Comparable set

The properties, sites or customers of the same type and market that a unit is measured against, drawn from the company's own portfolio. A resort is never compared to an airport hotel. The set is stated on the line.

DefinitionThe properties, sites or customers of the same type and market that a unit is measured against, drawn from the company's own portfolio. A resort is never compared to an airport hotel. The set is stated on the line.

Size

Four to twelve members. Under four is flagged; two is not a norm.

Own portfolio

The set comes from the company's own units, not an external index, so the expected figure is something the company has demonstrably achieved.

How it is used

Units of the same type, size band and market, chosen by stated attributes from the company's own portfolio. A unit's measures are read against the median of its set.

Example

A 180-room city-centre business hotel is compared with the group's six others of 150 to 220 rooms in primary cities, not with the resort properties. Its corporate share of 41 percent is below the set's median of 55.

Where it goes wrong

Comparing every unit with the portfolio average. A resort and an airport hotel are both marked as outliers for being what they are.

Articles that use this term

Coverage and territory · Asset managers

Channel share per strategy: platform, wirehouse and RIA flows side by side

How an asset manager's distribution team measures net flows per strategy by channel from the transfer agent and platform data, sets each strategy's expected channel mix from its own peers in the range, and finds the strategy that is under-distributed in one channel while the range as a whole looks fine, without ever naming an end client.

16 Sept 20263 min read Forecast and pipeline · Hospitality

Pace per property: rooms on the books against the same date last year

How a hotel group builds a pace report from the reservation export that a revenue manager can act on: rooms and revenue on the books for each future month against the same point last year, by segment, per property, the properties behind pace in a segment where their comparable set is ahead, the pickup still needed to reach budget, and the identity that ties the pace table to the reservation system.

16 Sept 20262 min read Territory, capacity and quota planning · Hospitality

Segment mix per property: corporate, group and leisure in one view

How a hotel group's commercial team builds room-night mix per property by segment from the property management export, sets each property's expected mix from its own comparable set, and lists the properties whose corporate or group share has drifted from where properties like them sit, without ever comparing a resort to an airport hotel.

16 Sept 20262 min read Forecast and pipeline · Hospitality

Ten questions a hotel group's commercial director asks, and the table that answers each

The ten questions a hotel group's commercial director puts to the property and sales teams, which properties are behind pace and in which segment, which corporate accounts under-produce their agreements, which properties have the wrong segment mix for their set, where does function space sit empty, which accounts leak to public rates, which sales managers cover their accounts, which properties turn business away midweek, which agreements expire with no production review, what is the group's concentration by account, and what changed, each with the table from the reservation snapshots and the agreement file, and the answer to send back.

16 Sept 20262 min read How-to guides

The norm by industry: what 'similar customers' means on twelve desks

Every gap on this site is measured against a norm from the company's own best customers of the same kind, and what the same kind means changes by desk: same menu type and covers, same size band and sector, same tenure band, same rig count, same property type and market. This hub gives, for twelve industries, the fields that define similar, the unit of size the norm scales by, the population the norm is drawn from, and the guide for each.

16 Sept 20263 min read Forecast and pipeline · Hospitality

Pace on one property for one month: the whole arithmetic on one page

The complete pace calculation on one hotel for one future month, small enough to check by hand: rooms and revenue on the books by segment from today's reservation snapshot, the same month at the same point last year from the kept snapshot, pace by segment in rooms and as a share, budget by segment, pickup needed, historical pickup from this point from three years of snapshots, the segment that is behind while the comparable set is ahead, and the identity that segments sum to the snapshot, so a reader can reproduce every figure and then run it on their own snapshots.

17 Sept 20262 min read