A couple weeks ago I had an opportunity to speak to hospitality revenue management students at Purdue University about the five things I wish I’d known before embarking on a career in revenue optimization. Over the course of the next several [...]

In this week’s episode, I’m going to share three strategies that will allow you to increase revenues without raising your rates. Number One- Improve your direct marketing efforts. Hotel outbound marketing programs often look a bit like this. We [...]

Today we’re going to explore the corporate request for proposal process. For those of you in urban markets, the annual corporate negotiation cycle represents a huge opportunity to set yourself up for success in the upcoming year. Throughout my [...]

Most of the hotels we speak with are heavily focused on channel optimization. Channel acquisition costs and net profitability are now a focal point of most strategic planning discussions, and a number of services have come into prominence over [...]

For the past few years, there’s been a ton of buzz around the need to get sales, marketing, and revenue working together hand in hand.  However, we find that many of the companies we work with struggle to develop a cohesive approach for their [...]

In today’s lesson I’m going to show you how to become a pickup expert.  No, not that type of pickup… When I was a Director of Revenue, one of the most common questions asked of me by my GM or owners was “what did we pick up yesterday?”  [...]