Stagecraft is an indispensable part of the statecraft hotel executives perform in a variety of venues, before a variety of attendees, on behalf of a variety of issues. For that presentation to be a success, there must a distinctive look and feel that captures the essence of what a specific hotel represents; there must be an exclusive design, and a physical expression of the same, that is breathtaking in its use of color, lighting, set pieces and other materials. Achieving that goal is a collaborative effort between a hotel executive and the experts responsible for this project. Honoring that mission is an absolute priority. READ MORE

Revenue and risk management systems operate as part of a network much like the human body's nervous system. They're both part of a larger ecosystem delivering vital signals to an information center. Revenue management systems operate best when working in concert in an environment comprised of integrated, complementary processes answering to a central hub. An effective revenue manager (and management system) is essential for any hotel. READ MORE

The revenue management landscape has become more complex, requiring a strategic road map that navigates a property or organization through a journey meeting the horizon of optimal profit levels. How should a hotel company support these initiatives and nurture an authentic culture? Which stakeholders should be involved in the process and where should they expect all of the needed tools and resources to deploy effectively? As costs of distribution, acquisition, talent retention and costs per occupied room continue to escalate, what does a hospitality executive or asset owner need to perform in total revenue management to deliver a solid POGR (profit per occupied room) and deliver holistic performance objectives? READ MORE

At its inception, Revenue Management (RM) was a management science that created techniques which applied micro-economic theories. These micro-economic theories were implemented using advanced predictive analytics and robust optimization, that defined and optimized the availability and pricing of inventory. These economic theories created many slightly differentiated “products” for a company from their inventory. I believe RM is a true and noble management science that has become corrupted by predatory and baseless sales and booking rules that companies are masquerading as RM. To explain my position, we need to share some common vocabulary and understandings of the theories and implementations of RM. READ MORE

The competitive landscape in today's hospitality industry is more intense than ever. Hoteliers need new ways to differentiate themselves in the eye of the customer to provide world-class service, while still driving profitability across every segment and business unit. But despite the fact that almost every hotel manages multiple revenue streams, team members within each stream still tend to make pricing decisions based on the impact of their line of business only, which is a losing strategy. This article will discuss the benefits of holistic revenue management and the strategy of Total Revenue Performance. READ MORE