Advanced Pricing Central to NH Hotels Group’s Turnaround European hotelier overhauls its tech stack and revenue culture to refocus on its most profitable business The Challenge NH Hotel Group operates 400 hotels in 30 markets, including Amsterdam, Barcelona, Frankfurt, London and New York. Yet, in 2012, the Spain-based hotel company found itself on the brink of bankruptcy. One major problem was the company’s strategy for guest segmentation and distribution. Too much of NH’s revenue came from lower- rate business, such as flight crews and tour operators, and cheap corporate negotiated contracts. Chief Commercial Officer Fernando Vives was brought in to build a masterplan for NH Hotel Group’s change management initiative. A strategic business plan was introduced. This focused

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