In this episode we will look at Market Segmentation and what it is. Explore why it is so important and what aspects should be segmented. We provide examples and tips as to how best set up and utilise market segmentation, as well as what questions should you be asking yourself once you have established your […]
In this episode we will look at Market Share, what is it? Explore why it is so important and what are the key metrics/kpis that you should focus on. The application of market share can be a bit hit & miss, particularly within independent hotels, and we look at why this may be. We also […]
With RevenueHub we look to explore some of the reasons why it is discussed so often but (still) so rarely implemented. Is it understood beyond the realm of the Revenue Management community? What are some factors that influence it’s ability, or inability, to be implemented? Or, is it actually being implemented broadly, just not to […]
I don’t want to claim that I’m the first one to address this subject. But, from my research I can conclude that there are few officially accepted “meeting, incentives, conference, exhibitions” (MICE) key performance indicators (KPIs) in general. They all seem to differ in their acronym depending on where you look and who you ask. […]
Taking a walk through the E-travel halls of the major industry fairs like ITB in Berlin or WTM in London and seeing all the technology options available leaves many hoteliers perplexed. It is not easy to navigate through the selection process of these systems and knowing which of them to choose. In the field of […]
Simply put, a hotel that doesn’t apply overbooking is losing a big chunk of profitable revenue, as normally the high BAR rates are sold last. On days when there is incremental demand, i.e. more demand than a hotel has capacity for, the opportunity to sell 100% of the rooms is there. In a market with […]
To maximise the revenue performance during a fair or high impact event might be easier said than done. Many rely on returning business to bring in a safe level of base occupancy to a slightly higher rate and surely their ADR and RevPAR will increase accordingly a couple of euro. But is that enough? What […]
We hope you have had a successful start in 2017 and that you will see prosperous revenue increases this year as a result of your set strategies and learnings from the past. Even though the year just started, it is soon time for the yearly contracting season of your wholesaler (WS) and tour operator (TO) […]
Time flies and with 2017 around the corner there aren’t many months left before the corporate request for proposal (RFP) process starts once again. We hope you have had a successful RFP season in 2016 and that your results in 2017 will prosper as a result of your strategical contracting decisions. In this piece, which […]
At berner+becker we strongly believe that building up a revenue culture in a hotel is crucial to success, and education is central to creating that culture. We couldn’t agree more with Jack Welch, former CEO of General Electric who said “An organization’s ability to learn, and translate that learning into action rapidly is the ultimate […]
