I was wondering what this year will bring to the world of Hotel Revenue Managers. What will be important to
So I asked 5 top Revenue Managers in the Benelux about their Resolutions and here is what they said:
#1 / Continue what you’re doing (well)
To be winning, Revenue Management needs to be part of a
#2 / Focus on Profit Management
If not yet the case, 2017 will be a great year to start focussing on the bottom line more and more. Revenue should be coming in but make sure that you control the costs attached to it. Set clear goals on your distribution costs, together with your Finance department. Finding a method to calculate your distribution costs by the end of Q1 could be a great first step!
#3 / Dare to be confident! (And dare to say no)
Revenue Managers love exploring trends, benchmarking what the competition is doing and following strategies. This year, dare to be confident in yourself and say no to revenue that isn’t
“Say no to a group”
#4 / Think Total Revenue Management
We all know that Rooms Revenue represents the largest chunk of revenue in most hotels. But you shouldn’t forget about ancillary revenue! With or without extra facilities (restaurant, wellness, leisure) there are great ways to generate more revenue than just with the rooms. By focussing on your TRevPar (or Total Revenue per Available Room) you consider the total experience (and spending power) of your guests. By increasing your TRevPar, you increase your profit margin and thus your bottom line!
#5 / Try out new strategies, test out new things
I know, Resolution # 1 is to keep on doing what you’re doing. But come on, we all know Revenue Managers can’t help it and always want to improve, test out new things! One interesting strategy is to use the power upselling to increase profit. Reduce the
#6 / Add new revenue streams to your hotel
Nowadays, airlines are also selling hotel rooms, OTAs offer car rental so why wouldn’t hotels also
#7 / Don’t stop with Revenue!
We have talked about Profit, and Total Revenue Management but the role of a Revenue Manager is much more than that. Challenge yourself and the team around you, set ambitious goals for Guest Satisfaction and review scores on the big OTAs. Higher review scores lead to a higher ADR. Great reason to work together with the rest of your hotel team to improve every aspect of the guest experience, to drive up your score. Big thanks to Lonneke, Patty, Marthe, Sébastien and Dave for your insights and your inspiration! Clément Dénarié