Case Study: Vornado Realty Trust achieves 4.1% RevPAR growth and climbs to #3 in comp set with Duetto Strategic Consulting

Hotel Penn Drives Results by Thinking Outside the Big Box

Vornado Realty Trust, owner of Hotel Pennsylvania, faced the challenge of maximizing revenue at an aging, budget‑oriented Manhattan property that attracts international tourists but cannot command premium rates. Finding in‑house revenue strategists proved difficult, so Vornado partnered with Duetto through its Strategic Consulting program and cloud applications, assigning a full‑time revenue strategist to price segments daily, coordinate digital marketing, and optimize the hotel’s channel mix.

Duetto implemented a dynamic pricing and revenue strategy—using Open Pricing, geo‑targeting, loyalty and cart‑abandonment tools, real‑time dashboards, and control of the digital‑marketing budget—while syncing revenue and marketing teams operationally. The Duetto solution drove multiple daily rate changes and better demand creation, delivering measurable results: RevPAR +4.1% and RevPAR Index +12.2% year‑over‑year (2017 vs. 2016), and a jump from No. 9 to No. 3 in RevPAR Index in the New York City comp set.

Vornado Realty Trust

Gene Nicotra

Vice President