With so many different approaches to revenue management, today’s hotelier can find the best practice confusing. And we know it can get very complex, very quickly. The key to implementing a successful revenue management strategy is to keep it simple — don’t take on more than you can handle. Simplifying your revenue management strategy is easier than you think, and there is plenty of smart and simple technology available to help your hotel along the way. In this free TLearn webinar, SiteMinder will help your hotel cut through the clutter, focus on relevant data, and gain a better understanding of these key areas: Read the signs: Is your revenue management approach too complex? Revenue management rules: Five important lessons to learn Be a data-driven hotelier: Use key metrics to increase revenue Our presenters are: Kevin O’Rourke, Executive VP of Global Sales, SiteMinder Neil Corr, Senior Advisor, IDeaS Sean O’Neill, Editor­-in-­Chief & Moderator, Tnooz Gene Quinn, CEO & Producer, Tnooz This free webinar took place on Tuesday, 4th of October 2016.

1. How hotels can simplify today’s complex hotel
revenue management strategies
TLearn Webinar
October 4, 2016

9. At the core of revenue management, hoteliers must...
#1
Monitor your competitor
set and local market
demand - ensure you
build an accurate picture
#2
Use your competitor set
analysis to identify your
best available rate -
ensure you remain
competitive at all times
#3
Continually adjust and
price your rooms
dynamically - ensure you
maintain a balance and
don’t under or overprice

10. The glossary...
BAR: basic available rate
ADR: average daily rate
Revenue: assessing last day, week, or month
Occupancy: % of rooms occupied
RevPAR: revenue per available room
Don’t forget these key revenue management terms...
The model…
Occupied Rooms: 100
BAR: $79
ADR: $64
REV: $6,400
OCC: 100%
REVPAR: $64

11. Knowing your compset
gives you the edge...
noun. CompSet
A competitive set of
hotels that most are
geographically close,
but more importantly
resemble your BAR,
market segments, and
business mix.
Do you need to simplify your revenue management strategy?

12. So, how do you know if your approach to pricing and revenue management is too manual
and too complex?
If any of these 5 statements ring true with you, then it’s time to simplify...

14. Do you need to simplify your revenue management strategy?
Occupied rooms: 100 vs.
Occupied rooms: 88
BAR: $79
BAR: $125
ADR: $64
ADR: $112.50
REV: $6,400
REV: $9,900
OCC: 100%
OCC: 88%
REVPAR: $64
REVPAR: $99
By applying simple dynamic pricing and raising your BAR rate, an extra $3,500 in revenue was generated
- and in just one day!

16. Industry reporting - what to look for?
Market Penetration Index =
Your occupancy / compset occupancy
Over 1.0 - You are getting your fair share
Average Rate Index =
Your ADR / compset ADR
Revenue Gen Index =
Your RevPAR / compset ADR
Top tip!
Compare year-on-year &
set BAR strategically
What was happening a year ago?
Think positive: Local event,
corporate group, wedding
Think negative: Air Lift Trends,
bad weather, new property

19. Poll no. 1
Which of these 5 statements about revenue
management rings true with you?

20. Poll no. 2
Do you use tech to automate your hotel’s revenue
management strategy?

33. Q & A

34. Thank you!
Send your questions and comments to gene@tnooz.com
Replay and presentation will be available on www.tnooz.com