Customer Spotlight: Katalyma Hotels

Key Results:

• Time savings: Reduced daily revenue management tasks from over two hours to just one hour, allowing more time for strategic planning and operational focus.

• Revenue growth: Increased average rates by 16-17% in November compared to the previous year, with a slight 2-point drop in occupancy, leading to higher top-line revenue.

• Dynamic pricing efficiency: Implemented automated pricing adjustments across room types, optimizing rates and ensuring competitiveness with minimal effort.

Background

With over 30 years of experience in the hospitality industry, Troy Clarry is no stranger to the challenges of hotel management. Starting his career with global brands like Hyatt, Ritz-Carlton, and Bulgari Hotels, Troy rose through the ranks, mastering operations across multiple countries. After two decades abroad, he returned to New Zealand to channel his expertise into owning and operating two boutique properties: Whangaparaoa Lodge near Auckland and a corporate-focused property in Kerikeri.

Located on Auckland’s northern beaches, Whangaparaoa Lodge offers a peaceful retreat near scenic beaches, golf courses, and a renowned bird sanctuary, attracting both city escapees and international visitors. In the Bay of Islands, Kerikeri Park Lodge caters to corporate guests while maintaining Troy’s signature personalized hospitality. Both properties reflect his dedication to exceptional guest experiences in stunning New Zealand locations.

Lighthouse caught up with Troy to explore how he has transformed his approach to pricing and revenue management, saving time and increasing profitability with the help of Lighthouse’s Pricing Manager.

Time-Intensive Revenue Management

Challenge

As a hands-on owner, Troy spent hours each day gathering and analyzing competitor data and market trends, often relying on fragmented systems. Balancing these time-intensive tasks with operational responsibilities left little room for strategic planning.

Solution

Lighthouse’s Pricing Manager consolidated all revenue-related data into a single interface, allowing Troy to monitor competitor rates, market trends, and demand indicators with ease. Its integration with the Property Management System (PMS) enabled real-time rate updates across both properties.

Results

Troy reduced his revenue management tasks to just one hour each morning, freeing up time to focus on other aspects of his business while ensuring pricing strategies were optimized.

Fragmented and Inaccurate Data

Challenge

Previously, Troy relied on OTAs and metasearch platforms to track competitor pricing—a labor-intensive process that often resulted in incomplete data. Without a centralized system, reacting to market shifts quickly and accurately was nearly impossible, often resulting in missed revenue opportunities.

Solution

Lighthouse provided Troy with a dashboard displaying real-time competitor pricing and market demand insights, all in one place. This eliminated the need for manual searches, meaning he can make informed pricing decisions with just a few clicks.

Results

With clear, real-time data at his fingertips, Troy confidently adjusted rates to align with market conditions. This proactive approach allowed him to maximize revenue while maintaining a competitive edge.

Maximizing Revenue with Dynamic Pricing

Challenge

Like many smaller operators, Troy’s properties initially relied on static pricing. While he occasionally adjusted rates manually, the process was inefficient and often overlooked opportunities to maximize revenue. Without the ability to dynamically price rooms based on market demand, pricing strategies were reactive and inconsistent.

Solution

With Lighthouse’s Pricing Manager, Troy implemented dynamic pricing rules that adjusted rates automatically based on real-time market conditions and competitor activity. The platform also allowed him to create tiered pricing across room categories, so changes to one room type cascaded automatically to others. For example, if studio rooms were nearly sold out, the system would recommend increasing the rates for premium suites as well, ensuring all rooms were priced competitively.

Results

For the month of November, Troy saw a 16-17% increase in average rates during November compared to the previous year. Although occupancy dipped slightly by two points, the higher rates generated significantly more top-line revenue. The dynamic pricing structure also reduced the manual workload, giving Troy the flexibility to fine-tune rates without sacrificing efficiency.

Planning Ahead with Data-Driven Confidence

Challenge

For Troy, long-term demand planning was a challenge. Without detailed forecasting tools, he often focused on short-term rate adjustments rather than proactively preparing for future demand peaks or gaps. This reactive approach limited his ability to capitalize on high-demand seasons or strategically target slower periods.

Solution

Lighthouse’s demand forecasting tools gave Troy actionable insights into future trends. These included search demand data and competitor pricing patterns for weeks and months ahead. Using this data, Troy identified specific periods, such as post-March shoulder seasons, to target with tailored promotions. For example, he used the insights to create a successful Black Friday special and explore market demand for multi-night stays during slower months.

Results

Troy now plans his pricing strategies months in advance, using data to anticipate both high and low-demand periods. This proactive approach has helped him prepare for slow seasons while maximizing revenue during busy times. The insights also allowed him to explore creative strategies, such as offering premium single-night stays when competitors enforced two-night minimums.

Final thoughts

Troy knows firsthand the challenges independent hoteliers face, especially when competing against large chains with endless resources. Lighthouse’s Pricing Manager has redefined what’s possible for independent hoteliers by delivering exactly what independent hoteliers need to compete with larger chains.