Many first generation revenue managers have been taught demand is a correlative function based on market place or external compression. At the same time, we've been taught rational pricing is the consumer's desire and willingness to pay for goods and/or services. What makes the Hospitality industry different from most other industries is variable pricing based upon demand factors. READ MORE

Total Revenue Management - thinking beyond the hotel room as a singular inventory towards optimizing all potential inventories and points of sale. Focus is now on the idea of 'Profitability per Acquired Consumer (PROFPAC). Not every consumer in a hotel is a staying guest, so how do you manage and capitalize. Have the airlines cracked this and what can the hospitality industry learn from their experiences. READ MORE

Compelling new research from Protean Hospitality Partners indicates that large percentages of business travelers do not know what hotel brands are associated with their parent chains and corresponding loyalty programs. This limited awareness has several detrimental effects on long-term loyalty, namely that brand apathy can make certain hotels more vulnerable to customer transference to direct competitors. Consumer education and subtle rebranding appear to be the most salient treatments for this issue. READ MORE

We are not talking about hurricanes, tornadoes or other natural disasters. We're talking about problems that occur a lot more frequently and can become even more costly. We're talking about guest problems. Guest problems, especially those that are not handled well, are among the most harmful things that can happen to the bottom line. Dealing with upset guests is one of the most disagreeable tasks for any hospitality professional, and potentially very harmful to the bottom line. But with the right systems in place, and the right staff training, the impact of guest problems can be minimized, and even become a source of loyalty when leveraged into opportunities. READ MORE

Though winter brings to mind blankets of white snow and nights curled up by the fire, the season's inclement weather can bring many challenges when it comes to maintaining a property's landscape. Snow and ice management is essential to maintaining a hotel's image. In the article "Hotel Garden: Managing Severe Winter Weather," authors Ken Hutcheson and Mike Fitzpatrick discuss how proper snow and ice management will help ensure that a hotel can operate efficiently and safely throughout the colder months. They also provide tips on how to maintain a hospitable and accessible landscape despite inclement weather that could otherwise pose potentially dangerous conditions. READ MORE