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",[],{"type":655,"text":940,"spans":941,"direction":665},"",[],{"type":927,"text":943,"spans":944,"direction":665},"How did you manage pricing before Smartpricing?",[],{"type":655,"text":946,"spans":947,"direction":665},"In our first five years, we used a seasonal price list. At the time, we didn’t even have a channel manager; everything was very manual. This approach required a lot of time, and we often left rates unchanged—it was clear they weren’t optimized, but we simply couldn’t keep up.",[],{"type":655,"text":949,"spans":950,"direction":665},"Then, in 2018, we realized we needed a solution. We felt unprepared in this area: predicting the right rate at the right time while considering all parameters was impossible for us.",[],{"type":655,"text":952,"spans":953,"direction":665},"This didn’t stop us from operating since we’re in Rome and demand is high, but we wanted to optimize our work. Our first choice was to hire an external revenue manager. 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What they needed was a partner who could help them completely rethink both operations and sales strategy.",[1192],{"start":1193,"end":1136,"type":1118},112,{"type":927,"text":1195,"spans":1196,"direction":665},"The solutions",[],{"type":655,"text":1198,"spans":1199,"direction":665},"La Favorita turned to Smartness, which, after a careful assessment of the property, proposed activating Smartresults: the results-based model that provides not only software, but also a dedicated team managing both strategy and operations end to end, activating all the key levers for growth.",[1200,1203],{"start":1201,"end":1202,"type":1118},104,116,{"start":1204,"end":1205,"type":1118},186,292,"rich_text$33ede462-281b-4452-9dec-883bbbc80a46",{"variation":32,"version":67,"items":1208,"primary":1209,"id":1222,"slice_type":1178,"slice_label":5},[],{"title":1210,"description":1211},[],[1212,1217],{"type":655,"text":1213,"spans":1214,"direction":665},"“Before taking over La Favorita, one of the owners had run a car dealership and was already used to a management culture built around goals. That is why, when the Smartresults model was proposed to us, accepting it felt natural: being able to share goals in a win-win logic was the decisive factor.",[1215],{"start":869,"end":1216,"type":1059},298,{"type":655,"text":1218,"spans":1219,"direction":665},"We also knew we wanted to do revenue management, but we did not have the time or the resources to build everything from scratch. With the Smartresults team, we set up a clear and transparent model, and from day one we felt supported and reassured.”",[1220],{"start":869,"end":1221,"type":1059},248,"card_highlight$93f272e3-2e90-49f3-b228-90b0c31dfbd1",{"variation":32,"version":67,"items":1224,"primary":1225,"id":1330,"slice_type":1000,"slice_label":5},[],{"text":1226},[1227,1230,1236,1247,1255,1258,1263,1268,1273,1276,1279,1285,1293,1308,1323,1327],{"type":655,"text":1228,"spans":1229,"direction":665},"The Smartresults team started with a detailed analysis of the property’s distribution and sales flows. The initial review showed that:",[],{"type":1231,"text":1232,"spans":1233,"direction":665},"list-item","OTAs accounted for 52%",[1234],{"start":869,"end":1235,"type":1118},4,{"type":1231,"text":1237,"spans":1238,"direction":665},"offline direct bookings were solid at 38%, but not yet strong enough to have a decisive impact on the final result",[1239,1241,1244],{"start":869,"end":1240,"type":1118},7,{"start":1242,"end":1243,"type":1118},8,14,{"start":1245,"end":1246,"type":1118},15,23,{"type":1231,"text":1248,"spans":1249,"direction":665},"the booking engine contributed only marginally, at 10%",[1250,1252],{"start":1235,"end":1251,"type":1118},11,{"start":1253,"end":1254,"type":1118},12,18,{"type":655,"text":1256,"spans":1257,"direction":665},"The priorities were therefore to increase total revenue and strengthen the direct channel, especially on the digital side. To achieve this, Smartresults structured coordinated work across three areas:",[],{"type":655,"text":1259,"spans":1260,"direction":665},"The first was pricing, with Smartpricing Ultra, to improve average room value, respond more precisely to demand, and distribute availability more effectively.",[1261],{"start":1243,"end":1262,"type":1118},21,{"type":655,"text":1264,"spans":1265,"direction":665},"The second was direct sales management, with Smartcrs, which made it possible to handle inquiries and negotiations in a more organized way, increasing quote conversion rates.",[1266],{"start":1245,"end":1267,"type":1118},38,{"type":655,"text":1269,"spans":1270,"direction":665},"The third was the website and booking engine revamp, with Smartsite Ultra, to strengthen the website as a sales channel and make the booking path more effective.",[1271],{"start":1254,"end":1272,"type":1118},51,{"type":927,"text":1274,"spans":1275,"direction":665},"The results",[],{"type":655,"text":1277,"spans":1278,"direction":665},"In one year with Smartresults, La Favorita achieved significant growth not only in revenue, but also in the quality of its distribution and in its ability to generate more value through direct channels. The work carried out helped make the property commercially stronger, with a more balanced mix and a more efficient way of operating.",[],{"type":1280,"text":1281,"spans":1282,"direction":665},"heading3","Direct and intermediary revenue: more structured growth",[1283],{"start":869,"end":1284,"type":1118},55,{"type":655,"text":1286,"spans":1287,"direction":665},"Total revenue increased by +43% in one year, while ADR rose by +7%. These numbers become even more meaningful when you look at how that growth was distributed:",[1288,1291],{"start":1289,"end":1290,"type":1118},27,31,{"start":1117,"end":1292,"type":1118},66,{"type":655,"text":1294,"spans":1295,"direction":665},"Revenue from direct bookings grew by +61%, with the booking engine increasing by more than 200% and becoming the main driver of direct channel growth. Offline direct bookings also continued to grow, rising by +21%.",[1296,1299,1300,1302,1305],{"start":1297,"end":1298,"type":1118},37,41,{"start":1142,"end":1159,"type":1118},{"start":1301,"end":1292,"type":1118},60,{"start":1303,"end":1304,"type":1118},91,95,{"start":1306,"end":1307,"type":1118},209,213,{"type":655,"text":1309,"spans":1310,"direction":665},"At the same time, while OTAs continued to generate revenue, they lost relative weight in the distribution mix: direct revenue moved from 48.3% to 54.4% of total revenue, while intermediary revenue declined from 51.7% to 45.6%.",[1311,1314,1317,1320],{"start":1312,"end":1313,"type":1118},137,142,{"start":1315,"end":1316,"type":1118},146,151,{"start":1318,"end":1319,"type":1118},211,216,{"start":1321,"end":1322,"type":1118},220,225,{"type":1280,"text":1324,"spans":1325,"direction":665},"Less manual work: more time for product and loyalty",[1326],{"start":869,"end":1272,"type":1118},{"type":655,"text":1328,"spans":1329,"direction":665},"Alongside commercial growth, the new setup also allowed the team to reduce the burden of manual tasks and free up time to improve the offer.",[],"rich_text$a014806e-7ef1-46e1-a8d8-22e12a0622f2",{"variation":32,"version":67,"items":1332,"primary":1333,"id":1346,"slice_type":1178,"slice_label":5},[],{"title":1334,"description":1335},[],[1336,1341],{"type":655,"text":1337,"spans":1338,"direction":665},"“For us, there has been a huge reduction in workload. Now we can take better care of guests at the property and think more long term. For example, by creating experience packages in advance that help us maximize bookings for the next season.",[1339],{"start":869,"end":1340,"type":1059},241,{"type":655,"text":1342,"spans":1343,"direction":665},"Smartresults helped us not only increase bookings, but also encourage earlier ones. At Christmas, guests are already booking for summer. Now, at the beginning of May, we are already selling October. We are starting to build our loyal customer base.”",[1344],{"start":869,"end":1345,"type":1059},249,"card_highlight$024e18ae-c76d-406b-9438-130ab20a38dc","Smartness reviews: La Favorita (Cala Gonone, Italy) - Case study | Smartness","Read the case study of La Favorita (Cala Gonone, Italy) and discover their experience with Smartness.",{"dimensions":1350,"alt":1051,"copyright":5,"url":1351,"id":1065,"edit":1352},{"width":1005,"height":1006},"https://images.prismic.io/smartness/aedGHsBOoF08xKqi_LAFavorita.jpg?auto=format,compress&rect=0,73,1024,538&w=2400&h=1260",{"x":869,"y":1353,"zoom":870,"background":871},73,[1355],{"variation":32,"version":67,"items":1356,"primary":1357,"id":1367,"slice_type":1026,"slice_label":5},[],{"icon":5,"title":1358,"description":1361,"link":1364},[1359],{"type":655,"text":1016,"spans":1360,"direction":665},[],[1362],{"type":655,"text":1020,"spans":1363,"direction":665},[],{"id":630,"type":56,"tags":1365,"lang":14,"slug":632,"first_publication_date":633,"last_publication_date":634,"uid":635,"url":636,"link_type":24,"key":1366,"isBroken":34,"text":638},[],"446f3737-bdc3-4de6-bd7b-48cc07f7583e","side_cta$68fa3fee-ab56-4713-aa0a-ffd54385d524",[],{"id":1370,"uid":1371,"url":1372,"type":840,"href":1373,"tags":1374,"first_publication_date":1040,"last_publication_date":1040,"slugs":1375,"linked_documents":1376,"lang":14,"alternate_languages":1377,"data":1382},"agXe4hIAAOeAFrIP","is-cheas","/en/case-studies/is-cheas","https://smartness.cdn.prismic.io/api/v2/documents/search?ref=ahqvXRMAACwAwPi1&q=%5B%5B%3Ad+%3D+at%28document.id%2C+%22agXe4hIAAOeAFrIP%22%29+%5D%5D",[],[1371],[],[1378,1380],{"id":1379,"type":840,"lang":18,"uid":1371},"agXf1xIAALHyFrPO",{"id":1381,"type":840,"lang":21,"uid":1371},"agXc9hIAACMAFq7N",{"title":1383,"description":1387,"image":1393,"category_use_case":1399,"category_property_type":1402,"category_location":1405,"location":1408,"rooms_number":1412,"kpis":1416,"slices":1423,"meta_title":1672,"meta_description":1673,"meta_image":1674,"slices2":1679,"slices3":1691},[1384],{"type":855,"text":1385,"spans":1386,"direction":665},"Is Cheas",[],[1388],{"type":655,"text":1389,"spans":1390,"direction":665},"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.",[1391],{"start":869,"end":1392,"type":1059},149,{"dimensions":1394,"alt":1385,"copyright":5,"url":1396,"id":1397,"edit":1398},{"width":1062,"height":1395},576,"https://images.prismic.io/smartness/agXdHKYofJOwHQDi_Ischeascasestudy.jpg?auto=format,compress","agXdHKYofJOwHQDi",{"x":869,"y":869,"zoom":870,"background":871},{"id":1068,"type":874,"tags":1400,"lang":14,"slug":1070,"first_publication_date":1071,"last_publication_date":1071,"uid":1070,"data":1401,"link_type":24,"key":1074,"isBroken":34},[],{"label":1073},{"id":1076,"type":882,"tags":1403,"lang":14,"slug":1078,"first_publication_date":1079,"last_publication_date":1080,"uid":1081,"data":1404,"link_type":24,"key":1083,"isBroken":34},[],{"label":302},{"id":891,"type":892,"tags":1406,"lang":14,"slug":894,"first_publication_date":895,"last_publication_date":896,"uid":897,"data":1407,"link_type":24,"key":1087,"isBroken":34},[],{"label":899},[1409],{"type":655,"text":1410,"spans":1411,"direction":665},"San Vero Milis, Italy",[],[1413],{"type":655,"text":1414,"spans":1415,"direction":665},"12",[],[1417,1419,1421],{"value":1418,"label":912},"+131%",{"value":1420,"label":918},"+13%",{"value":1422,"label":1073},"+109%",[1424,1460,1475,1555,1565,1657],{"variation":32,"version":67,"items":1425,"primary":1426,"id":1161,"slice_type":1000,"slice_label":5},[],{"text":1427},[1428,1430,1436,1450,1455,1457],{"type":927,"text":1110,"spans":1429,"direction":665},[],{"type":655,"text":1431,"spans":1432,"direction":665},"Is Cheas is a luxury agriturismo located in the countryside near San Vero Milis, in west-central Sardinia, not far from the beaches of the Sinis peninsula. Founded by Francesca Ledda, it began as a sustainable farming business and a hospitality project built with respect for the environment, traditional Sardinian architecture, and the identity of the local area.",[1433],{"start":1434,"end":1435,"type":1118},198,253,{"type":655,"text":1437,"spans":1438,"direction":665},"The property welcomes couples and families and has gradually expanded its offering over the years. What started with four pinnetti, accommodations inspired by ancient local shepherd shelters, later grew to include six lodges, all with private gardens and pools.",[1439,1441,1444,1447],{"start":1188,"end":1440,"type":1118},121,{"start":1442,"end":1443,"type":1118},122,130,{"start":1445,"end":1446,"type":1118},214,217,{"start":1448,"end":1449,"type":1118},218,224,{"type":655,"text":1451,"spans":1452,"direction":665},"Alongside hospitality, Is Cheas has also developed a high-end ecosystem of experiences and gastronomy. Its restaurant, which is also open to outside guests, is one of its most distinctive elements. The property also offers certified Sardinian grape production, with the wine made by a local winery, vineyard tours and tastings, cooking classes, horseback rides, and a spa area with massages and treatments.",[1453],{"start":1144,"end":1454,"type":1118},101,{"type":927,"text":1150,"spans":1456,"direction":665},[],{"type":655,"text":1458,"spans":1459,"direction":665},"Is Cheas is a sophisticated project with a strong identity and a clear vision. That is why, when Francesca turned to Smartness, she was not simply looking for a tool to increase bookings and profitability.",[],{"variation":32,"version":67,"items":1461,"primary":1462,"id":1177,"slice_type":1178,"slice_label":5},[],{"title":1463,"description":1464},[],[1465,1470],{"type":655,"text":1466,"spans":1467,"direction":665},"“We needed someone who believed in the project together with us, and the Smartness team immediately saw what Is Cheas could become and the potential it had. That is not something to take for granted.",[1468],{"start":869,"end":1469,"type":1059},199,{"type":655,"text":1471,"spans":1472,"direction":665},"Ours is a property unlike others in Sardinia, and it promotes a new vision of the luxury travel experience. We needed to make ourselves known, but we also wanted someone who could help us tell our story in the right way.”",[1473],{"start":869,"end":1474,"type":1059},221,{"variation":32,"version":67,"items":1476,"primary":1477,"id":1206,"slice_type":1000,"slice_label":5},[],{"text":1478},[1479,1488,1491,1494,1498,1504,1509,1515,1523,1526,1536,1543,1549],{"type":655,"text":1480,"spans":1481,"direction":665},"So the request to Smartness came from this dual need: on one side, to grow commercially by increasing direct bookings and reaching the right target guests; on the other, to protect and strengthen the brand’s identity.",[1482,1485,1487],{"start":1483,"end":1484,"type":1118},70,74,{"start":1187,"end":1486,"type":1118},87,{"start":1129,"end":1319,"type":1118},{"type":927,"text":1489,"spans":1490,"direction":665},"The solution",[],{"type":655,"text":1492,"spans":1493,"direction":665},"When the Smartness team carried out a detailed analysis of Is Cheas’s performance data in 2023, they found a business with an already positive foundation, including a strong share of direct bookings and a healthy overall balance:",[],{"type":1231,"text":1495,"spans":1496,"direction":665},"OTAs accounted for 24%",[1497],{"start":869,"end":1235,"type":1118},{"type":1231,"text":1499,"spans":1500,"direction":665},"offline direct bookings represented 49%",[1501,1502,1503],{"start":869,"end":1240,"type":1118},{"start":1242,"end":1243,"type":1118},{"start":1245,"end":1246,"type":1118},{"type":1231,"text":1505,"spans":1506,"direction":665},"the booking engine contributed 27%",[1507,1508],{"start":1235,"end":1251,"type":1118},{"start":1253,"end":1254,"type":1118},{"type":655,"text":1510,"spans":1511,"direction":665},"What Is Cheas was missing was a step change: an integrated strategy capable of capturing demand more effectively, growing the booking engine, and supporting long-term, well-structured business development.",[1512],{"start":1513,"end":1514,"type":1118},45,205,{"type":655,"text":1516,"spans":1517,"direction":665},"For this reason, Smartness proposed that Francesca activate Smartresults, the results-based model that combines software, specialist consulting, and operational management in one single growth project, with a variable commission based on the results actually achieved.",[1518,1520],{"start":1301,"end":1519,"type":1118},72,{"start":1521,"end":1522,"type":1118},78,98,{"type":655,"text":1524,"spans":1525,"direction":665},"Smartresults then set up coordinated work across four areas:",[],{"type":1527,"text":1528,"spans":1529,"direction":665},"o-list-item","Digital experience, with Smartsite Ultra, which completely redesigned the website to better express the Is Cheas brand story and support the user journey through to booking.",[1530,1531,1533],{"start":869,"end":1254,"type":1118},{"start":1532,"end":660,"type":1118},25,{"start":1534,"end":1535,"type":1118},35,40,{"type":1527,"text":1537,"spans":1538,"direction":665},"Revenue management, with Smartpricing Ultra, to optimize rates, better interpret demand windows, and increase the property’s ability to capitalize on its positioning.",[1539,1540,1541],{"start":869,"end":1254,"type":1118},{"start":1532,"end":1297,"type":1118},{"start":1267,"end":1542,"type":1118},43,{"type":1527,"text":1544,"spans":1545,"direction":665},"Direct channel, with Smartcrs, to manage inquiries and negotiations more effectively, improve conversion rates, and strengthen the role of the booking engine within the distribution mix.",[1546,1547],{"start":869,"end":1243,"type":1118},{"start":1262,"end":1548,"type":1118},29,{"type":1527,"text":1550,"spans":1551,"direction":665},"Demand generation, with SmartadsUltra, to reach users with high booking intent and support direct channel growth through targeted campaigns.",[1552,1553],{"start":869,"end":659,"type":1118},{"start":1554,"end":1297,"type":1118},24,{"variation":32,"version":67,"items":1556,"primary":1557,"id":1222,"slice_type":1178,"slice_label":5},[],{"title":1558,"description":1559},[],[1560],{"type":655,"text":1561,"spans":1562,"direction":665},"“We started first with the website and then added the other services. I realized that they are all interconnected and complementary. If they are not used as a whole, they cannot deliver the expected results.”",[1563],{"start":869,"end":1564,"type":1059},208,{"variation":32,"version":67,"items":1566,"primary":1567,"id":1330,"slice_type":1000,"slice_label":5},[],{"text":1568},[1569,1571,1574,1579,1587,1590,1596,1603,1606,1611,1616,1618,1623,1629,1632,1636,1640,1642,1647,1651],{"type":927,"text":1274,"spans":1570,"direction":665},[],{"type":655,"text":1572,"spans":1573,"direction":665},"With Smartresults, Is Cheas built a growth trajectory that strengthened and accelerated over time: the first major jump came after one year, in 2024, followed by a second acceleration in 2025.",[],{"type":1280,"text":1575,"spans":1576,"direction":665},"Revenue and ADR: steady growth",[1577],{"start":869,"end":1578,"type":1118},30,{"type":655,"text":1580,"spans":1581,"direction":665},"Between 2023 and 2025, Is Cheas recorded revenue growth of +131% and an increase in overall average ADR of +13%.",[1582,1584],{"start":1159,"end":1583,"type":1118},64,{"start":1585,"end":1586,"type":1118},107,111,{"type":655,"text":1588,"spans":1589,"direction":665},"More specifically:",[],{"type":1231,"text":1591,"spans":1592,"direction":665},"in 2024, revenue grew by +62% and ADR by +6%",[1593,1594],{"start":1532,"end":1548,"type":1118},{"start":1298,"end":1595,"type":1118},44,{"type":1231,"text":1597,"spans":1598,"direction":665},"in 2025, revenue grew by a further +42% and ADR by +6%",[1599,1601],{"start":1534,"end":1600,"type":1118},39,{"start":1272,"end":1602,"type":1118},54,{"type":655,"text":1604,"spans":1605,"direction":665},"Growth therefore came not only from overall business volume, but also from the average value of each booking. Is Cheas sold more while also becoming more effective at capturing the full value of demand.",[],{"type":1280,"text":1607,"spans":1608,"direction":665},"Direct bookings: more control over distribution",[1609],{"start":869,"end":1610,"type":1118},47,{"type":655,"text":1612,"spans":1613,"direction":665},"Over the same period, total direct bookings increased by +109%.",[1614],{"start":1031,"end":1615,"type":1118},62,{"type":655,"text":1588,"spans":1617,"direction":665},[],{"type":1231,"text":1619,"spans":1620,"direction":665},"in 2024, direct bookings grew by +40%",[1621],{"start":1622,"end":1297,"type":1118},33,{"type":1231,"text":1624,"spans":1625,"direction":665},"in 2025, they grew by a further +50%",[1626],{"start":1627,"end":1628,"type":1118},32,36,{"type":655,"text":1630,"spans":1631,"direction":665},"The growth path therefore did not concern total revenue alone, but also the property’s ability to generate more bookings through its own channels, steadily strengthening the direct channel over time.",[],{"type":1280,"text":1633,"spans":1634,"direction":665},"Booking engine and conversion",[1635],{"start":869,"end":1548,"type":1118},{"type":655,"text":1637,"spans":1638,"direction":665},"The booking engine was the strongest-performing lever of all: between 2023 and 2025, it recorded growth of +278%.",[1639],{"start":1585,"end":1193,"type":1118},{"type":655,"text":1588,"spans":1641,"direction":665},[],{"type":1231,"text":1643,"spans":1644,"direction":665},"in 2024, it grew by +94%",[1645],{"start":1646,"end":1554,"type":1118},20,{"type":1231,"text":1648,"spans":1649,"direction":665},"in 2025, it grew by a further +95%",[1650],{"start":1578,"end":660,"type":1118},{"type":655,"text":1652,"spans":1653,"direction":665},"This was paired with an improvement in conversion rate, which reached 46%: almost one inquiry out of two turned into a booking.",[1654,1655],{"start":1483,"end":1353,"type":1118},{"start":1187,"end":1656,"type":1118},127,{"variation":32,"version":67,"items":1658,"primary":1659,"id":1346,"slice_type":1178,"slice_label":5},[],{"title":1660,"description":1661},[],[1662,1667],{"type":655,"text":1663,"spans":1664,"direction":665},"“By working on an aligned project, where revenue, marketing, positioning, and market selection are all managed hand in hand, we achieved not only an increase in ADR and bookings, but also an improvement in conversion rate. ",[1665],{"start":869,"end":1666,"type":1059},223,{"type":655,"text":1668,"spans":1669,"direction":665},"That means we are speaking to the right target audience. I think this is the real strength of Smartresults: having professionals who work in sync with each other.”",[1670],{"start":869,"end":1671,"type":1059},163,"Smartness reviews: Is Cheas (San Vero Milis, Italy) - Case study | Smartness","Read the case study of Is Cheas (San Vero Milis, Italy) and discover their experience with Smartness.",{"dimensions":1675,"alt":5,"copyright":5,"url":1676,"id":1397,"edit":1677},{"width":1005,"height":1006},"https://images.prismic.io/smartness/agXdHKYofJOwHQDi_Ischeascasestudy.jpg?auto=format,compress&rect=0,19,1024,538&w=2400&h=1260",{"x":869,"y":1678,"zoom":870,"background":871},19,[1680],{"variation":32,"version":67,"items":1681,"primary":1682,"id":1367,"slice_type":1026,"slice_label":5},[],{"icon":5,"title":1683,"description":1686,"link":1689},[1684],{"type":655,"text":1016,"spans":1685,"direction":665},[],[1687],{"type":655,"text":1020,"spans":1688,"direction":665},[],{"id":630,"type":56,"tags":1690,"lang":14,"slug":632,"first_publication_date":633,"last_publication_date":634,"uid":635,"url":636,"link_type":24,"key":1366,"isBroken":34,"text":638},[],[],"3f9f504","All Rights Reserved",1780133886384]