Take back control of your inventory. Part 3 of 3 – Wholesaler and Tour Operator Contracting
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) […]
Take back control of your inventory. Part 2 of 3 – Corporate Accounts Contracting
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 […]
Take back control of your inventory. Part 1 of 3 – Agency Fair Groups
Almost all hotels we have worked with throughout our careers have had an issue with taking in too much committed business during high demand periods. For most cases this has led to a huge loss of profitable revenue through missed ADR opportunities and for pretty much all of these hotels we were able to significantly […]
Gain competitive advantage – build a revenue culture and align departmental goals
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 […]
Why the 100 RGI market share target is often pointless
Market share key performance indicators (KPIs) are some of the most important statistics measured by hoteliers today, constantly monitored by revenue managers, hotel directors and owners. Those are the numbers verifying if your revenues are performing well enough towards your defined competitive set (compset) in the market which usually consists of 5-6 carefully selected hotels. […]
The sacred forecast – why a hotel should do it
Anyone who has set foot in a professional kitchen and “accidentally” walked behind the kitchen pass without a proper uniform (and especially if you added some extra salt to the stew without asking) knows that the chef would become furious. A revenue manager can respond a bit in the same way if someone makes unjustified […]
What is Revenue Management and when does it have an impact?
I know it is lame, but the standard definition simply has to be mentioned: Revenue management is selling “the right product to the right customer at the right time to the right price” (Cross, 1997). Furthermore I would like to add; through the right channel. The above definition is correct but leaves out some additional […]
Welcome to berner+becker!
Hi! We are happy to welcome you to our company berner+becker revenue management and our newsroom page. Here we will keep you up date with posts on all the relevant subjects in the current revenue management climate. What we can learn from the past and ideas about the future. Times are exciting in our start-up […]