How O'Callaghan Hotels made 500 pricing decisions in a month
Same team, same IDeaS, same systems. One hotel went from 55 pricing adjustments to nearly 500 in a single month — here's how.
The problem isn't the tools
O'Callaghan Hotels run IDeaS. Their revenue manager is experienced. Their data is clean. And for most of 2024, they were making roughly 55 pricing adjustments a month — solid by industry standards, but nowhere near what the market was signalling.
The bottleneck wasn't the RMS. It was the workflow around it. Every morning: open IDeaS, check STR, cross-reference Opera, open the rate shop, write the summary, send the email. Two hours before a single decision was made.
What changed
We connected Otel to their existing systems — Opera, IDeaS, their rate shop feed — and set up a morning briefing that arrived before the revenue manager sat down. Pickup vs target. Compression flags. Specific rate codes to review. The analysis was already done.
I used to spend the first two hours of my day gathering information. Now I spend those two hours acting on it. The decisions don't take longer — getting to them did.
Within four weeks, monthly pricing decisions rose from 55 to nearly 500. Same team. Same tools. Different workflow.
What 500 decisions actually means
It's not 500 random rate changes. It's 500 considered responses to specific market signals — comp set moves, OTB pickup spikes, shoulder date drag. Each one traceable. Each one logged. The revenue manager reviewed every recommendation before it went live.
If your RMS is making 80 recommendations a week and your team is acting on 12, that's not an RMS problem.
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