Having the right data and strategies can mean the difference between stagnation and growth. For Iberostar Group, partnering with FPG and utilizing the IN-Gauge platform transformed their approach to revenue optimization—delivering measurable results and reshaping their team’s mindset.
Here Pere Estela Pujals, Global Ancillary Director at Iberostar Group, discuss how FPG’s insights and tools helped them identify missed opportunities, refine their KPIs and drive consistent revenue growth.
The Challenge: Broad KPIs & Untapped Revenue Potential
Before working with FPG, Iberostar Group faced a common challenge: their performance metrics were too broad, making it difficult to pinpoint areas for improvement.
"Before FPG, our performance measurement lacked the precision needed for optimal decision-making," says Pere. "We now recognize our KPIs were too broad, and we were unaware of our full revenue potential. FPG’s industry benchmarking revealed significant opportunities we hadn’t previously identified."
Without granular insights, the team struggled to maximize incremental revenue—especially in areas like upselling and guest experience enhancements.
The Solution: Precision Metrics & a Mindset Shift
FPG and the IN-Gauge platform provided Iberostar Group with the tools to move beyond vague KPIs and implement data-driven, targeted strategies.
"IN-Gauge allowed us to move beyond broad KPIs and implement tailored actions for each team," Pere explains. But beyond the platform, FPG’s customer success consultants made a real difference. “They drove a significant change in our approach to revenue optimization, guiding us in upselling methodology and shifting our team’s mindset to capitalize effectively on incremental revenue opportunities.
The combination of real-time performance tracking, industry benchmarking, and hands-on coaching helped Iberostar Group refine its strategies at every level.
The Results: Double-Digit Growth & Stronger Revenue Culture
The impact was clear—Iberostar Group saw consistent double-digit YoY growth in conversion rates and average room upsell rates. In Spain alone, incremental revenue across 25 properties exceeded budget by 15%, highlighting effective revenue optimization strategies. The Upsell Rate Index further reinforced this success, rising to 24%—up from 21% in 2023—reflecting stronger upselling performance and enhanced guest engagement.
In 2024, an Iberostar hotel in southern Europe delivered outstanding commercial results, with Incremental Revenue surpassing budget by an impressive 38%. The property also achieved strong upsell performance, with the Upsell Rate Index increasing by 16.79% and Upsell Conversion growing by 5.33%. These metrics reflect both effective revenue optimization and enhanced guest engagement, reinforcing the success of strategic initiatives implemented over the year.
But the benefits went beyond numbers. The team developed a culture of continuous improvement, ensuring long-term success.
"FPG’s training and extensive experience within the industry has proven invaluable," Pere notes. “Consultants quickly integrated with our team, demonstrating a remarkable ability to understand our company culture and specific needs. Their reliable and actionable guidance is highly relevant to our team members. We particularly appreciate their proactive approach to problem-solving and their ability to tailor training to address our unique challenges.”
Why Iberostar Group Recommends FPG
When asked if he would recommend FPG to other properties, Pere didn’t hesitate: "We strongly recommend FPG. Even high-performing teams can reach the next level with their tools and expertise. They create a culture of continuous improvement and sustained revenue growth—helping teams stay engaged and consistently drive incremental revenue."
Final Thoughts
For Iberostar Group, FPG was a game-changer—turning overlooked opportunities into measurable success. By combining cutting-edge analytics, hands-on coaching, and industry benchmarking, they unlocked revenue potential that was hiding in plain sight.
Could your property be leaving money on the table? Let FPG help you find out.
If you would like to find out more, you can request a free revenue assessment here.
