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This book guides the reader from the building blocks of revenue management, to pricing science and merchandising, and to broader issues of setting objectives in support of a revenue strategy.
The discipline is evolving, and that evolution has been accelerated by the COVID-19 pandemic. Leaders in hotel revenue management, and more broadly in sales & marketing, need to understand these changes, and lead and adapt accordingly. This will require a strong foundation in analytics–not just modeling, but also business analytics in support of a holistic strategy.
As more of the tactics of revenue management are executed through automation, and powered by machine learning, revenue managers will become more focused on strategy and will need to think about revenue management in the context of marketing, loyalty, and distribution. As the strategy component of the discipline increases, so too must the breadth of knowledge of revenue managers.
Hotel Revenue Management: The Post-Pandemic Evolution to Revenue Strategy guides readers through the transformative journey of modern hotel revenue management, from foundational building blocks to advanced pricing science, merchandising techniques, and strategic objective-setting. This comprehensive resource addresses how the COVID-19 pandemic has accelerated the evolution of the discipline and strategic thinking.
Leaders in hotel revenue management and sales & marketing must understand these fundamental changes and adapt their approaches accordingly. The book emphasizes that success in hotel revenue management requires a strong foundation in analytics—not merely modeling, but comprehensive business analytics supporting holistic revenue strategies.
As automation and machine learning increasingly handle tactical execution, revenue managers are shifting focus toward strategic thinking. This evolution requires understanding revenue optimization within the broader context of marketing initiatives, loyalty programs, and distribution channel management.
This book prepares professionals for this transformation by expanding the breadth of knowledge required for modern revenue leadership. The text provides frameworks and insights for navigating the discipline’s strategic expansion, where hotel revenue management professionals must think beyond traditional tactics to embrace comprehensive revenue strategy development. Essential for current and aspiring revenue managers, this resource equips readers with analytical tools and strategic perspective needed to excel in post-pandemic hospitality.
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