Hotel revenue management
REVENUE MANAGEMENT · 15 ARTICLESHotel revenue management is selling each room at the rate a guest will pay for it, on the right night and through the right channel. The revenue leaders on the Future of Hospitality agree that the job has changed: it is no longer the person who moves prices, but the commercial lead who connects sales, marketing, reservations and operations. This page brings together what they told us, the whitepaper built from their lessons, and every article on the topic.
From changing rates to commercial leadership
Jason D'Agostino, who led revenue for more than 70 hotels, puts it plainly: Revenue management is not just changing rates. It is aligning sales, marketing, revenue, and operations really in the center.
Niek Kollau of Rev&U goes a step further: The time a revenue manager changes prices is over.
Tools help, but only as far as the team behind them. In The Revenue Playbook episode with Roz Hunter and Charles Pinard, the warning is blunt: AI is just a multiplier of what you do.
Hotel revenue management: From Rates to Commercial Lead
Learn hotel revenue management strategies to boost NOI, align sales, marketing, and operations, and leverage AI for faster pricing decisions.
7 Apr 2026 · 5 MIN
Revenue management in hotel industry teams: what strong ones do
What separates a strong hotel revenue team from a weak one, from the number of screens open each morning to the risk of letting AI run a bad strategy faster.
19 Oct 2026 · 6 MINHow do you set the right rate?
A good pricing strategy moves with demand. Felix Kraemer of JF Hospitality still sees hotels on seasonal and fixed pricing
. Rogier Ensel of RevGen uses occupancy as the test and ADR as the lever: once a room type sells, its rate moves up in small steps. Tim Boersma of RoomPriceGenie gives the simplest check: if you get fully booked more than thirty days before arrival, your price was too low.
And software does not price on its own. Eric Moeller of Freewyld: you have to be in that tool every single day.
Hotel Revenue Management: Data-Driven Tips for Independents
Hotel revenue management tips from RoomPriceGenie: shift from gut to data, boost ADR and occupancy with practical pricing strategies.
1 Jan 2026 · 5 MIN
Hotel Revenue Management: Chains vs Independent Hotels
Hotel revenue management: simple segmentation, smart distribution and data-driven tips to boost margins for chain and independent hotels.
10 Mar 2026 · 5 MIN
Vacation rental pricing strategy: own your prices every day
A pricing tool alone does not maximize short-term rental revenue. Learn who should own revenue, what to check daily and why discounting empty nights is not a strategy.
20 Oct 2026 · 6 MINHow do you read the market and forecast demand?
Isaac J. Collazo of STR warns against judging a hotel on one number. Put results in the context of the submarket, new supply and your own mix, then find out who your guests are and why they come. Forecasting does not have to start perfect: Ensel urges owners to start, however roughly, and to build from there. Good hotel revenue management rests on clean data and a clear view of which segments you want.
Hotel forecasting for independent hotels: start small
Many independent hotels never forecast. Here is how to start hotel forecasting in small steps, from market analysis to a budget that stays within reach.
20 Oct 2026 · 6 MIN
Hotel Data Analytics: STR Insights to Drive Hotel Strategy
Hotel data analytics insights from Smith Travel Research: trends, forecasting tips and AI strategies to boost revenue. Read more
13 Nov 2025 · 5 MIN
Hotel business intelligence starts with data management
Dashboards are only as good as the data behind them. Why hotel business intelligence starts with owning your data flows, and the response-time KPI most hotels never measure.
20 Oct 2026 · 6 MIN
Hotel market segmentation: cut the safe segment first
What to do when a full hotel keeps losing ground: cut the low-rated segment, renovate, and only then rebrand. The sequence, the risks and the results.
19 Oct 2026 · 6 MINWhere does revenue beyond the room come from?
When room rates cannot rise much further, Pablo Torres looks at what else a guest can buy. Hotels earn far less from ancillary revenue than airlines, and closing that gap takes training, technology and incentives. Moustafa Ahmed of Banyan Tree Dubai treats reservations as a sales desk and judges occupancy only alongside rate: what is your pricing strategy? What is your average daily rate, or what is your RevPAR?
Front Desk Upselling: How Hotels Earn More Beyond the Room
Hotels earn far less from ancillary sales than airlines or cruise lines. Here is how training, fair incentives and a few simple steps at reception change that.
20 Oct 2026 · 6 MIN
Hotel call center: how to turn it into a revenue engine
Most hotels treat the phone as overhead. Two contact center leaders explain how reservations agents drive higher ADR, packages and pre-arrival revenue instead.
19 Oct 2026 · 6 MIN
Hotel Packages: How to Sell the Experience, Not the Room
Competing on price is a race to the bottom. Here is how hotel packages built on a clear value proposition and real experiences make guests choose you and stay longer.
20 Oct 2026 · 6 MINHow do sales and revenue work as one team?
Brian Hicks of HSMAI sees that many people still treat hotel revenue management as a black box, and argues for broad education and clear paths into commercial roles. The articles below cover the sales side of the same job: finding leads, answering requests fast and selling with data instead of only relationships.
The Biggest Mistake Hotels Make in Hospitality Sales
The world of B2B sales in the hospitality industry is evolving faster than ever. What once revolved around traditional relationship selling is now driven by technology and data. How can hotels ensure they don’t fall behind? In an era where innovation is no longer optional, it’s crucial for hotels to understand and leverage new tools […]
18 Aug 2025 · 3 MIN
Hotel lead generation: simple fixes that fill the pipeline
Sales blitzes cost weeks. These small changes help a hotel sales team find better leads, keep signed accounts producing and spend its time on selling.
20 Oct 2026 · 6 MIN
Hotel RFP response: why speed and quality win the booking
Most meeting requests are answered too slowly or not at all. A MICE specialist explains why a winning hotel RFP response combines speed with a real needs analysis.
20 Oct 2026 · 6 MINPricing without fear, the free whitepaper on how hotels set room rates, brings six of these lessons together in one PDF, from owner fear to ancillary revenue.
