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Is Revenue Management Only Useful For Luxury Hotels?


    In the past, revenue management was a practice that only high-end, luxury properties implemented for two major reasons: first, it was hugely cost prohibitive, and second, it required the hotel to hire a revenue manager to execute the processes (or oversee the revenue management system – RMS). Only properties with large budgets – both for revenue management and personnel – could actually afford to use revenue management to …Read More

Three Tough Questions for the Hotel Industry


  I was taking a road trip a few weeks back that really started me thinking about the current state of the hotel industry. The trip started in Miami Beach, Florida and over the span of ten days/nine nights, I drove to Georgia, South and North Carolina, where I was attending a conference. During the drive, I stopped in various cities where I stayed in a variety of hotels for …Read More

The Billboard Effect… Revisited


It seems like the summer is prime time for hotels and industry experts to re-examine the basic revenue management concepts that they have always held to be true. Most recently, an article was published on Tnooz.com called “Does the Expedia billboard effect still exist for hotels?”, which examines the billboard effect and the various studies done by Cornell University, which proved it to be a valid phenomenon. For those who …Read More

Revenue Management: How to Price Your Rooms Correctly Every Time


In today’s highly competitive travel industry, implementing effective real-time pricing strategies has become an operational imperative for all hotels, no matter their size, type or star rating. While revenue management has been a hotel buzzword for years, many hoteliers seem to have conflicting understandings about what exactly constitutes revenue management. So, I’m here to remind you of the fundamental principles of revenue management and why revenue management technology is so …Read More

TripConnect: A Hotelier’s Best Friend?


In October 2013, TripAdvisor launched an advertising bidding tool called TripConnect, a new metasearch channel (one that aggregates all of the available online prices in a single list) that enabled hotels to send potential bookings originating from the site to their own website instead of to an OTA. TripConnects breakthrough bidding process will allow independent hotels no matter their size, star rating, or type to significantly increase the number of …Read More

Bitcoin: The Newest Way to Pay for Hotel Rooms


Will your property accept Bitcoin as an alternative method of payment? Our answer is ‘yes’, because if you don’t, you could be losing out on a valuable revenue stream – all the customers who want to pay solely with Bitcoins. Once you’ve decided to accept Bitcoins, you must ensure that your online booking engine is Bitcoin compatible. REVPAR GURU has recently partnered with BitPay to release GuestLeader, the world’s first …Read More

How to Increase Direct Bookings


Promoting your property online is crucial to the success of any hotels’ business today. Properly promoting your hotel through the online channel (including OTAs, the direct channel, social media, etc.) can help a property drastically increase its brand recognition with potential guests and will help to sustain your competitive edge – as great online visibility ultimately leads to increased sales. Though OTAs have radically changed the way that hotels do …Read More

Is Your Revenue Management Strategy “Mobile Compatible”?


If you have read any hotel trade publications, listened to the news or watched the average consumer book a vacation in the past year, you may already know about mobile commerce (or mCommerce). Just like the name implies, mCommerce is any purchase made via mobile device, including smartphones or tablets. While m-commerce used to be used primarily by tech-savvy Millenials, it has now gone mainstream across all industries: “mCommerce constitutes …Read More

Metasearch OTAs: Your customers are using them, are you?


Metasearch OTAS enable consumers to search all the major OTAs at once through a single website simultaneously – making metasearch OTAs a one-stop shop to find the best hotel for an upcoming vacation or a business trip. Currently, the most popular metasearch OTAs are Hotels combined, Kayak, Hipmunk, Trivago and TripAdvisor, but new ones are being developed every day. The new buzzword for the hotel industry is ‘metasearch’. Although there have …Read More

The Hotelier’s Invisible Enemy


Although it’s only the first week of 2014, a new enemy for the hotel industry has surfaced. While the majority of hotels are aware of its existence, most haven’t realized the negative effect that it could have on hotels’ revenues in the year to come (and beyond). This enemy has now grown larger than any of the international branded hotels and continues to grow even larger at great speed. This …Read More

TRevPAR: The Most Effective Metric for Revenue Managers?


There has been a great deal of discussion as of late as to the value of the revenue management metric TRevPar (Total Revenue per Available Room). TRevPAR is calculated by dividing the total net revenues of a property (room revenues plus ancillary revenue streams such as food and beverage, rentals, etc.) by the total available rooms. Many industry experts are saying that TRevPAR is a more valuable metric than RevPAR …Read More

Pricing Systems 2.0 Part II


Last week, I wrote Part One of this article series, which provides a checklist for hoteliers to determine whether your revenue management system is up to par for 2014. As I’m sure you know, the online and mobile channels are growing rapidly so if your RMS is not optimized for both of these channels, you will be leaving money on the table. Let’s take a look at some other items …Read More

Pricing Systems 2.0 Pt. 1


The end of every year brings a time for everyone to look back on the year prior and make resolutions for how we will live and what we will accomplish in the coming year. As we near the beginning of 2014, many hoteliers will be doing the same. Before deciding on their action plan for 2014, they will need to first examine the successes and failures of the year prior, …Read More

The Major Mistake Most Hotels Make…


Today, hoteliers know that it is imperative to have a booking engine in your property’s corporate website; if you don’t, your property would be losing out on bookings, and relying solely on the (costly) OTAs to gain bookings through the online channel. But now there is a new update to a property’s booking engine that all hotels MUST have, or else they are losing out on valuable online revenue and …Read More

Real-Time Reservations


Have you ever experienced this issue at your property? You receive some reservations via some OTAs, a few from online wholesalers and others from your website booking engine. Most of these are emailed to your team to be inputted into your PMS. Unfortunately though, your front desk and reservation team are busy dealing with a chaotic day of issues and the arrival of an entire conference of people. The new …Read More

Three Steps To A Better TripAdvisor Rating


Booking a hotel room online requires a strong level of trust on the part of the consumer, because they aren’t able to see the property until they arrive on their check-in date. This makes sites like TripAdvisor a very valuable tool for consumers. In fact, 86% of respondents to a recent MSNBC survey said that they rely on the reviews that they find on TripAdvisor (or other similar travel sites) …Read More

7 Days of Revenue Management Success PT 2


This is the second part of our two-part series Seven Days of Revenue Management Success, which offers seven tips (one for every day of the week) that can increase in your property’s bookings and RevPAR, and ensure that you have seven days of revenue management success every single week. Last week, we released Part One of this article, which outlined the revenue management tips for Monday through Wednesday. In case …Read More

7 Days of Revenue Management Success


In our office, we like to begin each week as an opportunity for new successes. We forget about the challenges and obstacles we may have experienced the week prior, because every week is a chance to start over. Each week is a chance for our team to strive for excellence, and so far, it’s a philosophy that has served us well. Today, it is your property’s chance to start over …Read More

Your Competitor’s Best Kept Secret


In the world of business, where systematic problem-solving and decision-making are the norm, there is one secret some hoteliers are using to their advantage and you may not even know it. The use of algorithms – which are defined as a precise rule, or set of rules, specifying how to solve a problem – can be a very effective way for business owners to accurately conduct calculations, process data and …Read More

The Science of Sorting


Many hotel revenue managers live and die by their page position on OTA default searches. From Expedia’s Most Popular picks, to Orbitz’ Best Bets, to Agoda’s Recommended, all of these listings are at the top of search results because the specific OTA made a (very subjective) decision based on a million possible factors, including the relationship that a property has with their OTA market manager, the commission that a property …Read More






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