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Revenue management: what it is and how it works


25 Nov, 2021

Revenue management is the act of using statistics and operational data to enable hoteliers to forecast their guests’ behavior. The information helps one to make informed judgments about pricing and distribution methods. The primary aim of revenue management is to have the room available for the proper person at the right time and location. You will be more likely to optimise yield management strategy and thus your gain if this happens.

The importance of revenue management to the hotel industry

Enabling efficiency 

It is all about becoming the designer of your prosperity in hospitality revenue management. Because the number of hotel rooms is restricted, a hotel room is a perishable commodity. Consequently, the most crucial variable factors that are susceptible to hotel revenue management are customer experience and pricing. It all comes down to harmonising demand and capacity by projecting pricing to maximise the efficiency of a hotel’s facilities.

Predicting customer preferences

Revenue management aids in predicting customer preferences to increase growth in revenue by optimising prices and product supply. The objective of hotel revenue management is not to offer a hotel room for a low cost but to offer it for a more fantastic price in the future. If you do not expect higher demand, yielding management is currently offering a hotel room at a low-cost price.

Economising on resources

Hotel revenue management puts a strain on resources by emphasising the significance of acquiring market data so that you can be proactive rather than reactive. Use the data to segment your market and fine-tune your items through distribution, delivering the right product to the right client at the appropriate time and price.

Increase in sale revenue

Yield management is a term that optimises profit during high-demand seasons and helps drive demand during low season while preventing price cannibalism. Revenue management plans should focus on short and long-term activities, continually balancing revenue and profitability against one another, and implementing low rates even during peak seasons is helpful.

Ensuring stable profits and growth in hotel

Hotels need profit management since it can help you sell your product or service at significantly higher or lower prices based on demand. It is critical to use profits to cover the fixed costs of a product or service. However, one could employ a revenue management approach for ensuring stable profits and growth in their hotel.

Revenue Management Strategies

Dynamic Pricing in Action

In this revenue management approach, the price is one of the most important variables influencing a guest’s choice to remain at your hotel. This yield management strategy aids in influencing consumer behavior. In hotel revenue control, the secret to increasing your profit is pricing or determining ideal charges for your products. To comprehend your consumer and discover booking patterns, you must conduct a thorough market analysis, as this will assist you in developing the best pricing plan for your hotel. 

Collaboration with other departments is essential

Following that, it is critical to establish close cooperation across individual hotel units, like sales and marketing, to guarantee that your revenue management goals, and their specific functional objectives are in harmony and that you might jointly solve difficulties. Discover and bring onboard critical departmental decision-makers. Instead of enforcing your ideas, which may face opposition, collaborate with them to create changes to your income management tactics. This yield management strategy enables cooperation, which guarantees that you are messaging to clients and customers are constantly consistent.

Forecasting Techniques

Projection is among the most significant components of revenue management since it helps you to predict future demand and profit, and make necessary modifications. Meticulous records, such as occupancy, room rates, and yields, are essential for high-quality projections in the hotel business. Demand forecasting is the study of historical data and presents and future occurrences throughout all client categories to achieve your revenue management goals. Based on this information, you might forecast when demand rises or falls and build the appropriate pricing, marketing, and distribution network. 

Pay special attention to mobile optimisation

In hospitality revenue management, smartphones have become one of the essential income sources for individuals in the hospitality sector. As a result, any hotel or resort that prioritises smartphone optimisation already has a significant competitive advantage. Ensure your website is mobile-friendly, which means it functions correctly to attain your yield management goals. The pages appear accurately on smartphones, and all links work. It is also advisable to use electronic payment systems that are supported by mobile devices. It would help if you guaranteed that your booking procedure is easy so that consumers may book rooms directly from their mobile phone, rather than moving to a personal computer.



25 Nov, 2021