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Revenue Managers – how we get it wrong…

Revenue Managers – how we get it wrong… Revenue Managers rule the world, right?  Of course we do… But every now and again, I see some Revenue Managers who just haven’t had the training or mentoring required and due to no fault of their own, get it wrong. So how do we get it wrong […]

My Top 5 Revenue Predictions for 2019

My Top 5 Revenue Predictions for 2019 As we settle in to the final quarter of 2018 and with 2019 budgets signed off and firmly behind us (hopefully!) what can we expect in 2019.  Well here are my thoughts… 1.Understand the customer journey – distribution is changing Gone are the days when we can expect […]

As with everything in life… it’s all about the experience…

As with everything in life… it’s all about the experience… As an industry, all of us in hospitality like to complain about OTA’s; high commission levels and of course the impact that new aggregators such as AirBnB are having on our bottom line. But rather than sitting back, accepting our fate and watching our valued […]

Rate Parity – the world as we know it is about to change (again!)

Rate Parity – the world as we know it is about to change (again!) Utter the words ‘rate parity’ and we all shudder… after all, ensuring that we have the same rates on all channels – even if we employ the technology of a channel manager, isn’t always straight forward. Often the rates aren’t updated […]

What are you doing to win the talent war?

What are you doing to win the talent war? We all know the scenario… you place an Ad for a job… you get a trickle of replies… you struggle to find a few candidates good enough to interview… then some don’t even turn up to the meeting… then you hire… potentially pay high recruitment fees […]

Revenue Management – why automation rocks!

Revenue Management – why automation rocks! I write this article as the founder of revenue management system, Right Revenue.  However, I promise this is not some veiled attempt at promoting our system.  It is however a shout out to all revenue management systems as automation rocks! Last week I wrote an article about why Revenue […]

Why a Revenue Manager should be a Profit Manager

Why a Revenue Manager should be a Profit Manager The changing face of Revenue Management… Back in the bad old days when I first started in revenue, the discipline was called Yield Management.  In those not-so-distant days we were seen as just yielding rates.  Moving rates up and down with demand along with an ongoing […]

Why packages are important and how to get them right

Why packages are important For most of us, gone are the days of just having ‘bodies in beds’.  There is of course a market for just that, and the hotels that provide that type of experience should be celebrated as successful hoteliers as much as the rest of the market that provide ‘full service’, but […]

Which came first, the chicken or the egg?

Which came first, the chicken or the egg? Or in hotelier terms, which came first, Revenue or Marketing? Does marketing turn on revenue or does revenue stimulate marketing? I often write about the need to stop ‘working in silo’s’ and in this blog, I would like to describe the roles of Revenue and Marketing. Both […]

The Real Cost of acquiring Direct Bookings

The Real Cost of Acquiring Direct Bookings We are all quite rightly obsessed with the hefty commission costs from OTA’s such as booking.com and Expedia.  But if I ask any hotel within the Right Revenue portfolio how much a direct booking costs, the first response I am normally given is the percentage commission on their […]