Commercial strategy that survives contact with reality.
I'm Miguel Afán de Ribera, Partner at Simon-Kucher. I help international restaurant and hotel brands grow their profits by improving their commercial strategy — from audit to execution.
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"When demand softens, most companies lower prices. That's the fastest way to lose volume and margin. Lower demand and higher price sensitivity are not the same thing. Not knowing the difference is expensive."
A unique dual specialization
At Simon-Kucher, I lead a team of specialists in commercial strategy within the hospitality sector. This dual specialization is unique in the consulting market. It's the reason we turn insight into commercial impact faster than anyone else. We support international and local hotel and restaurant brands, from Beijing to New York, from Riyadh to São Paulo, from Mexico City to Madrid.
How we help companies
drive commercial growth
Approach Articulation
We rapidly identify commercial opportunities — assessing capabilities, benchmarking performance, and prioritising quick wins into a transformation plan.
Activation
We walk the talk. We blend with our clients' teams day-to-day, supporting governance, decision-making and progress tracking.
Acceleration
Lasting impact comes from smart routines. We help clients progressively build their own commercial capabilities for the long term.
"Pulling the grass doesn't make it grow any faster."
We know how to execute.
Slides may look good, but they don't move the needle. Most commercial initiatives look right on paper, but they fail — too theoretical or too complex for the company to absorb. We believe in execution-proof strategy, not strategies that hope to be executed.
"TRUE PROFIT!"
No company ever went broke turning a profit.
Why do 80% of companies in the US go public having never turned a profit? Real profit after taxes is the most important management target. Written together with Hermann Simon, this book brings clarity to the jungle of profit concepts and balance sheets — a powerful guide for responsible, tough managers and entrepreneurs.
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