The Origin of Revenue Management in The Hospitality Industry
How a Chance Encounter Changed History
To fully understand how the practice of revenue management evolved within the hospitality industry, we have to start with what was a chance encounter between two people named Smit...
Integrating Distribution, Marketing, Revenue Management
Some recent case studies demonstrate the success that can be had by rethinking these key disciplines and how they can work in tangent.
For years, the hospitality industry has treated marketing, revenue management and distribution as separate disciplines, often operating in silos with limited communication or coope...
What’s the Ideal Mix of OTA Business for Your Property?
Experts explain an EBITDA impact model that looks at changes in OTA and non-OTA production.
The groundswell of support for “book direct” initiatives is squarely aimed at reducing reliance on online-travel-agency production. Blindly following a course of action to simply r...
GDS: The Forgotten Leisure Channel?
Global distribution systems are the key to generating online bookings and leisure revenue. Here are some tips to get the most out of your GDS.
Consternation over the relationship between online travel agencies and hotels has garnered a lot of ink in industry articles over the past several years—that’s understandable.
Evolving Expectations for Revenue Managers
There is no one right way to be a revenue management practitioner, and the trick is to find what approach fits best.
Attracting and retaining top revenue management talent can be a challenge these days. Owners and general managers often ask me what appears on the surface to be a very straightforw...
Rate Pricing Formula Benefits the Bottom Line
With a simple formula, you can clarify the risks associated with GOP, allowing all parties to have a common starting point to make smart pricing decisions.
Economists often reference the “downward rigidity of wages and prices” as one of the widely accepted tenets of their field. They obviously have not spent time working in the hotel...
Who Are my ‘true’ Hotel Competitors?
As technology, resources and analytics continue to evolve, they will undoubtedly provide us with greater insights and strengthen the position of individuals tasked with answering this million-dollar question.
Who are my “true” competitors? This million-dollar question is often a central discussion point in boardrooms, during the development of annual sales and marketing plans, in the c...