Revenue is commercial leadership, not just pricing (Dutch)
In this episode, Tim Boersma talks with Niek Kollau about why revenue management is no longer just about pricing. They explore how structure, segmentation, distribution and commercial thinking shape stronger hotel results. A sharp listen for hoteliers who want to move beyond spreadsheets and think bigger.
NKNiek KollauFounder
KEY TAKEAWAYS
01
Simplify pricing and structures
Reduce rate-plan complexity: simpler structures make offerings clearer for guests, ease operational management and improve margins. Chains show fewer plans lead to easier selling and better business results.
02
Revenue managers as commercial leaders
Treat revenue management as commercial leadership: create a year plan, align sales and operations, prepare a backup, and use forecasts to know when to push volume or protect margin rather than only tweak prices.
03
Guest profile guides distribution
Start with your hotel's identity and create a guest profile: pick partners and channels that reach them, tailor facilities and offers, and use small add-ons (late checkout, Wi‑Fi) to drive repeat direct bookings.
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The time a revenue manager changes prices is over. As a revenue manager or consultant you have to behave as a business leader.
EPISODE · 55 MIN
