Hotel Revenue Management
Description
Hotel Revenue Management takes readers from the core principles of hotel revenue management to the cutting edge of pricing science, merchandising, and strategic decision-making?equipping today's professionals to lead in a rapidly evolving landscape.
In the wake of the COVID-19 pandemic, revenue management has undergone a profound transformation. No longer confined to pricing and inventory control, it now sits at the center of a broader commercial strategy. Leaders across revenue management, sales, and marketing must understand this shift?and adapt quickly to stay competitive.
Grounded in real-world application, this book emphasizes the growing importance of analytics?not just advanced modeling, but practical business insights that drive smarter, more holistic decisions. As automation and machine learning take over many tactical functions, revenue managers are increasingly called to think strategically, integrating revenue management with marketing, loyalty, and distribution.
The result is a new kind of revenue leader?one who combines analytical rigor with commercial vision. This book provides the foundation and perspective needed to thrive in that role.
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Content
Foreword . xi
Acknowledgments xiii
Introduction xv
Chapter 1 Context 1
Chapter 2 Building Blocks of Revenue Management 9
Chapter 3 Forecasting 15
Chapter 4 Inventory Management 23
Chapter 5 Pricing 27
Chapter 6 Discounted Rates 41
Chapter 7 Negotiated Account Rates 59
Chapter 8 Distribution and Loyalty 67
Chapter 9 Merchandising 73
Chapter 10 Total Hotel Revenue Management 77
Chapter 11 Revenue Management in a Downturn 81
Chapter 12 Revenue Management in a Recovery 91
Chapter 13 Machine Learning in Revenue Management 95
Chapter 14 Topline Analytics 101
Chapter 15 Talent 109
Chapter 16 Thoughts for the Future 113
Appendices 117
About the Author 121
Index 123
