How Boyne Resorts Leveraged Duetto to Centralize Reporting and Create a More Integrated Total Revenue Strategy

REVENUE MANAGEMENT

Boyne Resorts owns and operates a collection of mountain and lakeside resorts, ski areas, and attractions across British Columbia and Maine. Most of its eleven resorts are focused on skiing and while they do operate through summer, the winter season is their peak period.

Why it matters: Boyne Resorts take a total revenue approach, optimizing ancillaries such as ski passes and F&B alongside rooms revenue. The team was looking for a way to automate many of the manual processes while also ensuring every revenue opportunity was captured.

The company has a senior central revenue team and on-property revenue managers.

Top 3 Core Objectives: To develop an integrated revenue culture to optimize all revenue opportunities, including ancillary revenues related to skiing; automate manual tasks and be able to react quickly and strategically to changes in demand.

Centralized Reporting: Boyne has been using Duetto ScoreBoard to enhance the process of centralization, as well as simplify reports to help things run more smoothly.
Optimizing Groups: Using Duetto BlockBuster, Boyne is able to better optimize groups business and negotiate on big groups and total hotel buyouts with more confidence.
Running an Integrated Strategy: Boyne takes a Total Revenue approach, balancing revenues from lift tickets and ski facilities with rooms ADR to present attractive packages.

"“Duetto is an external coach and partner when it comes to revenue. That was the most important thing to me. Sure, the technology is great, but there’s still a hands-on art of revenue management and we need that hands-on partnership as we continue to evolve in the ever changing market.”"

Michael Anselmi

Vice President of Revenue Strategy & Business Development

Innovators Mentioned

Boyne Resorts

Duetto

Michael Anselmi

Vice President of Revenue Strategy & Business Development

Boyne Resorts

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👍 Vice President of Revenue Strategy & Business Development Michael Anselmi said that Partnerships:

"“Duetto is an external coach and partner when it comes to revenue. That was the most important thing to me. Sure, the technology is great, but there’s still a hands-on art of revenue management and we need that hands-on partnership as we continue to evolve in the ever changing market.”"

⚖️ The selection process: During their research process, Michael Anselmi also researched IDeaS, and ultimately decided Duetto was the best fit for them.

Vice President of Revenue Strategy & Business Development Michael Anselmi said, about their decision: "We’ve invested capital in lodging, with four renovations. However, these investments don’t give a return on investment overnight. And an empty room or an unserviced room is lost revenue. Duetto helped us develop a revenue culture and truly understand that in order to optimize all revenue opportunities."

📈 The results: Boyne takes a Total Revenue approach, balancing revenues from lift tickets and ski facilities with rooms ADR to present attractive packages. Here's how they leveraged Duetto.

Centralization, as well as the simplification of reports, has enabled Boyne to define its segments better. Boyne is now more able to look for opportunities to grow those segments.
Quickly and easily pivoted revenue strategy to cope with the challenges of fluctuating demand.
Using Duetto BlockBuster, Boyne has run more than 3,000 group evaluations to better optimize groups' business, including using BlockBuster to evaluate a buyout event for Big Sky Resort.