Brands
Unlocking Profitability: A Case Study on OBVIO Hotels
How OBVIO Hotels Achieved Double-digit Growth with Accor’s Revenue Management Platform
October 30, 2025
At Accor, we are dedicated to empowering our owners and hotels with innovative solutions to maximize their performance. Central to this is revenue management, where our robust partnership with IDeaS, established in 2016, delivers smarter pricing recommendations and stronger results.
Following a rigorous selection process, Accor chose IDeaS as its global RMS provider, collaborating to develop a bespoke suite of advanced solutions tailored to our diverse portfolio. This enables hotels to leverage AI-driven technology and expert insights for dynamic pricing, total revenue optimization, and a competitive edge.
Today, the IDeaS revenue management system is part of our brand standards, supporting over half of our hotels worldwide, a testament to our commitment to driving RevPAR (Revenue Per Available Room) and RGI (Revenue Generation Index) growth for our partners.
Obvio Hotels, with 25 properties operated mainly under Accor brands with properties across France and Switzerland — including Pullman, ibis, Novotel, MGallery, and Mercure —, is a compelling example of successful adoption: by adopting IDeaS and drawing on Accor expertise, Obvio achieved more accurate forecasts, resulting in daily rates more adjusted to the market trends, and double-digit RevPAR growth.
The decision to implement Accor’s revenue management system IDeaS was driven by three core objectives: Saving time, increasing productivity, and – above all – enhance profitability and market share. For us, it was also clear that revenue management systems represent the future of our industry. The sooner we embrace AI-driven tools, the more competitive and high-performing we will become.
Arnaud Fougeront
Commercial and Revenue Management Director, OBVIO Hotels
How OBVIO Hotels made Revenue Management their Strategic Advantage
Performance metrics improvement since 2022: Only until few years ago, OBVIO Hotels’ approach to forecasting was built on manual spreadsheets and historical data, an increasingly risky strategy in a rapidly shifting hospitality landscape. All of that changed when the hospitality group decided to implement one common revenue management system, IDeaS, proposed by Accor. This is their journey towards double digit RevPAR growth.
+18.4%
RevPAR VS 2022
+5.6%
in occupancy volume VS 2022
+12.1%
in ADR VS 2022
+5.2%
Market Share VS 2022
Challenge Accepted: Transforming with a New Revenue Management System
Just three years ago, revenue forecasting at OBVIO Hotels meant hours spent managing spreadsheets and looking back at historical trends. With 25 properties in some of the most vibrant cities across France and Switzerland, the team faced increasing pressure from unpredictable markets and changing guest behaviors. The limits of the old ways of working became increasingly clear during the COVID pandemic, demonstrating the need for a forward-thinking solution to future-proof their revenue management system.
The solution became clear: OBVIO Hotels needed a robust, automated revenue management solution, capable of integrating data from diverse sources to provide smart pricing recommendations.
Partnership in Action: A Seamless Transformation Journey
Accor’s collaboration with OBVIO Hotels began by bringing the IDeaS Revenue Management Platform into their operations, then guiding the rollout with best-in-class support. From initial pilot programs to full portfolio deployment, Accor’s PerfoRMS team provided structured onboarding, proactive knowledge sharing, and direct project leadership.
As Arnaud comments, "The groundwork for integration was already in place—IDeaS connects seamlessly with our existing Accor tools, leaving nothing to chance." When challenges emerged ahead of go-live, Accor’s experts were on hand to adjust pricing parameters and smooth the transition, ensuring OBVIO Hotels could confidently realize the benefits of their new solution.
To succeed in a project of this magnitude, it is important to fully engage with the existing process – and be prepared to challenge the status quo, and experiment. And our team is here all along to ensure that the hotels are confident in using the system.
Gregoire Venuze
Revenue Success and Onboarding Director, Accor
A data-driven Approach: Prepared for an AI-powered Future
Now, three years later, OBVIO Hotels’ performance speaks for itself. Revenue per available room has increased by almost 20% since 2022, driven by higher occupancy and more relevant daily rates. The revenue managers are able to prioritize strategic planning over manual forecasting, and the executive committee as strong sponsors. Thanks to the pricing recommendations, the OBVIO team has dared to increase prices during peak periods.
Now, thanks to an accurate, daily updated forecast, my daily routine has shifted. I start my day quickly by reviewing the latest data to see if we are on track to hit our targets. This allows me to dedicate more time to supporting underperforming hotels and creating value, rather than spending hours recalculating projections.
Arnaud Fougeront
Commercial and Revenue Management Director, OBVIO Hotels
The Way Forward: Leveraging AI
Looking ahead, Arnaud and his team are committed to strengthening group-wide reporting and forecasting, as well as exploring new revenue opportunities in the meetings and events sector. They remain focused on how emerging artificial intelligence can enhance both the guest journey and hotel selection process.
Over the medium term, Arnaud aims to continue to leverage advanced AI tools for revenue management, while also exploring how to adapt to a world where guests increasingly use AI platforms to research and plan their next destinations.
For me, revenue management excellence is the relentless pursuit of maximizing performance — especially in hyper-competitive markets like Paris, where growth is hard-won. It is not just about having the best practices; it is about combining them with innovative tools like IDeaS to consistently outperform the competition – and prepare for what’s ahead.
Arnaud Fougeront
Commercial and Revenue Management Director, OBVIO Hotels
About Accor’s IDeaS Revenue Management System
In 2,900+ Accor hotels worldwide
4 tailored versions
Brand standard as of 2025
Accor and IDeaS: Delivering hotel value with advanced, AI-powered revenue management
Since launching with the IDeaS revenue management system in 2016, Accor has steadily expanded its use of advanced, AI-powered revenue management. Today, over half of Accor hotels actively leverage the IDeaS platform, with strong momentum and continued adoption expected over the next 12 months. This initiative aims to streamline daily operations and ensure consistent, unified reporting across all participating properties.
The platform features four tailored versions to meet the needs of all hotel segments—from efficient solutions for economy brands to powerful analytics for luxury properties. It delivers targeted, AI-driven recommendations that help drive growth in key metrics such as RevPAR (Revenue per Available Room) and RGI (Revenue Generation Index), supporting a culture of revenue management excellence.
Accor’s team of experts supports implementation and knowledge sharing, encouraging collaboration and consistent best practices. The objective remains clear: to empower Accor hotels with the best-in-class, smart, integrated system—maximizing forecasting, occupancy rates and owner value every day.
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