How Oliva Nova turned golf into a direct revenue channel (pilot case)

Starting point

Oliva Nova Beach & Golf Hotel (Gandía, Valencia) runs 250 rooms and an 18-hole course designed by Severiano Ballesteros. Tech stack at pilot start: Mews as PMS, TeeOne on the course, no integration between them. Tee-time coordination: emails between reception and caddiemaster, Excel sheets for tracking.

Pre-pilot metrics (February 2026):

• 412 combined bookings/month
• 32 average coordination minutes per booking
• 3.7% errors in tee-off assignment
• 4.1% upsell of extras (buggy, transfer, lessons)

Rollout

Three phases over 8 weeks:

Phase 1 — active adapters (1 week). Setup of MewsAdapter with the ServiceOrderUpdated webhook and TeeOneBookingEngineAdapter with course credentials. Health check passes on both.

Phase 2 — post-checkin mini-app (2 weeks). The system automatically detects Mews bookings with greenfees and emails the guest a mini-app link. The guest books their tee times without going through reception. Result: 88% of bookings complete via the mini-app without manual coordination.

Phase 3 — V2 reservation engine (5 weeks). Activation of the standalone engine (/dashboard/book) so reception can do combined hotel + golf bookings in a single transaction when a guest arrives without having booked online.

Results (April 2026 data)

Coordination time: from 32 to 4 minutes per booking. The remaining 4 minutes are the check-in conversation, not operational coordination.

Errors: from 3.7% to 0.4% (the few remaining are operator manual changes, not system errors).

Upsell: from 4.1% to 22%. The mini-app exposes buggy, transfer, lessons, and club rental as contextual options — the guest buys them when booking the tee time, not at the course on the day of play.

Golf revenue: Oliva Nova's course was already billing 14% of the hotel total; it rose to 18% in four months, mainly through extras upsell and conversion of guests who previously didn't play because "they couldn't find a moment to speak to reception".

What we learned

"The most surprising thing is that there are combined bookings we don't even see anymore. The guest arrives, plays, and leaves. Six months ago each of those bookings was 30 minutes of my day." — Oliva Nova receptionist.

Three product takeaways:

1. The post-checkin email has to be short and open the mini-app without login. Any friction here tanks conversion. 2. The extras catalog must be editable by the hotel, not hardcoded. Every hotel has buggy, transfer, lessons, clubs, marshalls, lockers — but at different prices and with different names. 3. Operators need a visible audit timeline when something goes wrong. We built /dashboard/bookings/[id]/timeline before phase 3 because without that visibility, operational trust collapses.

Next steps

Las Dunas Beach Resort (Marbella) enters pilot in May. Three IAGTO agencies start using the portal in June.