A leading hospitality group operating more hotels in the Nordics than any other faced increasing complexity across markets, brands and legacy organisations. We partnered with the client to develop a three-year commercial transformation roadmap, delivering the first phase within months and unlocking significant cost savings, faster commercial processes and stronger corporate sales growth.
SEK 25M in cost savings
Delivered within the first three months of the transformation.
40% reduction in contracting time
Simplifying commercial processes and improving efficiency.
6% year-on-year growth in corporate room-night bookings
Strengthening commercial performance across key markets.
Following a period of rapid growth through acquisitions, the organisation had become increasingly complex. Different markets, brands and legacy organisations operated with their own commercial processes, structures and ways of working, making it difficult to operate as one business.
At the same time, corporate travel was becoming more competitive. Online booking platforms, travel management companies and growing price transparency increased pressure on traditional sales models and customer relationships.
Fragmented commercial processes limited operational efficiency and made digitalisation difficult. Smaller customer accounts, despite representing the majority of the customer base, were often managed inefficiently and generated limited profitability. The business needed a more unified commercial model to improve efficiency, strengthen customer engagement and support future growth.
Working closely with the executive team and commercial leadership, we developed a three-year commercial transformation roadmap covering the full commercial operating model.
The transformation prioritised initiatives that balanced immediate business impact with longer-term structural improvements. Across six markets, we helped standardise commercial processes, improve pricing and contracting, streamline sales operations and introduce greater consistency in performance management.
By simplifying ways of working and enabling greater automation, the organisation established a stronger commercial foundation while improving its ability to serve customers consistently across markets.
Get in touch with Efe Desat to discuss how similar commercial transformation programmes can help improve performance across your organisation.
Efe works with leadership teams to improve commercial performance, simplify operating models and deliver large-scale commercial transformation programmes across complex organisations.
We are growing and rapidly onboarding new clients to the Kvadrant tribe. Want to help them realize the full potential of their commercial organization?
We’re a team of commercial specialists experienced within change and transformation on both individual and organisational levels.
Kvadrant Consulting is a Copenhagen-based management consultancy focused on driving growth by designing, developing, and accelerating the full commercial engine of global companies, now part of the Elixirr Group.
Palægade 8, 3. | 1261 Copenhagen | Denmark
Phone: +45 70 27 02 23
Mail: info@kvadrant.dk
