Turning a Struggling Beverage Program into a Premium Revenue Engine at Hotel Esencia

Client: Hotel Esencia, Mexico
Industry: Hotel
Services: Finance Audit and Business Strategy

The Challenge

Hotel Esencia, a luxury boutique property in Mexico's Riviera Maya, was facing an underperforming food and beverage program. Despite a stunning setting and a discerning clientele, the beverage offering lacked a cohesive strategy, and operations were inefficient. Revenue from F&B was inconsistent, and the team lacked the structure and data needed to make informed decisions.

Key pain points included a disjointed menu that didn't reflect the property's premium positioning, limited staff training on product knowledge and service standards, and pricing and promotions that were reactive rather than strategic. Without a clear roadmap, the beverage program was leaving money on the table and missing opportunities to enhance the guest experience.

Summary: A luxury hotel with strong potential was held back by an underperforming F&B program—lacking strategy, training, and data-driven pricing—which limited revenue and guest satisfaction.

The Strategy

Strategic Menu Revamp

We redesigned the beverage menu to align with the property's premium positioning, balancing high-margin signature offerings with guest favorites. The new structure improved clarity for guests and streamlined back-of-house operations.

Enhanced Staff Training

A comprehensive training program was implemented to elevate product knowledge, service standards, and upselling techniques. Staff became confident ambassadors for the new program, improving both execution and guest satisfaction.

Optimized Pricing & Promotions

Data-driven pricing and targeted promotions replaced ad-hoc decisions. We established clear guidelines for margins, happy hours, and seasonal offers that drove traffic without eroding profitability.

Integrated Marketing Initiatives

The new program was promoted through in-room materials, social content, and partnership with the hotel's broader marketing efforts, ensuring guests were aware of the elevated beverage experience.

Project Scope

Market Research
Competitive Analysis
Menu Development
Staff Training
Marketing Plan
Implementation Support

The Results

+41%

Revenue Growth

2.3x

Increase in Profit Margin

Hotel Esencia's beverage program was transformed from a cost center into a premium revenue engine. The combination of a strategic menu, trained staff, and data-driven pricing delivered significant revenue growth and improved margins. Guest feedback and repeat visitation for F&B experiences also increased, reinforcing the property's position as a leading luxury destination.

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