Hotel Online  Special Report

Don Shula’s Hotel & Golf Club Jumps
“Into the Revenue Zone”


Miami Lakes, FL (June 2006) - It wasn’t even a year ago that Don Shula’s President and General Manager Linda Harvey was beginning to rethink the hotels strategy due to lagging hotel occupancy and average rate, until she receives a call from OZone Strategic Marketing claiming to have added several occupancy points and substantially improved average rates to a major / branded hotel client.  All achieved in as little as three months!  After more than 30 years of hotel management, Harvey was to say the least, quite skeptical of their claims.

After several discussions, interviews, conference calls and a thorough background check, Harvey agreed to put OZone to the test.  Their task would be to re-position our newly renovated hotels, and develop and implement an entirely new pricing and inventory strategy.  No small task but due to the systematic approach OZone has developed, and the creativity of their staff, it took little time for our staff to embrace a new way of selling.  Harvey remembers several years back when she had hired another consultant to implement a yield management system…they spent hours sitting in a room going over minute details, day after day, establishing ridiculous goals and creating too much work for our people.  It was a lot of boring number crunching work that frankly nobody understood and it was not fun!  OZone made it fun again!

Harvey realizes with the many choices in distribution channels, technologies, and pricing for sales today, it was becoming almost impossible for her team to manage each channel effectively, while still maintaining superior customer service.  “Although I am a very systematic person, I still was not convinced that OZone could make this happen.  I was also gravely concerned that our people would lose sight of the importance of our customers as they focused on numbers.  Once bitten - twice shy!  

One month later, after the initial on-site work had been done by the OZone team, we were already counting $100,000 more in revenue than we had forecasted 30 days earlier.  All we did was discuss, modify and ultimately agree to OZone’s sales strategies.  They fully explained what they were doing, why, where and how…they did all the leg work for us.  

After four months and by the end of 2005, we were ahead by more than $400,000.  I guess you would say I have become a believer and a true advocate of Jeff and the OZone sales principles…not to mention OZone’s ability to deliver what they promise.  We have just come through the best first quarter that we have ever experienced in the 23 year history of our hotel…better than any Super Bowl year of the past. OZone helped to teach our revenue team how to take the guess work and emotion out of developing and implementing an effective rate strategy.  Our team still meets everyday with OZone via a ten minute conference call.   We just extended our agreement for another term and continue to watch our revenues grow with amazement.  

I guess you could say OZone helped to get us “into the Revenue Zone”

For more details on the Miami Lakes Hotel project, please contact: Linda Harvey President, Shula’s Hotel and Golf Club call:  305.821.1150 or via e-mail: 
About OZone Strategic Marketing:

OZone Strategic Marketing, LLC is a results driven, independent consulting firm with expertise in the fields of Hospitality Sales and Marketing, Distribution, Revenue, Pricing and Operational Hospitality Management.  We guarantee a 10:1 payback!  In 2005, OZone created and captured or $30,000,000 in incremental revenue for its distinguished client base of over 30 hotels representing close to 10,000 rooms. Through extensive market research and planning, sales re-engineering, advance revenue management and pricing tactics, OZone has been able to introduce new business processes that have created immediate payback.  Each term project is designed to continue providing value to the hotel and survive long after each engagement has been completed. 

Our goal for each client is simple: 

  1. Guaranteed 10:1 payback!
  2. Increase Revenues  
  3. Change Business Mix
  4. Implement an aggressive pricing strategy.    
  5. Develop an internal culture of Revenue Management.  
  6. To get more than your fair share month after month.  
Whether you are looking to supplement your Revenue Management strategies at your hotel, or require interim management and /or training, we can customize a solution that will deliver.

For more information contact Laura Osborne, Vice President of Sales and Marketing, OZone Strategic Marketing LLC, 203.348.3022, or via e-mail at:  You can also drop by and see us at HITEC booth #121. 
For further information visit


OZone Strategic Marketing, LLC
Stamford, CT, 06902

Also See: What NYC's Revenue Managers Want You to Know; Insights from the HSMAI NYC Revenue Managers Summit / April 2006
Revenue Management...It Really, Really Works!! / July 2005
OZone Strategic Marketing, LLC Developing and Implementing Successful Revenue Growth Strategies for the Hospitality Industry Since 1999 / June 2005
OZone Strategic Marketing to support EzRMS Product Suite in North America / July 2003
OZone Strategic Marketing, LLC drives $10 Million incremental RevPAR for client hotels in 2002 / April 2003

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