hotel revenue management & yield management:
the approach

Develop a hotel revenue management culture within client organizations

Treat hotel revenue management as a dynamic business process and develop RM practices within this context

Foster a cooperative and collaborative environment between operations and sales/marketing/catering

Address RM in three equal parts:

• culture development
• team oriented decision making
• strategic and tactical skills

Master low-tech skills before implementing high-tech solutions

Demystify and then simplify revenue management concepts

Provide customized solutions for each hotel operation

Take time to teach the basics

Provide small "doses" of consultation and training over longer periods of time to maximize retention

Give equal emphasis to both strategic and tactical techniques

Train the team and train the trainer

Recognize hotel revenue management as an evolving discipline