Asset Management & Commercial Performance Optimisation
The Client
Leading real estate investment and development group in Central Asia, owning a portfolio of four internationally branded and managed 4- and 5-star hotels across Kazakhstan, including a landmark 5-star property in Almaty.
The Asset
5-star branded and managed hotel
145 bedrooms & suites with panoramic views
3 primary dining venues
Event space for up to 900 guests
Club Lounge (26h floor)
Spa and wellness centre
The Client need
Work in partnership with the appointed operator to maximise revenue potential and achieve the targeted EBITDA for their newly launched luxury hotel in Almaty, Kazakhstan.
Strategy Implemented
Analysis and Diagnostic
Conducted a comprehensive review of the hotel’s commercial structure to identify strengths, weaknesses and untapped revenue opportunities.
Benchmarked performance against the defined competitive set to establish accurate market positioning and identify potential for revenue expansion.
Analysed in-house data across all revenue streams to assess commercial performance and uncover opportunities for optimisation.
Strategic Planning and Alignment
Critically reviewed the annual budget and contributed actively to the budget revision process with the operator, Head Office and ownership.
Collaborated on the development of a structured marketing plan with measurable targets to enhance brand awareness and market penetration in local and regional markets.
Designed a detailed sales activity plan and reporting framework to track and evaluate the effectiveness of commercial initiatives.
Assessed and adjusted the hotel’s revenue and rate strategy by market segment and distribution channel to maximise yield potential.
Execution and Capability Building
Diagnosed skill gaps within the commercial team and provided hands-on coaching to strengthen competencies and align with revenue strategy objectives.
Partnered effectively with Head Office functions (Finance, Marketing, Sales and Revenue) to leverage corporate systems and services, ensuring efficient strategy execution with clear deliverables.
Energised the commercial team through facilitated brainstorming sessions aimed at capitalising on local and regional market insights.
Supported the commercial team in their negotiations and collaboration with Head Office to align brand strengths with local and regional initiatives.
Implemented operational-led initiatives to drive cross-selling and up-selling opportunities across all departments for total revenue optimisation.
Chaired weekly revenue meetings to align pricing strategy with commercial objectives and market demand across all segments.
Monitoring and Performance Optimisation
Led weekly performance review meetings and introduced innovative initiatives to improve Total Per Available Room (TRevPAR) and overall commercial performance.
Actively participated in monthly business reviews with the operator and ownership to generate creative strategies for total revenue growth and margin enhancement.
Governance & Reporting
Developed a bespoke owner reporting pack consolidating key performance indicators (KPIs) across the asset portfolio, including benchmarking against industry standards and competitive market data.
+43.2% NOI
against budget (Year end 3)
+12.8% Rooms Revenue
against budget (Year-end 2)
+9.4% RevPar
against budget ( first 6 months)
Results were achieved with existing manpower
OUTCOME
Through a three-year collaboration with the appointed operator and the deployment of a focused, data-driven commercial strategy, the hotel achieved significant performance improvements across key business indicators. Enhanced pricing discipline, a revitalised sales structure, and targeted marketing initiatives strengthened market positioning and supported sustained revenue growth. The bespoke owner reporting framework ensured transparency and accountability, while strengthened commercial capabilities and cross-functional collaboration fostered continued margin optimisation. These combined efforts positioned the property as one of Almaty’s leading luxury hotels, delivering measurable value to ownership and reinforcing the asset’s long-term profitability.
