Case Study: Mohegan Sun achieves increased revenue and casino-hotel occupancy with Rainmaker's guestrev

Mohegan Sun Increases Revenue + Casino Hotel Occupancy

Mohegan Sun, a 1,200-room destination resort, faced the challenge of improving the quality of its hotel guests—specifically to stop displacing higher-value casino customers with lower-value guests—even though overall occupancy was already high and local competition had increased. To address this, Mohegan Sun evaluated and implemented Rainmaker’s guestrev® price-optimization and revenue-management solution in June 2010.

Rainmaker implemented guestrev® with a new customer segmentation strategy, a customer valuation algorithm, staff training and integration into Mohegan Sun’s pricing process and reservation systems. Within months the property saw measurable gains: occupancy was 95.6% from July–September 2010 and rose to 97.8% in the fiscal first quarter, gaming revenue from hotel customers increased from higher-value segments, more than 25% of casino-hotel rooms were later booked via the property’s website, and direct-mail costs and contact-center call spikes declined—outcomes Mohegan Sun cited as a resounding success for Rainmaker.

Mohegan Sun

Christopher Friday

Senior Vice President of Information Systems and Chief Information Officer