Picture this: You’re standing on the beach in Zanzibar – oh yes, it is another lessons of those. The sun’s out. The sea’s calm. And within seconds, you’re surrounded AND … everyone selling the same thing.
Boat rides. Starfish walks. Snorkeling. It’s like standing in the middle of a hotel rate parity report. Same product, same pitch, same smile.
But then… something catches your eye.
🚤 The Ferrari Guys
Among the sea of sameness, three guys decided to flip the script. They took basic motorboats and turned them into floating supercars. A Ferrari, a Porsche, and a Lamborghini, gliding across the turquoise water like a Fast & Furious sequel filmed on the Indian Ocean.
And they didn’t stop there.
They added a drone that films you: high-speed, cinematic shots of you sitting on a car in the ocean.
It’s part experience, part ego trip, part pure Instagram bait. And it’s brilliant.
Because while everyone else was fighting for a handful of tourists, these guys became the attraction.
They didn’t compete in the market: they became the market.
💡 Lesson 1: Same Market ≠ Same Position
Hotels often say,
“We’re in a competitive market.” No!!! You’re in a crowded one. Competition only exists when your offer looks identical to everyone else’s.
Those Ferrari boats didn’t add features but they added perception. They turned an ordinary 30-minute boat ride into a status symbol.
You don’t have to be cheaper. You have to be more interesting.
📸 Lesson 2: Sell what they talk about, not just what they buy
Let’s be honest: most guests aren’t buying experiences. They’re buying stories to tell later.
The Ferrari guys understood that instantly. They didn’t sell a ride … they sold the post. The photo. The video. The brag.
Your hotel isn’t competing on RevPAR. You’re competing on shareability. Every moment that can be captured, tagged, and shared is a multiplier.
Or as one passenger put it: “Oh guys, I am only doing this for the pictures!”
🪞 Lesson 3: The Budget Version Always Exists
Not far away, the “budget” version showed up. A transparent boat tethered by an invisible rope floating just a few meters off the shore. Guests sit, pose, drone flies, fake luxury shot achieved.
Cheap, fake… and yet it works.
Why? Because perception sells faster than authenticity if you play it smart.
They didn’t chase the Ferrari guys. They positioned themselves as “the same shot, half the price.”
It’s a good reminder that in revenue management, there’s room for all segments as long as you know which game you’re playing .
⚖️ Lesson 4: Market Dynamics = Timing + Visibility + Flexibility
There’s a finite number of tourists walking that beach. Just like there’s a finite number of travelers in your market.
Everyone can’t win, but those who adjust faster can.
When demand rises, some operators vanish to avoid price wars. Others stay visible, confident, differentiated. That’s what smart hotels do too: manage demand, stand out on timing, double down on storytelling.
In Zanzibar, the Ferrari guys don’t chase customers. They attract them and then upsell them with videos, drone shots, and packages.
That’s not chaos. That’s dynamic packaging on water.
The takeaway?
Revenue management isn’t about selling what everyone else does better. It’s about making what you do look different, feel different, and sound impossible to ignore.
Because when everyone else is selling the same snorkeling trip, you’d better be the one selling the Ferrari that floats.
Love,
Fabi
Bit about me: I’m Fabian Bartnick aka. Fabi – The Commercial Growth Leader. I’ve built and exited hospitality tech companies, trained thousands of leaders worldwide in sales, marketing and revenue management, and helped businesses in multiple industries align their commercial teams for measurable growth.
If you’re ready to align your sales, marketing, and data into one unstoppable growth engine, connect with me on LinkedIn.
