Consultative selling in hospitality starts with a simple shift: stop selling what the customer asks for and start understanding what the customer is trying to achieve. A customer asks for 50 people, two meeting rooms, lunch and dinner. We prepare an offer. Then the customer comes back: "We really like you, but you are 15% […]
Hotel total revenue management is often described as the next step for Revenue Management. But perhaps the real opportunity is not simply to optimise more revenue streams. It is to look at the entire guest journey and identify where value and revenue are currently being lost. Hotels have become highly sophisticated at managing room revenue. […]
For decades, hotel Revenue Management has focused primarily on one thing: the room. Occupancy. ADR. RevPAR. We forecast room demand, optimise room rates and carefully decide which business to accept. But the guest does not only buy a room. They may eat in the restaurant. Park their car. Book an experience. Pay for an early […]
