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Driving revenue through short-term sales strategy.


“This partnership with MODIV has been transformative, with their strategic insights and practical implementation that significantly accelerated market penetration and sales performance. The collaboration did not only show direct and immediate results, but also fostered stronger customer relationships.”

OPPORTUNITY
Already a major player within the short-term rental industry, the client’s business model is evolving from distributing inventory from independent units to owning buildings that require full commercial support. There is now a need to enhance its sales approach across priority markets, focusing on short-term sales strategies and using a comprehensive approach to meet consumer demands. 
  • 01 APPROACH
  • 02 MAKING MOVES
  • 03 DELIVERING VALUE
MODIV focused on sales engagement, deploying in market sales teams dedicated to driving revenue across the client's key priority markets and hotels. The approach aimed to address fundamental questions such as the optimal short-term sales strategy for client acquisition, leveraging the client's systems and tools for efficient sales activity tracking, and addressing the needs of multiple markets through a comprehensive approach. 

MODIV deployed a specialized sales team across the client's selected markets, aiming for significant sales revenue growth for the current year and beyond. The strategy encompassed assigning an Engagement Sales Team Leader to oversee the overall sales engagement, act as the primary contact for the client's leadership, and lead the execution and strategy across all markets.

The methodology further included a digital prospecting team to identify local prospects, mobilizing a market sales activation team for direct client engagement, and deploying market sellers focused on driving sales and executing market strategies. Each market was approached with tailored strategies to exploit opportunities in extended stays, project-based business, and various travel segments, with specific attention to property types and market specific demands.

The project set a goal of achieving $3M in revenue over 12 weeks, focusing on markets identified by the client, including Boston, New York City, Los Angeles, Miami, and Phoenix.

The project not only met but exceeded the initial revenue goals set at its inception. The goal to achieve $3M in 12 weeks as well as return on investment (ROI) of ~$1.12M per market was surpassed, showcasing the effectiveness of the targeted sales strategies and the dedication of the sales teams across the priority markets.

By the end of the project, the total project pipeline had escalated to $9.1M, of this, $4.5M of revenue was already actualized. Over $1.1 million in on-the-books (OTB) revenue within just 8 weeks of project implementation was recorded and over $4 million in guaranteed wholesale revenue from the Miami market alone was realized.

MEASURABLE RESULTS
$9.1M total project pipeline
$1.12M ROI per market was surpassed
$4.5M actualized revenue
$1.1N on-the-books (OTB) revenue in 8 weeks
$4M guaranteed wholesale revenue from 1 market alone (Miami)

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CLIENT TAKE

“Not only did MODIV deliver above scope, they taught us more about our target audience than we imagined. The team provided a practical approach to help bring the insights to life, integrating them within our teams and our 3 year strategy.”

Chief Digital and Experience OfficerGlobal Hotel Brand