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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Sharad Kapur

Revenue & Distribution Strategist

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Recent Viewpoints (5)

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.