If you don’t know what hurdle points are, please see my video A quality that I tend to notice in good revenue managers is a willingness to question the status quo, and actively experiment with the various tools at their exposure to try to exact extraordinary outcomes. Back in the fall 2014 I attended a revenue management course hosted by one

Do you want to break the code on ADR Breakage? To an outsider, the revenue manager’s lexicon may often seem like a confusing amalgamation of newspeak, decipherable only with a Ouija glass or enigma machine.  Examples that spring to mind are “perfect sell”, “fenced”, “OTB”, “BAR”, and “OTA”  just to name a few. A term that fits firmly in that

“How accurate is my forecast? Well…it’s very accurate – usually falls within the industry standard 5% variance for a monthly forecast, and we automate at the market segment level.” This is the response I typically provide when asked about the RevGEN forecasts, but sometimes what I really want to say is, “it doesn’t matter how accurate it is; what matters

You hear a lot about the importance of Hotel Revenue Management and Sales teams working together, but you rarely hear the importance of Revenue Management and Operations working together. Besides the obvious notion that a dirty hotel with poor service will make any revenue management strategy inconsequential, impactful Revenue Management depends greatly on the front desk’s ability to quote and