October 01, 2012
Revenue Management
John Burns
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It is impressive the changes – or should we call it progress – that is evident over the last decade in how revenue management is practiced in hotels.
It has been a remarkable transition from then to now, and it is not over yet.
Then Now
Focus on FIT room rates Group booking decisions and rates too
Occupancy & ADR RevPAR, RevPAR Index , GopPAR and more
Rooms were the sole focus Involved with every revenue-generating area of the hotel
Rate management Channel mgmt. too, plus social media mgmt.
Junior mgmt. “outsider” Key property executive
Spreadsheets Revenue Management Systems
Data review Data mining & Business Intelligence
“Number crunching” Analytics plus participating in creative promotion development
One boss – the DOS Multiple bosses - GM, Owner, Asset Manager
Always agreeable Sometimes argumentative - defending not-always-popular positions
Solo position Leading a team
Tactical perspective Combing strategic and tactical perspectives
Revenue Profit
©2012 Hospitality Upgrade
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