Library Archives

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

Paul van Meerendonk

Get as much heads in beds as possible while optimizing your hotel's profit potential. This straightforward definition of a revenue manager's job probably rings true for many of us in the industry. However, if a revenue manager is solely focused on guest-room pricing, then who's in charge of enhancing revenue for the rest of your property? Hotels can generate more than half of their revenue on non-room revenue streams, yet traditional revenue managers and revenue management systems still take a limited "heads-in-beds" approach. So, how do we best decide what business to accept when faced with the complexities of multiple revenue stream considerations like function-space booking? READ MORE

Lily Mockerman

How can hotels successfully expand their revenue strategy beyond occupancy? Is heads-in-beds truly the only method for increasing revenue and profits? When should occupancy be a priority, and when should hotels minimize occupancy for maximum revenue? With expert advice, years of experience and thoughtful analysis, president and CEO of Total Customized Revenue Management Lily Mockerman discusses both the benefits and the drawbacks of relying on occupancy as the sole indicator of a hotel's performance. READ MORE

Steven Klein

Everchanging challenges sweeping the hotel industry, from new technology-related consumer demands to rising labor costs to shifting competition, are making it more difficult than ever for hoteliers to manage soaring operation costs. With margins thinning, it's crucial hotel operators maintain profitability by performing financial audits. In this article, Steve Klein, a partner at South Florida accounting firm Gerson Preston, dives into the specifics surrounding the importance of a properly conducted, regular and thorough audit so hotels -- large and small -- remain sustainable and allow for greater efficiency to address the evolving landscape of the industry as we know it. READ MORE

Lily Mockerman

One of the most overlooked opportunities for hoteliers today is maximizing all hotel space for more profitability. Hoteliers know that empty rooms generate no revenue but finding a purpose for every space requires creative thinking, a comprehensive plan to execute ideas seamlessly and an understanding of the challenges that may arise. In this article, revenue management expert Lily Mockerman delivers original solutions for hoteliers looking to maximize hotel space and, in turn, maximize profitability. READ MORE

Paul van Meerendonk

Few hotel companies have achieved a successful holistic revenue management strategy today and most hotels still manage revenue generating business units in isolation. The good news is that, as silos come down, total revenue performance comes into view. Hotels must adopt the tools and best practices that bring together key business stakeholders from marketing, sales, meetings and events, food and beverage, revenue management and operations to unify goals and profit potential. READ MORE

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Coming up in August 2020...

Food & Beverage: New Technological Innovations

In the past few years, hotel food and beverage departments have experienced significant growth. Managers are realizing just how much revenue potential this sector holds, both in terms of additional revenue and as a means to enhance the guest experience. As a result, substantial investments are being made in F&B operations as a way to satisfy hotel guests but also to keep pace with the competition. Though it has been a trend for many years, the Farm-to-Table movement shows no signs of abating. Hotel chains are abandoning corporate restaurants and are instead partnering with local chefs to create locally-influenced dining options. Local, farm-sourced ingredients paired with specialty beverages or local wine also satisfies the increasing demand from Millennial travelers who are eager to travel sustainably and contribute to a positive impact. A farm-to-table F&B program also helps to support the local economy, which builds community goodwill. Also popular are "Self-Serv" and "Grab & Go" options. These concepts stem from an awareness that a guest's time is limited and if a hotel can supply them with fast, fresh, food and beverage choices, then so much the better for them. Plus, by placing these specialty kiosks in areas that might be traditionally under-utilized (the lobby, for instance), they can become popular destination locations. Of course, there are new technological innovations as well. In-room, on-screen menus allow guests to order from any restaurant on the property, and some hotels are partnering with delivery companies that make it possible for guests to order food from any restaurant in the area. Also, many hotels are implementing in-room, voice-activated devices, so ordering food via an AI-powered assistant will soon become mainstream as well. The August issue of the Hotel Business Review will report on these developments and document what some leading hotels are doing to expand this area of their business.