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OCTOBER: New Developments and Best Practices on Maximizing Revenue Management

Drew  Salapka

Revenue management continues to grow in importance across brands and independents, with hotels of all sizes. Strategies for success abound, but who is executing the strategy at the hotel level? Do the frontline staff members understand what must happen to the rate at their property from day to day, even hour to hour, in order to assure financial success? Drew Salapka maintains that you must conduct training with not only the hotel’s sales they need in order to be successful team, but also the front desk associates. They must be equipped to understand and work with revenue management. READ MORE

Holger  Bause

The evolution of location based services and applications is changing the way that hoteliers think about revenue management. With apps that will initiate contact with the guest, hoteliers will have the ability to fully customize the guest experience, from the time the guest books a room, to after the guest has checked out. There will be a significant impact on “big data”, as hoteliers will have access to their guests’ habits before, during and after their stay. Revenue managers will be able to use this data to personalize offers for guests and increase revenue. Overall, it seems that location based services are very much at home in the hospitality industry, and are one new technology that every hotelier needs to keep a close eye on. READ MORE

Jean Francois Mourier

Anyone who has worked in the hospitality industry for any period of time would know that - in hotels of all sizes - the Director of Revenue Management and the Director of Sales are often completely at odds with one another. No matter how experienced or knowledgeable, there is generally a confrontational relationship even over the simplest pricing issues. If one says to 'offer a discount', the other says to 'raise the rates'. If one suggests a focus on group sales, the other suggests transient sales instead. No matter what the issue, it is often very difficult to get these two employees to see eye-to-eye (or rate-to-rate) and it can create a huge problem for hotels. READ MORE

Mario  Candeias

The hotel sector has been booming, feeding on the rebound of the global economy. Some asset managers and hotel executives in investment forums claim the industry is peaking. Development pace is strong, funding deals seems to be a problem of the past, rolling out new brands seems to be a growing trend. With more disposable income, more information and faster and cheaper capital flows, the speed of change increases, market cycles are shorter, time to market is cut-throat. There are “new kids on the block”, East and West, North and South. Stakes are high. For the army generals (Luxury Hotels), they are higher… READ MORE

Coming Up In The November Online Hotel Business Review


Feature Focus
Hotel Sales & Marketing: The Heart of the Matter
Of all the areas of a hotel’s operation, perhaps none are as crucial, challenging and dynamic as the Sales and Marketing department. In their rapidly evolving world, change is the only constant, driven by technological innovations and the variable demands and expectations of a diverse traveling public. These professionals occupy a vast, multi-channel universe and it is incumbent on them to choose wisely when determining where and how marketing dollars are to be spent to generate revenue from all their multiple constituencies – individuals, corporate guests, groups and wholesalers. Complicated decisions are made and complex plans are devised, based on answers produced from intricate questions – What is the proper balance between Direct vs. Indirect Channel Sales? What kinds of resources are to be devoted to a comprehensive digital marketing program (website, email, social, blog, text and online advertising) on multiple channels (desktop, tablet and smart phone)? What are the elements driving local market conditions and how can local people be attracted and the local competition bested? How does an operation research, analyze and partner with group business generators, meeting planners, wholesalers, incentive travel companies, corporate travel departments, and franchise-sponsored marketing programs? How can effective sales incentive programs be implemented and how can a strategic marketing campaign be deployed? How are new sales leads prospected, qualified, sold and closed? The November Hotel Business Review will examine some of these critical issues and explore what some sales and marketing professionals are doing to address them.