":882,"end":1028,"type":946},{"type":997,"text":1640,"spans":1641,"direction":672},"Offline-Direktbuchungen lagen mit 38 % auf einem soliden Niveau, waren aber noch nicht stark genug, um das Gesamtergebnis deutlich zu prägen",[1642],{"start":882,"end":1001,"type":946},{"type":997,"text":1644,"spans":1645,"direction":672},"die Booking Engine trug mit 10 % nur einen sehr geringen Anteil bei",[1646,1647],{"start":1006,"end":1007,"type":946},{"start":1009,"end":1010,"type":946},{"type":662,"text":1649,"spans":1650,"direction":672},"Die Prioritäten waren daher klar: den Gesamtumsatz steigern und den direkten Vertrieb stärken, vor allem auf digitaler Ebene. Dafür setzte Smartresults koordinierte Arbeit in drei Bereichen auf:",[],{"type":662,"text":1652,"spans":1653,"direction":672},"Der erste Bereich war Pricing, mit der Aktivierung von Smartpricing Ultra, um den durchschnittlichen Zimmerwert zu steigern, präziser auf Nachfrage zu reagieren und Verfügbarkeiten besser zu steuern.",[1654],{"start":1436,"end":1411,"type":946},{"type":662,"text":1656,"spans":1657,"direction":672},"Der zweite Bereich war die Steuerung des Direktvertriebs, mit Smartcrs, das dabei hilft, Anfragen und Verhandlungen strukturierter zu bearbeiten und die Conversion Rate von Angeboten zu erhöhen.",[1658],{"start":1659,"end":1442,"type":946},27,{"type":662,"text":1661,"spans":1662,"direction":672},"Der dritte Bereich war die Überarbeitung von Website und Booking Engine, mit Smartsite Ultra, um die Website als Vertriebskanal zu stärken und den Buchungsprozess effektiver zu machen.",[1663],{"start":1659,"end":1664,"type":946},71,{"type":937,"text":1045,"spans":1666,"direction":672},[],{"type":662,"text":1668,"spans":1669,"direction":672},"In einem Jahr mit Smartresults verzeichnete La Favorita ein deutliches Wachstum, nicht nur beim Umsatz, sondern auch bei der Qualität der Distribution und der Fähigkeit, über direkte Kanäle mehr Wert zu generieren. Die Zusammenarbeit trug dazu bei, den Betrieb wirtschaftlich solider aufzustellen, mit einem ausgewogeneren Mix und einer effizienteren Steuerung.",[],{"type":1051,"text":1671,"spans":1672,"direction":672},"Direkter und vermittelter Umsatz: strukturiertes Wachstum",[1673],{"start":882,"end":1674,"type":946},57,{"type":662,"text":1676,"spans":1677,"direction":672},"Der Gesamtumsatz stieg innerhalb eines Jahres um +43 %, während der ADR um +7 % zunahm. Noch aussagekräftiger werden diese Zahlen, wenn man sich anschaut, wie sich dieses Wachstum verteilt hat:",[1678,1681],{"start":1679,"end":1680,"type":946},49,54,{"start":1682,"end":1683,"type":946},75,79,{"type":662,"text":1685,"spans":1686,"direction":672},"Der Umsatz aus Direktbuchungen stieg um +61 %, wobei die Booking Engine um mehr als 200 % zulegte und damit zum wichtigsten Treiber des direkten Kanals wurde. Auch die Offline-Direktbuchungen wuchsen weiter und nahmen um +21 % zu.",[1687,1688,1690,1691,1692],{"start":1316,"end":1236,"type":946},{"start":1674,"end":1689,"type":946},64,{"start":994,"end":1664,"type":946},{"start":1559,"end":1082,"type":946},{"start":944,"end":1693,"type":946},226,{"type":662,"text":1695,"spans":1696,"direction":672},"Gleichzeitig verloren OTAs, obwohl sie weiterhin Umsatz generierten, relativ an Gewicht im Vertriebs-Mix: Der Direktanteil am Gesamtumsatz stieg von 48,3 % auf 54,4 %, während der intermediierte Anteil von 51,7 % auf 45,6 % sank.",[1697,1700,1703,1704],{"start":1698,"end":1699,"type":946},149,155,{"start":1701,"end":1702,"type":946},160,166,{"start":1215,"end":1253,"type":946},{"start":1705,"end":1292,"type":946},217,{"type":1051,"text":1707,"spans":1708,"direction":672},"Weniger manuelle Arbeit: mehr Zeit für Qualität und Gästebindung",[1709],{"start":882,"end":1689,"type":946},{"type":662,"text":1711,"spans":1712,"direction":672},"Neben dem Umsatzwachstum ermöglichte das neue Setup dem Team auch, den Anteil manueller Prozesse zu reduzieren und Zeit für die Weiterentwicklung des Angebots freizumachen.",[],{"variation":32,"version":68,"items":1714,"primary":1715,"id":1459,"slice_type":970,"slice_label":5},[],{"title":1716,"description":1717},[],[1718,1723],{"type":662,"text":1719,"spans":1720,"direction":672},"„Für uns war das eine enorme Entlastung im Arbeitsalltag. Jetzt können wir die Gäste vor Ort besser betreuen und zugleich langfristiger denken. Zum Beispiel, indem wir rechtzeitig Erlebnis-Pakete entwickeln, die uns helfen, Buchungen für die nächste Saison zu maximieren.",[1721],{"start":882,"end":1722,"type":968},271,{"type":662,"text":1724,"spans":1725,"direction":672},"Smartresults hat uns nicht nur geholfen, mehr Buchungen zu erzielen, sondern auch frühere Buchungen zu fördern. An Weihnachten wird schon für den Sommer gebucht, und jetzt, Anfang Mai, verkaufen wir bereits den Oktober. Wir beginnen gerade, unsere Stammkundschaft aufzubauen.“",[1726],{"start":882,"end":1727,"type":968},276,"Smartness Bewertungen: La Favorita (Cala Gonone, Italien) - Fallstudie | Smartness","Lesen Sie in der Fallstudie, welche Erfahrung La Favorita (Cala Gonone, Italien) mit Smartness gemacht hat.",{"dimensions":1731,"alt":1495,"copyright":5,"url":1732,"id":1506,"edit":1733},{"width":1121,"height":1122},"https:\u002F\u002Fimages.prismic.io\u002Fsmartness\u002FaedGHsBOoF08xKqi_LAFavorita.jpg?auto=format,compress&rect=0,73,1024,538&w=2400&h=1260",{"x":882,"y":1059,"zoom":883,"background":884},[1735],{"variation":32,"version":68,"items":1736,"primary":1737,"id":1141,"slice_type":1142,"slice_label":5},[],{"icon":5,"title":1738,"description":1741,"link":1744},[1739],{"type":662,"text":1132,"spans":1740,"direction":672},[],[1742],{"type":662,"text":1136,"spans":1743,"direction":672},[],{"id":638,"type":57,"tags":1745,"lang":14,"slug":640,"first_publication_date":641,"last_publication_date":642,"uid":643,"url":644,"link_type":24,"key":1140,"isBroken":34,"text":646},[],[],"3f9f504","All Rights Reserved",1781278332529]