Revenue managers in hotels: Is revenue focus enough?

Abstract

In hotels, there is often a manager figure whose task is focused on the future determination of sales prices and quantities of services sold. This article will focus only on the revenue manager related to room sales. In the following pages, we will point out how advanced quantitative tools that allow the determination of the values mentioned above are not always sufficient to guarantee the hotel structure and optimal performance. The need for forecasting to be replaced by the programming of sales values and the need to interpret such data contextually with the company's costs represent two necessary steps for the values provided by the Revenue Manager to help draw up the company's budget. In the absence of these elements, the data resulting from the Revenue Manager's action may be erroneous, misleading and, therefore, dangerous for hotel management.