Interpals Eco Resort blends the spirit of camping with an offer that keeps evolving. Located in Pals on the Costa Brava, just a few minutes walk from the beach, it brings together more than 600 sites across camping pitches, bungalows and a range of glamping options. A swimming pool, children’s play areas, an entertainment program and food and drink outlets round out a perfect experience for families. The resort also attracts couples and travellers looking for a quieter stay in the cooler months.
Because the resort offers so many types of accommodation and has a strong international focus, demand shifts with the season, the type of stay and the source market. The Netherlands and the domestic market are especially important, along with France, Germany and Belgium.
We spoke with Eloi Rigau Mestres, Manager, who oversees general management, business strategy, operations and sales at Interpals.
When growth meant taking on more work
Though Interpals already had an online booking engine, every request had to be reviewed and confirmed one by one. Direct bookings were also managed in the PMS, while agencies and OTAs worked with their own rates and inventory. Keeping several inventories up to date and managing distribution was an almost entirely manual job.
“Working with allotments and separate systems limited our commercial flexibility,” explains Eloi.
The team had to monitor every channel and couldn’t always react quickly to changes in demand. For a seasonal business with such a varied offering, that rigidity also made it harder to move towards a more dynamic pricing strategy.
As bookings and channels grew, so did the admin. Interpals even dropped some channels to focus on the ones it could manage efficiently. That kept operations under control, but it also reduced the resort’s visibility and left commercial opportunities on the table. To keep growing, it needed a more flexible way to distribute its inventory.
A solution to widen distribution without losing control
Interpals decided to modernise its commercial strategy to improve direct-sales conversion and target market segments more effectively. With SiteMinder, it brought in a more advanced hotel booking engine and centralised distribution and inventory on a single platform. From day one, it was able to adapt its rates to demand more flexibly. The change strengthened its revenue management strategy, with the goal of improving profitability.
What made SiteMinder the right fit was that Interpals could expand its commercial presence without every new channel becoming another task.
“We went from adapting our commercial strategy to the limits of our systems to having a tool that helped us build that strategy,” recalls Eloi.
More flexibility to manage every season
Today, Interpals uses GuestPro as its PMS and SiteMinder’s channel manager to connect to the channels that don’t integrate directly with that PMS. Centralised availability and a more consistent rate structure help the team coordinate distribution and adjust prices and commercial terms as demand changes.
Integration between systems matters especially for an operation with more than 600 pitches and units. Syncing bookings and availability reduces manual work and helps keep errors to a minimum. That frees the team to focus more on the guest experience, commercial oversight and booking analysis.
The change shows up in operational capacity too. Interpals doesn’t have an exact figure for hours saved, but it can now handle more business, more accommodation types and more channels without the admin load growing at the same rate.
“For us, it’s important that technology supports our commercial strategy rather than constraining it,” says Eloi.
With SiteMinder Insights, the team gains useful information about the market and distribution. Eloi also notes that comparing rates between campsites calls for caution, because pitches, capacity, facilities and comfort levels can vary widely from one site to another. That’s why Interpals combines this information with its own booking history, occupancy, booking lead times and the performance of each accommodation category.
More channels, less manual work
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More flexible distribution that supports growth
Since adopting SiteMinder, Interpals has added channels, centralised its inventory and gained more flexibility to adjust its commercial strategy. The resort credits its progress to several factors, including investment and the development of its business model. It sees more efficient distribution as an important part of that process.
Direct sales are still the main channel, accounting for roughly 90% of the business. External distribution complements this and helps the resort reach new guests and markets, especially in lower-demand periods.
Looking ahead, Interpals plans to invest in new accommodation and better facilities, further digitise and integrate its processes, and grow its presence in markets and segments that help strengthen business outside peak season.
“Technology on its own doesn’t transform a business. It does when it meets a real need and is properly integrated into how the company is run,” concludes Eloi.
Thank you Eloi for the valuable feedback and we are glad to be a part of your success. We wish Interpals all the best in the future!