The 5 traits of a successful revenue manager

by Ed Watkins, Contributing Editor |

Revenue strategy is probably the newest profession in the hotel industry and one more important than ever. At the dawn of the discipline, the GM or director of marketing at a hotel would pluck a member of the staff who was good with numbers, understood spreadsheets and had a rudimentary knowledge of hotel marketing and make them the property’s revenue manager.

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Don’t miss the Revenue Strategy Summit, and the latest roundup of news

by Eric Stoessel, VP of Marketing |

If you enjoy keeping up with the revenue strategy news here, you may want to consider visiting Washington DC on July 29 for the third Revenue Strategy Summit. The location moves from New York to the nation’s capital this year, but the focus of the event will remain the emerging discipline of revenue strategy and the convergence of marketing and technology.

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Red Lion Hotels shares its Duetto experience

by Eric Stoessel, VP of Marketing |

Red Lion Hotels has been making quite a roar lately. The Spokane, WA-based hotel company agreed to acquire the GuestHouse International and Settle Inn brands. The move will more than double the size of its portfolio, growing it from 57 hotels to 130.

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Should revenue managers get paid more, and the latest revenue strategy news

by Eric Stoessel, VP of Marketing |
Hotel revenue managers aren’t happy with their incentive compensation plans, but a new study commissioned by HSMAI points to ways to improve these plans with techniques that for the most part require only incremental investments by hotel owners and operators. In a survey of 522 HSMAI members in revenue management in North America, just 20% of sales executives and 18% of revenue managers reported being likely to recommend their incentive compensation plans to other colleagues or peers. Read More

Amazon gets in the game, and the latest in revenue strategy news

by Eric Stoessel, VP of Marketing |
It seems the jury is still out on exactly what Amazon is doing and its overall intentions, but there’s no doubt the retail giant has taken a bigger step into selling hotel rooms. It recently expanded its Amazon Local offerings, according to Tnooz, and launched a new hotel product and brand, Amazon Destinations, according to Skift. Read More