Hospitality · B2C and B2B
Atlantica Hotels: 40% lower CPA in 12 months across 19 hotels
Quick answer
BGO2 took over performance media for 19 Atlantica Hotels properties, each with its own goals, budget, and corporate entity. Within 12 months, cost per acquisition dropped 40%, volume surged 80% as spend scaled, and ROAS remained above 8.9.
Case overview
| Company | Atlantica Hotels |
|---|---|
| Industry | Hospitality |
| Model | B2C and B2B, with direct bookings |
| Scope | Performance media on Google and Meta for 19 independent hotels, driving lead generation and direct bookings |
| BGO2 Fronts | Growth & Revenue, CRM & Data |
| Timeline | 2014 to 2016 |
The challenge
Nineteen hotels across Brazil operated as independent business units, with distinct goals, budgets, corporate entities, and property leads. An account that demanded massive management effort.
The turning point
Treat each property as its own business with its own targets and budget, while unifying management, reporting, and optimization under a single playbook.
What we did
- 01
A management model for 19 properties: distinct targets, dedicated budgets, and a single point of contact per hotel, backed by standardized routines and reporting.
- 02
Paid media campaigns on Google and Meta for direct bookings and lead generation.
- 03
Continuous CPA and ROAS optimization per hotel.
- 04
Reallocating spend to the hotels and channels with the highest return.
Results
-40%
in CPA over 12 months
+80%
in volume, with increased spend
ROAS 8.9+
in paid media operations
What this case teaches
Scaling across multiple locations requires goal autonomy and a unified methodology.
Frequently asked questions
- What is CPA?
- Cost per acquisition: how much media spend is required to generate each booking or lead.
- How do you manage media across multiple independent locations?
- By setting targets and budgets per location while maintaining a single management, reporting, and optimization framework for all of them.
- Are direct bookings more valuable than third-party bookings?
- Generally, yes, because the hotel pays no commission and owns the guest relationship.
Results recorded by the project leadership.
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