Revenue Roadmap: A Business Process Approach to Revenue Management
If asked by an outsider exactly what revenue management is, we would likely parrot the tried and true explanation that revenue management is about “selling the right room, to the right person, at the right rate, and the optimal length of stay”. As hoteliers,...Read More
Social Media, A Revenue Management Distribution Channel?
Social Media & Revenue Management Is social media a revenue management distribution channel? Is it better suited to demand generation? Do you ever contemplate the dizzying catalog of online travel agencies and deal aggregation sites and throw up your hands up at the very...Read More
Revenue Management Demand Clues – What to look For During a Pandemic
Has your Revenue Team made the leap to access non traditional data sources when looking for demand clues? It’s very possible there’s more to discover than you think. Over the past many months, I’ve witnessed with almost incomprehension the evolution of change the COVID-19...Read More
Data Visualization & Innovative Problem Solving in a Post-COVID World
Putting yourself in someone else’s shoes is a lesson we’ve all been taught at some point in our lives. Now, successful revenue strategy professionals are taking that sage advice to a whole new level. Some years ago, my sister Wendy was completing her...Read More
Hotel Recovery – Revenue Management Pricing Strategies
Post Pandemic Pricing Strategies for Hotels and Resorts Easy on the throttle! The Covid pandemic of 2020-2021 has brought the tourism industry to its’ knees. Individual hotel owners have lost millions of dollars, big brands, hundreds of millions and the airline industry with its’...Read More
Post Pandemic Hotel Recovery – Revenue Management in 2021
Post-COVID Revenue Management – Have We Skipped a Generation of Revenue Managers? Today we are witnessing market extremes; those that have very little demand, and those that bizarrely have a ton of demand. With traditional market segments evaporating overnight, hoteliers cannot afford to wait...Read More
Change Management: Leadership in a Crisis
In times of crisis the ability to manage change is paramount. The hospitality industry is in uncharted waters now and for the foreseeable future. Those who are able to embrace and expertly manage change will navigate these troubled times with much more success. How...Read More
The Business Intelligence Boom
Where is this Leading & Who Must Come to the Rescue? Article for HITEC June 2014 Report As a revenue management specialist I am constantly reevaluating data sources and data sets. Long gone are the days of relying solely on market share reports, competitive...Read More
The Changing Role of the Revenue Manager – What Century is This?
What exactly is the role of the Revenue Manager today? Tactician? Strategist? Mediator? Leader? Innovator? Software Expert? The truth is that today, ideally, the Revenue Manager has to be “all of the above”. He or she has to be an Excel guru, as well...Read More
How Effective is Your Revenue Meeting?
It’s Wednesday morning, 10 am…the boardroom’s booked, the report packages are ready…the “usual suspects” enter the room to participate in this week’s revenue management meeting. The revenue manager has prepared the latest pick-up report, updated the rate shopping data, downloaded the STAR report and...Read More