Just before the weekend we highlight the fifth episode of The Revenuemanager - Summit Series. IDeaS, a SAS company (again) was the sponsor of this episode.

Sibylle Luger, Area Vice President, Account Management, EMEA & APAC at IDeaS, Claudia Infante, Senior Vice President of Revenue Strategy at Margaritaville, and Colin Jones, Regional Director Of Revenue Management at Accor joined co-moderator Fabian Bartnick, Founder at Infinito to discuss, share thoughts and perspectives on beyond pricing - the journey to profitability. 

The crisis during the early days of this milennium led to the rise of RevPAR as THE industry metric to follow. But voices of criticism haven't been only loud since the pandemic as the top line focused RevPAR is no longer the lighthouse which guides our every decision. But where to look for guidance moving forward?

For as long as most hoteliers can remember, RevPAR has widely been accepted as the most critical hotel performance KPI. Taking both occupancy and average rate into consideration, RevPAR indicates how successful the hotel has been filling its perishable inventory AND the overall caliber of business that it was able to fill it with. Back then, more RevPAR simply meant more profit.

Since then, the distribution ecosystem has become very complex, with every channel having its own distinct pricing and commission structure. Distribution costs have become a crucial variable in the profitability of every pricing decision. The result is that even if the guests are all paying the same price, not all reservations are created equally.

How are hotels tracking results to capture this additional data? It's one thing to track it, but how can Revenue Managers incorporate this vital component into the strategic process? For those who are successful, does the incremental profit justify the extra work?

The Revenuemanager Summit Series were co-produced in collaboration with FunnelTV The Traveltech Channel.

About IDeaS

IDeaS, a SAS company, is the world's leading provider of revenue management software and services. With over 30 years of expertise, IDeaS delivers revenue science to more than 18,000 clients in 145 countries. Combining industry knowledge with innovative, data-analytics technology, IDeaS creates sophisticated yet simple ways to empower revenue leaders with precise, automated decisions they can trust. Results delivered. Revenue transformed. Discover greater profitability at ideas.com.