Revenue Management

Revenue Management or Yield Management aims at maximising revenues during periods of high demand. The challenge however is not simply to optimize high demand days alone. Revenue management helps control days of high demand in such a way that they help contribute to the shoulder days – before and after high demand days - as well.

The starting point of any optimization is a solid forecast. Based on the forecast one can decide which length of stays to accept and which to reject. Depending on the property size, complexity, general demand levels and the available budget, companies can chose to use manual or fully automated revenue management systems and processes. It is generally recognised within the industry that well implemented revenue management can increase revenues by up to 10%. The impact on profit is typically many times higher.

Ask us how

Have you contracted the right corporate customers?

It is very possible that you are losing money on some of your corporate customers, that some tour operator do not generate any profit for your business or that some distribution channels are costing you both time and money. Are you aware, that two customers with the same volume and price can have a very different “net worth” for your company? The question is: which customers, which tour operator, which distribution channels and – most importantly - on what conditions they should be contracted. We help you to analyse the economics of your accounts and define a strategy to increase the efficiency of your sales team and send them to your clients with clear guidance and increased confidence.

Online Distribution

Electronic distribution is increasingly taking over traditional sales and marketing functions in the hospitality industry. The time and cost required to manage the different distribution channels is often significant.  But which online travel agencies (OTAs) and tour operators make sense? Which distribution channels convert customers that a hotel on its own can not reach? Which channels brings business when you need it most? What options exist? How do I get my customers to book on my own website rather than through a third party website? We will help you to answer these questions and to define a successful electronic marketing strategy.

Business Intelligence

Compared to other industries, the hotel industry has the privilege of being close to the customer whenever the product is consumed. For this reason, hoteliers have an impressive quantity of customer related data at their disposal. More often than not, however, this data is used in no other way than to print out those static PMS reports.

Isn’t it time that you used the information in the PMS for more than just checking guests in and out? A simple data extraction from your PMS (e.g. Fidelio), combined with the right business intelligence tool, will allow you to look at your data from any angle you want. It will provide the answers to strategic and tactical questions that support successful sales, distribution channel use and corporate customer sales activities, and diminish the risks associated with it.