Tag: Revenue Management

16
Feb

Man vs. Machine

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

26
Nov

What is ADR Breakage?

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

1
Apr

Do You REALLY Understand Your Demand Drivers?

Most Revenue Managers including those that consider themselves “seasoned” will tell you that they have a firm grasp on what demand drivers influence occupancy at their hotels.  Expect a laundry list of the usual suspects: “Corporate high rises within 2 mile radius of the property”, “Large concert venue”, “Transient summer travelers passing through to a larger market”.   What if

15
Mar

Forecast Accuracy? Who CARES?!

“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