The Era of the Director of Revenue Strategy is Here

by Ed Watkins, Contributing Editor |

No longer do the titles Revenue Manager or the even-more arcane Yield Manager fit the important roles these professionals play in the success of an individual property, management company or ownership group. If they’re not doing it now, all hotels should create a Director of Revenue Strategy position.

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Yielding room types and the power of open pricing

by Marco Benvenuti, Chief Marketing and Strategy Officer and Co-Founder |

I still get plenty of questions about exactly what open pricing is and how it works. And more pointedly, how the hell is it even possible. Earlier this month I spent hours in panels and at parties at HITEC and ROC answering those questions.

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Revenue Management Glossary: From ADR to yield, and everything in between

by Eric Stoessel, VP of Marketing |

We often talk about a more comprehensive revenue strategy, but before you can get there, you need to understand effective revenue management, which encompasses segmenting, forecasting and pricing. Here is a glossary of terms to get you started, and if you’re looking for even more, register and download this white paper, “A Beginner’s Guide to Revenue Management.”

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Good revenue strategy goes beyond competitive pricing

by Michael McCartan, Managing Director, EMEA |
During a panel discussion at a recent conference, I heard the corporate revenue manager for a hotel company lament that even with a revenue management system, the biggest challenge for any hotel is dealing with a foolish revenue manager in the comp set. We’ve all heard similar refrains from hoteliers about only being as good as their dumbest competitor on the street corner. Read More

From Revenue Management to Revenue Strategy

by Patrick Bosworth, co-founder and CEO |

It’s taken a long time to get revenue management into the lexicon of the hotel industry, but now that we’re finally there, let’s talk about redefining it. Revenue management—yield management, price optimization or however it’s described from company to company—will always be a critical function at every hotel, and it’s great the majority of the industry recognizes this. But revenue management has come to be defined by managing rates, which isn’t exactly what Robert Cross first imagined in 1997 when he called for a marketing renaissance in his book, “Revenue Management: Hard-Core Tactics for Market Domination.”

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Good RM starts with segmentation

by Mark Brandau, Director of Content |
Earlier this year, Marco detailed why fixed-tier or BAR pricing is a revenue management mistake. The point of his Time to Lower the Bar for Good post was that dynamic pricing and yielding segments individually is the best way to optimize revenue, and pricing each segment as a percent off the best available rate (BAR) is the fastest way to lose money. He has since written about the importance of forecasting and how many hotels mistake inventory management for revenue management. Read More