Revenue Management: It’s Not Just for Revenue Managers Anymore

Lynn Zwibak | September 18, 2023

By Lynn Zwibak How often have you seen this at your hotel: Sales managers referring to the revenue management team as ‘the sales prevention department’ because they keep turning away their leads? Front office complaining about how revenue management keeps selling low opaque rates? Or event managers showing up to pick-up meetings without the answers to the questions they know they will be asked. It doesn’t have to be like this. During more than ten years of on-property revenue management, I experienced this firsthand. I would speak with angry front office agents about how they had walked guests the night before. I would be embroile...