Monday morning. The hotel finished Saturday at 96% occupancy. The team is happy. Revenue was strong. Almost every room was sold. Surely that means Revenue Management did its job? Perhaps. But hotel occupancy tells us how many rooms we sold. It does not tell us whether we sold those rooms to the right customers, at […]
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. […]
