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Showing posts from December, 2019

Revenue Management Tips by Pawan Sahani

5 Ways to Balance between Revenue Management and Sales

1)Keep Your eye on the Goal: - Often times sales and revenue Management teams, fail to connect due to conflicting goals. Revenue Management wants to drive average daily rate (ADR) and gets frustrated with sales override decisions and sales gets confused as to why revenue managers quote the rates they do. AN integrated tech stack ensures that sales has access to the big picture and can fully understand the potential of higher-value business that may be competing for the same inventory.
2)A group is a sum of its parts: - Better evaluate a group’s total revenue opportunity by examining it on an individual level as well. Will attendees be buying contacts or colleagues drinks in the bar? Will they be utilizing spa services? These factors must also be accounted for when considering a particular piece of group business.

3)Opportunity Cost: - A newer trend that’s occurring is that, groups are asking hotels for more extras, like F&B disco…