Interstate Hotels optimizes sales data tracking with ProfitSword

Properties in Interstate Hotels & Resorts portfolio, such as the Renaissance Philadelphia, now have access to automated hotel-level sales data. Photo credit: Renaissance Philadelphia

Interstate Hotels & Resorts has implemented ProfitPace and the custom-built NorthStar platform from ProfitSword to optimize sales data tracking. A solution developed specifically to manage sales data in order to provide effective forecasting and budgeting, ProfitPace is now used alongside Interstate's NorthStar sales incentive system by more than 80 full-service Interstate managed properties across the United States, as well as 13 properties internationally.

Interstate previously relied on a cumbersome process that depended on manual data entry, a time-consuming process often subject to keystroke error and resulting in a negative impact on productivity. Since implementing ProfitPace, hotel-level sales data is automated, which can be instantly accessed whenever needed. Able to communicate and integrate with an array of disparate systems, ProfitPace allows users to quickly and effectively monitor all sales team efforts at both local and regional levels. It also provides the ability to fully analyze business performance to ensure that all sales goals are consistently met.

“Since using ProfitPace, our corporate sales executives have been able to instantly access a wealth of data from either individual properties or groups of hotels, and can compile actionable reports in a matter of hours as opposed to what used to take days,” said Hunter Webster, SVP, digital marketing at Interstate Hotels & Resorts, in a statement. “Opting to work with ProfitSword was easy, given that they already have all the protocols in place to capture and seamlessly present all necessary data, and will even work with their customers in designing a platform that addresses specific needs."

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In developing and implementing NorthStar specifically for Interstate Hotels, ProfitSword provided the ability to calculate individual sales manager sales performance against predetermined goals. The platform also significantly allows them to calculate incentive pay and create a journal entry for accounting systems. With the ability to recognize and incentivize sales associates according to their performance, Interstate can ensure that hotel sales professionals work to their full potential and that such efforts are reflected in enhanced property sales and revenue achievement.

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