Author
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Oleksii Kapichin

Revenue Management Expert

Oleksii Kapichin

Oleksii Kapichin is a hospitality industry professional and revenue management expert. His hotel management background includes comprehensive operational (Front Office, Spa, Guest Services), financial, and revenue management experience.

Oleksii holds a master's degree in hospitality management from Ecole Hoteliere de Lausanne. He is passionate about helping hotels maximize total revenue using profit-focused, guest-centric, and innovative strategies.

Oleksii is an independent consultant for EHL Advisory Services. He is a founder of Hotelrevenueinsights.com, a professional hospitality industry blog focused on revenue management, marketing, distribution, branding, and strategy.

More about Oleksii Kapichin

Insights by Oleksii Kapichin (11)

Benchmarking: Moving beyond traditional comp sets and year over year comparison

There is a need to re-examine traditional competitive sets. Pandemic disrupted the markets and urged hotels to adapt. Hotels had to create new offers, change segmentation and pricing strategies.

How can hotels correctly calculate their costs per acquisition?

When creating a distribution strategy for the hotel, it's vital to consider channel-specific acquisition and distribution costs. But should it be the primary factor when choosing a hotel's distribution mix? I think that before calculating channel costs, hoteliers need to answer the following questions: Which segments book through a specific distribution channel?Will the hotel get access to these guest segments through other channels?Does the distribution channel generate unique demand? Does the distribution channel generate demand in high or low demand periods?How much ancillary revenue hotel generates from guests booked via a specific channel? Once these questions are answered, it's time to calculate distribution costs per channel.

Focus On Productivity: How COVID taught us to do more with less resources...

Travel demand will come back, allowing hotels to open positions and hire back staff members. The question is, what should be the post-COVID19 labor strategy? The pandemic taught hotels to do more with fewer resources and showed the importance of hospitality technologies.

Is Rate Parity Obsolete?

At first, offering a lower rate on the hotel's website sounds like a great idea. Guest looks for the hotel, sees various rates in Google search results, finds the lowest rate, and proceeds to the hotel's direct channel to book a room.

Beyond Room Revenue - Revenue Management opportunities for 2021 and beyond

Revenue managers need to focus on revenue generation. Upselling, cross-selling, total revenue management, new revenue streams should be part of the business strategy. Customization and personalization have to be at the core of revenue generation strategies.
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