Hotel Piccolo Pevero
Smartness suggested a complete change of direction, and we saw progress right away, not only financially. From guest communication to operations, everything improved.
Arzachena, Italy
30
Background
Piccolo Pevero is a family-run hotel with 30 rooms, founded in 1989 in Arzachena, on the Costa Smeralda. Since 2018, management has passed to the new generation of the family, who have worked to strengthen the property’s positioning and make it more visible in an increasingly crowded market.
The hotel is open from April to early October and has a solid base of loyal guests. At the same time, Hotel Piccolo Pevero operates in a complex market: demand is highly concentrated in August, shoulder seasons are weaker, and competition is intense.
The request
Before Smartness, the team managed pricing and operations in a very manual way.
“At the end of the season, we prepared the price list for the following year. To do that, we relied on our experience and on competitor hotel rates. For daily operations, we had a very simple management software, but it was weak when it came to statistics and reporting. So we ended up doing a lot of work manually and in Excel.”
The result was a heavy workload, limited ability to react quickly, and difficulty maximizing revenue.
The solutions
After a detailed assessment of the property, Smartness proposed that the Piccolo Pevero team activate Smartresults, the results-based model that provides not only software, but also a dedicated team working on both strategy and operations.
The preliminary hotel analysis showed that the direct channel was already strong, accounting for 77% of the mix, but heavily weighted toward the Booking Engine:
- offline direct bookings accounted for 29%
- the booking engine contributed 48%
- OTAs accounted for 23%
Together with the Piccolo Pevero team, the goal was to close the gaps that were preventing the hotel from reaching its full potential in terms of revenue, direct bookings, and ADR.
To achieve this, Smartresults built an integrated plan around four key levers:
- dynamic pricing, with the activation of Smartpricing Ultra, to optimize rates and respond more precisely to demand
- direct sales strategy, with the implementation of Smartcrs, to better manage quote requests and negotiations, increasing the conversion rate;
- online visibility, with the activation of Smartads Premium, to capture more qualified demand and support the full journey from discovery to booking
- a renewed website and booking engine, with Smartsite Premium, to further increase the effectiveness of the direct channel.
The results
After one year with Smartresults, Piccolo Pevero increased both bookings and revenue through focused work on pricing, distribution, and demand optimization. This allowed the hotel to rebalance its distribution mix and increase the economic value of each sales channel.
Growth in total revenue and ADR
The first result was overall business growth: total revenue increased by +51%, while the average daily rate (ADR) grew by an average of +24% across all sales channels.
This is especially relevant because it shows the hotel’s improved ability to monetize demand.
More revenue from direct bookings, both online and offline
The direct channel, which was already starting from a strong base, continued to grow and generate more value.
Overall direct revenue increased by +23%. This growth was driven mainly by offline direct bookings, which increased by +74%, while the booking engine maintained its role as a strategic channel within the distribution mix.
Higher-value OTA bookings
The average daily rate (ADR) for OTA bookings recorded the strongest growth, with an increase of +35%.
This means OTAs were no longer used simply to generate volume, but more strategically: to capture higher-value demand and monetize it more effectively.
Less manual work, more speed
Hotel Piccolo Pevero also saw a major improvement in daily operations.
“Smartness suggested that we completely turn the page compared to how we worked before. Despite some initial concerns, we saw progress right away, and not only financially: guest communication improved, quote management became faster, and we no longer spend hours opening and closing availability. Even our paper consumption dropped dramatically.”
La Favorita
When the results-based model was proposed to us, accepting it felt natural: sharing goals in a win-win logic was the decisive factor for us.
Is Cheas
The real strength of Smartresults is having professionals who work in sync. They immediately saw what Is Cheas could become and the potential it had.