Blog
Blog
Writing on what hotel revenue management looks like in practice. Not definitions but application: how to build the calculation, which data drives which decision, and where it is measured wrong.
- Pricing
Hotel rate shopping: how to read competitor rates
Looking at competitor rates is easy; reading them correctly is not. How to choose a comp set, which conditions to compare under, and how a competitor table becomes a pricing decision without blindly following the market.
- Distribution and Direct Sales
How to build a hotel channel mix
A channel mix is not a pie chart; it is the sum of what each channel actually leaves the hotel. Net ADR, cost of acquisition, a displacement test, and when to open or close each channel by season.
- Team and Operations
How to build upselling and cross-selling in a hotel
Upselling is not a courtesy left to chance at the front desk; it is a system built on a price ladder, inventory and measurement. Four offer points, the incremental revenue test, and a fictional worked example.
- Performance Measurement
What is a hotel pickup report and how do you read it?
The occupancy report tells you where you are today; the pickup report tells you where you are heading. The three columns, how to compare with last year, and how it becomes a pricing decision in five minutes each morning.
- Team and Operations
How to measure a hotel reservations team: six metrics and a team scorecard
A hotel that measures its reservations team by booking count pushes the team into discounting. Six metrics, a monthly team scorecard, and where the data comes from.
- Distribution and Direct Sales
Choosing a booking engine: what to look for in a hotel reservation system
A booking engine is not a website plug-in; it is the till of your direct channel. Eight selection criteria, a fictional comparison of flat fee versus commission, and the questions to ask in the demo.
- Pricing
How to build a seasonal pricing calendar for a hotel
A rate sheet built in January and left untouched until July is not a calendar; it is a forecast. A seasonal calendar is built in five steps and updated every week.
- Performance Measurement
Hotel KPI list: which metric answers which decision?
It is entirely possible to track 40 hotel metrics and make no decisions. A KPI list is not a list; it is a decision map — five decisions, three or four metrics each, and the right reading frequency.
- Performance Measurement
How to calculate RevPAR: formula, worked example and common mistakes
Both RevPAR formulas give the same answer — but which rooms you put in the denominator changes it completely. Formula, worked example and the four mistakes seen most often.
Topic clusters
Articles are grouped under four topics; each cluster links to the service page where the topic is applied.
Pricing
2 articlesHow a pricing decision is built: reading demand, tracking competitor rates, and adjusting price day by day against length of stay and occupancy thresholds.
Hub service: Dynamic PricingPerformance Measurement
3 articlesReading a hotel’s numbers correctly: RevPAR, ADR, occupancy and pickup calculations, budget variance, and which number belongs in which report.
Hub service: Performance Reporting and KPI AnalysisDistribution and Direct Sales
2 articlesWhere a booking comes from and what it costs: OTAs, channel manager, rate parity, direct sales and the cost of distribution.
Hub service: E-Commerce and Distribution ManagementTeam and Operations
2 articlesThe daily work of the reservations and sales team: answering enquiries, conversion, pricing discipline within the team, and reporting habits.
Hub service: Sales and Reservations Team Training