World Panel
World Panel

Revenue Optimization

Revenue Optimization
Revenue optimization is the strategic management of pricing, inventory, demand and distribution channels to maximize revenue growth over the long term. Encompassing both the philosophy and supporting technology behind driving hotel revenues, the panel will focus on the non-customer facing challenges and opportunities faced by today's hotel commercial directors including forecasting, budgeting, KPIs and performance measurement, inventory and channel management, sales and event management, revenue management systems, booking engines, and decision support tools.
Panel Champs

Scott Dahl

Program Director, Master’s Degree in Hospitality Strategy and Digital Transformation at Les Roches Global Hospitality Education

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Diego Fernandez Perez De Ponga

Corporate Director Revenue Management Palladium Hotel Group

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Christoph Hütter

Non-traditional Revenue Manager & Consultant

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Sharad Kapur

Revenue & Distribution Strategist

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Recent Viewpoints (14)

How to manage revenue in a pent-up demand era?

Considering the unprecedented global travel disruption and performance declines we've endured; hoteliers finally have something to look forward to. The world has spent the last 18 months dreaming about travel, but not actually going anywhere.

What are the best technology solutions for optimizing revenue?

Nothing divides revenue managers more than the discussion around artificial intelligence and machine learning. The two schools of thought fall into the category of technophobics and technophiles, with AI-enthusiasts on one side and Luddites on the other.

How can hotels correctly calculate their costs per acquisition?

Cost optimization and profitability: Cost-optimization has always been a central notion in revenue management. That being said, the pandemic brought renewed attention to the topic. Today, more than ever, proper cost control is crucial to navigate these difficult waters and prepare for the "new normal.

Is Rate Parity Obsolete?

The discussion around the pros and cons of rate parity has been around for almost a decade now. Regulations on the issue are, at best, patchy, with some countries where RP clauses are strictly prohibited (such as France, Austria, Italy, and Belgium), partially prohibited (Germany and Sweden), announced (Switzerland), or still unregulated (US and Latin America).

How can hotels stand ahead of the curve when demand returns?

According to Bloomberg, over 300 million doses of COVID-19 vaccines have already been administered; President Biden said the U.S. expects to vaccinate every adult by mid-May, and 53.7% of Israelis has received the first dose of the coronavirus vaccine.

Do we need a new revenue management toolkit for 2021?

It is no longer news that the hotel industry has suffered the worst decline in history. The resulting business failures are starting to make the news and most industry experts agree that it will be several years until the industry returns to anywhere near the health it had in 2019.

We’re out of the rut. Now what?

By the end of 2019, many of the thought leaders in revenue management had begun echoing a common theme, basically that the Revenue Management discipline was stuck in a rut. Industry-wide, Total Hotel Revenue Management was starting the become a joke.

A Post-Crisis Top-3 Revenue Management Action Plan

The global hospitality industry has been through every perceivable calamity over the past decades: earthquakes, tsunamis, tornados, major floods, terrorist attracts like 9/11, SARS, global recessions, epidemics and pandemics like SARS, MERSA, ZIKA, swine flu and now COVID-19.

Has forecasting become a lost art?

Robert Cross, the de facto Godfather of Revenue Management, stated "…everything starts with a day by day, segment by segment forecast", yet many hoteliers no longer produce one as part of their strategic process.

Is revenue management stuck in a rut?

Recently the question has been asked at events, in social media posts and industry articles if revenue management is stuck in a rut. The authors assert that revenue management has not really advanced in the last 10 years and revenue managers are not doing anything differently than in the past.

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