One Yield version 2 Update | December 2018

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One Yield v2 includes system enhancements that introduce users to advanced automation and state-of-the art pricing models that drive revenue growth. Since its launch in 2017, a 1.4 RevPAR lift has been measured among hotels on One Yield v2 – a positive marker of the systems innovative capabilities.    

While we have received positive feedback about the intuitive design, new capabilities, and overall deployment approach, we know adoption by hotels has not been a seamless process. Users have struggled with the changes One Yield v2 brings to their day-to-day operations, as well as how the system facilitates their organization’s pricing philosophy.

Marriott’s Global Revenue Management team, along with your Owner & Franchise Services account representatives, have heard your concerns. Through interactions including site visits and advanced user workshops, as well as feedback from advisory councils, we believe a core challenge is that users have not transitioned from a focus on outputs to a focus on managing the inputs in One Yield version 2.

One Yield v2 is a major change to the design of the system, which therefore requires a major change to user adoption.

While change is never easy, we have observed that when hotels take key steps to better adopt the system recommendations, the uplift to their topline results is significant. Here are a few tactics to support better adoption:

• Avoid excessive overrides: Many users don’t realize that frequent overrides actually damage the accuracy of their demand forecast.
  • Franchise Management Company RM Contacts can assess override frequency by reviewing the Revenue Management System Adoption Dashboard (RMSAD).
    • Override only when specific information is known (e.g., a new special event), or within reason.
  • Actively manage the DAILY group forecast for the next year: Both definites and “to-be booked.”
    • Forecast daily group definites on an ongoing basis.
    • Forecast daily group to-bes for the future.
  • Confirm that the total group forecast (definites + to-bes) closely aligns to historic group rooms sold / aligns to the hotel’s strategy.
  • Explore Program availability is a direct result of the forecasted occupancy, of which the daily group forecast is a key component.

Global Revenue Management continues to listen to constructive feedback from users, consistently translating this information into improved functionality. During this past year, we have implemented the following enhancements that are the direct result of user feedback:

• Dynamic group changes – Users can now provide One Yield v2 with the most accurate, up-to-the-minute group forecast information.
• Continued focus on forecast improvement – One Yield v2 now reacts faster to changes, ensuring the most accurate forecast for each hotel.
• RPO enhancements – We are now rolling out the option for hotels to receive retail rate recommendations for 330 days.

Global Revenue Management will be driving for greater adoption through more support and engagement with users in 2019. The profitability of your hotels is a key priority, and with continued emphasis on user adoption, we believe your organization will see the results of using the best revenue management system in the industry.

Should you be interested in learning more about system enhancements and to dispel some misconceptions about key capabilities, we encourage Franchise Management Company contacts to join the Dec. 14 Franchise Management Company webinar.