Challenge
A 122-room Fairfield Inn & Suites in the Houston Energy Corridor came to Barnhill at 96.4 RevPAR Index against a five-property comp set. Ownership had changed hands ten months earlier; the previous owner had run the property on a static BAR ladder with no group displacement model and no rate-fence discipline.
Approach
- Rebuild the BAR ladder around demand bands. Replaced a five-step $89-range ladder with eleven steps across $146, gated by 30/60/90-day pace thresholds.
- Install a group displacement model. Modeled at the block level using a 24-month transient-pace history; built a single-page GM approval tool.
- Restart the RFP cycle on a 90-day catch-up. Re-engaged 41 negotiated accounts; 28 responded; 19 accepted Barnhill-set rates.
Outcome
| Metric | Baseline | Month 11 | Delta |
|---|---|---|---|
| RevPAR Index | 96.4 | 112.4 | +14.6 |
| ADR Index | 94.1 | 103.9 | +9.8 |
| Occupancy Index | 102.4 | 108.1 | +5.7 |
| Negotiated-account revenue YoY | — | +47% | Restored |
“The single biggest unlock was finally having someone we could call who actually knew what they were going to say. We didn’t need a system. We needed a person.” — General Manager