Hotel revenue managers need to assert their right to contribute to the strategic decision-making process, writes Paul van Meerendonk, manager of hospitality consulting at IDeaS. Van Meerendonk discusses the symptoms of a fractured revenue management culture, which is characterized by a communication gap between hotel disciplines. Revenue management is usually the department left out. He recommends that revenue managers learn how to deal with issues general managers, sales directors and other hotel executives face so that they can prove their ability to solve problems without neglecting analytics and forecasts.

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