Revenue management within the hospitality industry involves predicting consumer demand to optimize sales, allowing businesses to sell at the right price to the right customer at the right time. In a hotel, this may mean turning away business now to do more profitable business tomorrow. When carried out correctly, revenue management can be extremely effective, helping companies significantly boost their profit margins. Here, we provide 12 revenue management tips for hotels.

Table of Contents:

1. Revenue Management Culture

The first of our revenue management tips involves creating a revenue management culture within your organization. What does this mean? Essentially, it means that revenue management should not be left entirely to the major decision-makers; it is something everyone should be aware of.

By creating an awareness of revenue management and why it is important to your hotel, you can encourage positive behaviors from all staff members. If they realize why it is necessary, they are more likely to take care when recording data and more likely to utilize that data to make good, knowledge-based decisions.

2. Maintain Accurate Records

Data collection is at the heart of the revenue management process, and the data your hotel gathers will form the basis for almost all of your decision-making. Yet, some hotels collect too much data, which only confuses matters. It is, therefore, vital that records are relevant and consistent.

You need to identify exactly what information needs to be gathered and how that data should be recorded. Then, standard practices should be introduced to make life easier for those using it, ensuring that everyone involved in collecting that data uses consistent methods.

3. Monitor Rival Hotels and Resorts

To maximize revenue management efforts, it is important to be aware of what rival hotels are doing, especially when it comes to room rates and the services they offer. Monitoring rival hotels can help you to better understand the current state of the market. It can also help you to identify services you can offer to differentiate your hotel.

Once you are clear on what your rivals have to offer and the prices they are charging, you can factor this information into your own decision-making. Some revenue management tips highlight the importance of tracking room rates, in particular, because sudden discounts from rival hotels can have a big impact on demand for your hotel.

3. Incentives for Direct Bookings

Incentives for direct bookings provide a compelling reason for customers to book their rooms directly with the hotel rather than using a third-party platform. Many revenue management tips are based on facilitating direct bookings because these bookings are not subject to commission fees or other hidden costs to the hotel.

According to the US Travel Market Report by Phocuswright, 51% of online bookings are made on the hotel’s direct booking engine.

Hotels can provide guests who book directly with exclusive benefits, in order to encourage this approach, such as free upgrades. The absence of commission fees may also make it possible to charge a lower room rate to the customer and still earn more revenue. It is essential that your hotel website and booking engine are easy to understand and use.

4. Be Aware of Changing Customer Habits

A huge part of hotel revenue management involves using historical data to make present and future decisions. However, historical data can sometimes be relied upon too heavily, and hotel owners or hotel management can miss important changes that have occurred more recently.

Over the years, you will likely see changes in your customer base. These changes may be things like the average age of a guest, but they may be more subtle. For instance, you may notice a shift in how the average customer books a room. Keep your finger on the pulse as much as possible, and be aware of changing habits.

Table: Examples of Changing Customer Habits, Revenue Management Actions & Risks for Hotels

Customer Habit Change Revenue Management Action Taken Risks for Hotels
Shift Towards Online Bookings Implement dynamic pricing strategies to adjust room rates based on real-time demand and booking patterns.
Utilize online distribution channels and partnerships to expand online presence.		 Overdependence on online travel agencies (OTAs) can lead to high commission costs.
Increased competition in the online space may lead to rate wars.
Last-Minute Booking Trends Offer last-minute deals and promotions to fill unsold rooms.
Utilize yield management techniques to optimize pricing for last-minute bookings.		 Risk of lower revenue if guests consistently expect last-minute discounts.
Potential difficulty in forecasting and planning for variable demand.
Preference for Package Deals Create bundled packages that include accommodations, dining, spa, and other services.
Use data analysis to identify popular package combinations and pricing strategies.		 Risk of decreased revenue if packages are not priced profitably.
Potential challenge in maintaining the balance between package value and profitability.

5. Place a Focus on Selling Value

One of the best hotel revenue management tips is to consider offering value as much as possible. Part of price optimization is understanding when you do not necessarily have to compromise on your prices. Indeed, delivering greater value for the same price is one way to achieve this.

By offering value-added extras, such as discounts on additional nights and even, when demand is low enough, a free additional night, you can afford to be braver with your prices, potentially resulting in greater revenue.

6. Forecasting

Clearly, anticipating demand is one of the most essential parts of any revenue management strategy, which requires forecasting. It is also important to forecast things like the availability of rooms and market share. However, you should also try to map where demand comes from.

Hotels typically have access to excellent information about their guests, especially regarding where they are from. By comparing this information to historical data, it should be possible to identify areas where demand is growing and other associated trends, potentially leading to increased business from those regions.

7. Automation in the Right Places

Many hotels rely heavily on automation, and it can seem like a godsend. However, at times, automation can also be the enemy of effective revenue management, which requires complicated decisions to be made based on factors like supply, demand, the cost of making a sale, and so forth.

To be clear, automation still has a role within a revenue management strategy. After all, modern software can cope with fairly complicated decision trees, and you do not want staff to be bogged down by data entry. Yet, great revenue management also requires human decisions, thinking outside the box, and the occasional risk.

8. Prioritize Mobile Optimization

The next revenue management tip revolves around the mobile optimization of hotel websites. If you have not already done so, you must make the necessary changes to your website so that the user experience on mobile is as simple as on a desktop or laptop.

Mobile is now one of the single most important revenue streams. Indeed, Google recently revealed that mobile web searches are now outnumbering searches originating from desktops, while according to the Mobile Internet Usage Worldwide Report by Statista, the worldwide mobile device website traffic in 2023 was 54.7%.

9. Implement Open Pricing

Experts offering hotel revenue management tips often emphasize the value of embracing an open pricing model. In essence, this pricing strategy moves away from the fixed modifiers associated with many other approaches to pricing, allowing rates to be tailored based on the target audience, the channel, and your needs.

Open pricing allows hotels to utilize a wider range of price points and target specific market segments. It can also help hotels avoid situations where rooms are unsold because pricing does not meet the needs of the audience. Hotels can maximize earnings, while customers can benefit from more tailored rates.

For more information about open pricing, read “Open Pricing: Why Is It the Next Hotel Revenue Management Strategy”.

10. Embrace Technology

Many revenue management tips for hotels are focused on pricing and distribution, but it is important to understand the role that technology can play in making a hotel more desirable as well. Modern hotel guests expect to be able to use Wi-Fi and connect multiple devices with no friction and excellent performance.

Going further, guests are increasingly seeking hotels that use the Internet of Things (IoT) to provide greater control of rooms, more automation, and a seamless experience. Then, of course, hotels can attract more guests and charge more for rooms if they can use technology to innovate and provide added excitement.

Revenue Management Tips - Embrace Technology

11. Ancillary Revenue Management Strategies

While room rates are a key element of revenue management, one of hotels’ best revenue management tips is to diversify revenue streams as much as possible. An ancillary revenue management strategy makes this possible, with hotels offering additional products and services beyond the basics, like selling rooms at the right price.

Adopting this approach can help improve the guest experience while helping your hotel earn money, not subject to commission fees. Examples of ancillary services include spa services, leisure facilities, food and beverage services, event hosting, selling tours of local attractions, and more.

12. Omnichannel Data Analytics

Omnichannel data analytics takes a holistic approach to analyzing the data that is gathered through customer interactions across all channels. Rather than viewing the data within the confines of each individual channel, an effective analysis of omnichannel data will always look at the big picture.

Analyzing customer interactions in this way can provide useful insights and revenue management tips for hotels. For instance, it can draw attention to common pain points and issues experienced along the customer journey, provide information about customer expectations, or reveal trends in customer behaviors.

Revenue Management Tips - Omnichannel Data Analytics Approach

What Is Revenue Management?

Hotels looking to optimize their financial performance must focus on selling the right rooms to customers at the right time through the right channel. Doing so requires an anticipation of future demand and other customer behaviors, and this is where the concept of revenue management comes in.

Read the “What is Revenue Management?“ article to learn more about revenue management, how it can be deployed, and why it benefits hotels. You will also be able to find information on some of the main revenue management strategies and the main tools that can be used to enhance your approach.

What Is Total Revenue Management?

The basic idea behind total revenue management is to manage each revenue source to maximum profitability. This is achieved by using revenue management techniques, such as data analytics, in order to anticipate demand, predict consumer behavior, and optimize availability and pricing accordingly.

Check out “Total Revenue Management: How Hotels Can Maximize Their Revenue“ for much more on total revenue management as a concept, the various ways it can benefit hotel owners, some top tips on implementing a total revenue management strategy, and some of the main key performance indicators to track.

Revenue Management Tips FAQs

The five key steps of a good revenue management strategy are 1) collection and analysis of data. 2) market segmentation. 3) demand forecasting. 4) pricing strategy implementation, and 5) results measurement.

Revenue management can be optimized by examining existing data on the books, understanding the current state of the market, exploring historical data, identifying relevant trends, and making effective use of forecasting. From there, demand can be predicted, and pricing can be set accordingly.

Revenue growth strategies are intended to increase revenue. This can be achieved by adjusting pricing, offering more products or services to create new revenue streams, or boosting demand through marketing and the provision of excellent services. Revenue growth can also be aided by upselling and cross-selling.

Efficient revenue management consists of accurately forecasting changes in demand and customer behavior and adjusting pricing accordingly but doing this in a timely fashion. It involves making effective use of data analytics, responding decisively to market developments, and achieving optimal financial outcomes.

Ultimately, the key to successful revenue management is gaining a deep understanding of market conditions. This means continually tracking demand, understanding shifts in customer expectations and behavior, having an awareness of competitors and their strategies, and understanding external factors influencing demand.

By following the above tips, it should be possible to put an effective revenue management strategy in place, allowing you to match supply and demand, and generate the maximum possible revenue.

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Revfine.com is a knowledge platform for the hospitality & travel industry. Professionals use our insights, strategies and actionable tips to get inspired, optimise revenue, innovate processes and improve customer experience. You can find all hotel & hospitality tips in the categories Revenue Management, Marketing & Distribution, Hotel Operations, Staffing & Career, Technology and Software.

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This article is written by:

Martijn Barten

Hi, I am Martijn Barten, founder of Revfine.com. With 20 years of experience in the hospitality industry, I specialize in optimizing revenue by combining revenue management with marketing strategies. I have successfully developed, implemented, and managed revenue management and marketing strategies for individual properties and multi-property portfolios.