How RMS became a pricing & strategy assistant for a Director of Sales

City Hotels 27.03.26

About the Client

Hotel name: Hotel Golf Prague
Location: Prague, Czech Republic
Size: 234 rooms
PMS (Property Management System): HotelTime Solutions
Channel Manager: D-EDGE

Property description:

Hotel Golf Prague is a 4-star hotel strategically located next to a championship golf course and a major tram line, just 15 minutes from Prague’s city center.

This positioning allows the hotel to attract a diverse mix of guests, including high-volume groups and MICE business, as well as leisure and transient travelers. As a result, the pricing environment becomes dynamic and competitive.

The Challenge

The Director of Sales was running revenue management on top of everything else — without a dedicated Revenue Manager, and without the time to do it properly. This meant:

Making daily manual pricing decisions
Reacting to last-minute market fluctuations
Balancing group business already on the books with sudden competitor price drops
Deciding whether to hold higher rates or follow the market

Prague is a fast-changing market, and frequent last-minute changes made pricing both time-consuming and risky.

Why hotellab RMS

Hotel Golf Prague selected hotellab because it offered:

Seamless integration with their trusted PMS and Channel Manager
Built-in Rate Shopper to accurately map competitors
Smart pricing logic that considers group business on the books
The ability to avoid unnecessary last-minute price dumping
Revenue forecasting to support broader commercial planning
Dedicated Customer Success support with quarterly strategy reviews

The Impact

Within the first weeks, the Director of Sales became highly satisfied with the system’s pricing recommendations for the next 14–21 days.

Shortly after, autopilot updates were activated, allowing the RMS to automatically update prices at least twice per day — without manual intervention.

Adrianna Gombosova, Director of Sales, noted:

“RMS has become my brain for the next 21 days of lead time. I understand how the system works and trust it in 95% of cases. It saves me hours of manual work and helps me achieve my revenue targets. Communication with my Customer Success Manager, Georgios, keeps me aligned with pricing strategies for the next 365 days, as the market constantly changes.”

Implementation Journey

Strategic focus:

Occupancy-first revenue strategy to stabilize base demand in a highly volatile Prague 4* market
Seamless data integration between hotellab RMS and HotelTime Solutions PMS for reliable and continuous data exchange
Deliberate decision not to follow competitors’ high-rate / last-minute discounting behavior
Autopilot activation with maximum occupancy focus to accelerate room-night growth
Controlled use of competitor influence rather than blindly following market median
Monthly strategic reviews instead of frequent tactical rate changes
Gradual transition toward structured weekday pricing boundaries to protect ADR on stronger days

Operating in Prague’s constantly changing 4-star market, the hotel deliberately chose a disciplined, occupancy-driven strategy rather than reacting to competitors’ extreme pricing fluctuations. The objective was to stabilize base demand, grow market share, and build revenue volume before gradually optimizing rate performance.