Library Archives

Mostafa Sayyadi

This article offers practical contributions for hotel executives at all levels of the hotel. Hotel executives will see how hotel leadership not only can directly support financial performance, but it can also cultivate effective technological initiatives, which will enable organizational processes within hotels. I also present hotel executives with a new idea in that when change becomes increasingly valuable, hotel leadership manifests as a catalyst to implement effective changes in hotels' internal resources. Hotel executives leverage positive effects on information technology. Thus, I provide evidence that hotel leadership is used in corporate infrastructure for technological decision-making. READ MORE

S. Lakshmi Narasimhan

So, what does the future hold in store for guest loyalty? And more importantly loyalty for independent hotels? Well, independent hotels have their work cut out for them but do not need to despair. The customer is looking for value offerings and in recent times does not care whether they are from independent or chain hotels. A slickly executed marketing strategy on the foundation of strong differentiation and tying into guest personalization demands can bring the bacon home. Owners of these independent hotels who have already stuck their necks out with the investment can then laugh all the way to the bank. READ MORE

Ravi Mehrotra

Today's hoteliers face rising pressure to increase their total profitability. Hotel profit optimization through revenue management has traditionally focused on guest-room strategies alone without considering ancillary revenue streams and costs. In recent years, however, hoteliers have recognized the benefits of expanding their revenue management practices to incorporate a more holistic business view. As forward-looking hotel companies have adopted more scientific and analytical approaches to total property and portfolio-wide revenue management, they've experienced significant financial rewards. With increased scrutiny on driving total hotel profitability, what exactly does the industry need to know about profit optimization to finally do something about it? READ MORE

Paul van Meerendonk

By addressing channel performance-the concept of measuring key performance indicators across a complex, multi-channel booking landscape-hoteliers can optimize pricing and marketing across all channels, and boost revenue as a result. But for those new to the world of advanced revenue management practices and technology, how does one begin to map out a proactive and profitable distribution strategy? How you choose to distribute your offerings must be carefully and regularly assessed, with the goal of maximizing your profit potential always in mind. Evaluating channel acquisition costs, looking beyond online travel agencies (OTAs) for better revenue opportunities, and finding ways to drive more direct bookings are all good practices for monitoring and improving the health of your distribution strategy. READ MORE

Marcela Trujillo

Increasing ADR, in conjunction with appropriate occupancy levels, is an ever-present goal. Not only does this increase RevPAR, but gaining more revenue through ADR provides assets with increased profitability. Consistent application of the following proven techniques leads to consistent rate dominance. In this article, co-authors Marcelo Trujillo and David Beaulieu rely on their experience of more than 35 combined years to thoroughly analyze and explain the pathway to sustainable ADR to maximize a hotel's success. READ MORE

Gino Engels

Revenue managers face a daily melange of ingredients to analyze, digest and base decisions on. Advances in Big Data and tools to make sense of it are making life a little easier. But, amid this data-overload, losing sight of the bigger picture - exactly how these metrics are impacting on your bottom line - is an ever-present risk. In what will be a refresher course for some readers and a set of new ideas for others, we present our crucial data tips for profitable revenue management, from KPIs to supply and demand factors, and technology to better visualisation. READ MORE

Marcela Trujillo

Revenue management and marketing can seem like two different worlds. Different in many respects, many revenue and marketing teams operate without true cooperation. In this article, Marcela Trujillo with Total Customized Revenue Management (TCRM) explores the similarities and differences between revenue and marketing teams, uncovers the potential of a partnership between the two disciplines and explains how a collaboration can work to attract the perfect customer - one who will not just stay at the hotel or resort, but will also spend within the property and increase total asset revenue. READ MORE

Paul van Meerendonk

So, you want to be a high-performing hotel revenue manager, but how much should you understand about analytics, and how much can be left to the scientific experts and automated technology solutions? Well, does being a safe, efficient driver really depend on that much technical knowledge of what's under the hood? Sure, you should probably know where to put the gas, but it's the mechanic we trust to effectively diagnose and repair major issues, and there's an entire history of trial-and-error innovations built into your vehicle that make it into the advanced machine you rely on to get from point A to point B. READ MORE

S. Lakshmi Narasimhan

What is the way forward? The future is indeed bright for mixed use projects. Buoyed by a young, sophisticated, urban demand base (millennials and Gen Z) which is willing to fork out big bucks if unique, personalized experiences are delivered, stake holders have been falling over themselves to jump on to this bandwagon which has long term implications for their return on investment. On the one side constant innovation keeps the demand fertile and on the other, intelligent pricing keeps the bottom line thriving and happy. This is a heady cocktail that no self-respecting stakeholder will be willing to pass up. READ MORE

Apurva Chamaria

It is challenging task to manage rate parity. A lot of effort is required to track cracks in rate parity, especially for enterprise hotel. Current market subtleties require that hoteliers move much beyond detecting breaches and focus on implementing manners to not only report breaches, but take measures to put a stop to rate disparities and also avert them in the future. In this article learn how to avoid revenue damages caused by breach of rate parity. Know what kind of rate parity tools are modern and learned hotel revenue managers investing in to stay up in the game. READ MORE

Shelley Maher

What impact does revenue management really have on sales? Are the two departments separate pieces or can they work together to optimize every revenue stream? How can these two departments, with similar but unidentical goals, collaborate to maximize a hotel's success? With specific examples, top tips and expert advice, Marcela Trujillo and Shelley Maher of Total Customized Revenue Management (TCRM) present a thorough analysis of revenue management and sales and explore both the benefits and the challenges that arise from a strategic partnership. READ MORE

Paul Bennie

Hospitality professionals have come to recognize the tremendous value of quickly identifying performance trends in order to maximize efficiency, resources, profitability and guest satisfaction. Yet despite its many advantages, data management has long been associated with the time-consuming and error-prone use of manual spreadsheets. However, advances in technology are now providing hoteliers with the ability to seamlessly integrate data from an array of disparate systems, with real time and accurate information always instantly available. This article discusses how new cloud-based platforms are providing hoteliers with the ability to anticipate their business environment while providing the means to implement sound business strategies. READ MORE

Paul van Meerendonk

Love it or despise it, technological change is constant in our modern existence and professional lives-and the rate of change is exponential. Consider that by the year 2000 around two billion gigabytes of data had been amassed worldwide. Now, less than two decades later, that same amount of data is generated on a daily basis. Keeping up with the pace of change is hard. Adopting and implementing the latest technology requires an agile business culture. And culture is the key word. The greatest obstacle to your successful change isn't the technology you use-it is, first and foremost, a people challenge. READ MORE

S. Lakshmi Narasimhan

Revenue management has in the past decade or more redefined the traditional and archaic reservation function. It took reservation from an administrative and often clerical function and placed it front and center as a business strategy. It has had its challenges during this time but has reinvented itself multiple times proving it sustainability. Cross Selling was one such reinvention phase. Its promise of integration of revenue streams delivering incremental revenues is a powerful factor since the paranoia that owners have of year on year growth is take care of. It puts a smile on stakeholders faces - a dream not just for every hotel revenue manager but the entire management. READ MORE

Mark Heymann

In simplest terms, optimization means consistently delivering against customer expectations to drive revenue, while managing costs to maximize profitability. With the economy projected by some to soften by year-end, the hospitality industry must prepare for short-term growth while planning for longer-term slowing - and be flexible enough to respond to unexpected events. Combine this with the continued challenges of attracting and retaining talent and the priority for hotel operators becomes clear: workforce optimization. You see in this article how a deeper understanding of the specific factors driving both guest satisfaction and employee engagement will give you creative options to optimize operations. READ MORE

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Coming up in June 2021...

Sales & Marketing: Playing the Long Game

During an economic downturn, it is tempting to slash marketing budgets to make up for lost revenue. But smart hoteliers play the long game, knowing that companies who stay engaged with their customers will be the first to benefit from a rebound. Therefore, now is the time to renew and revamp sales and marketing strategies in order to be ready for what lies ahead. For example, this is a perfect time to refresh website content, social media and SEO.  The same for hotel blogs where content can be updated to give customers inspirational ideas as they begin to travel and meet again. Multimedia assets should also be revised with new photo/video shoots that provide accurate information about how setups, room configurations, and onsite offerings have changed to accommodate safer meetings and social distancing. The June Hotel Business Review will focus on the sales and marketing strategies that some hotels are adopting in anticipation of a recovery in 2021.