The Role Of A Revenue Manager
Hotelier India|July 2016

The role of a revenue manager today isn’t just about crunching the numbers – it’s a 360 degree cycle of profit making through innovation

Madhulika Dash
The Role Of A Revenue Manager

Every hotel room not sold, is dead – in 1980s, this was single, most important reason that led to the inception of a specialised segment we today call revenue management. The expectation from revenue managers was simple and straight: They had to generate incremental revenues using the basic principles of supply and demand economics in a tactical manner. But not for long. With travellers looking for more than just the frills of a luxurious bed and bathroom and the hugely tricky social media as the ticking bomb, the role has changed. The revenue manager's role has expanded to include more areas of focus and work area and is far more complex. Saket Gupta, VP, sales & marketing, Mars Enterprises, Vijayan Gangadharan, GM, Four Points by Sheraton Hotel & Serviced Apartments, Pune, Ashish Vohra, founder & CEO, jüSTa Hotels & Resorts, Kunal Gujral, VP, sales & marketing, Resort Rio, Goa, Jai Kishan, GM, Novotel Kolkata Hotel & Residences, Sanjay Nagalia, COO, IDeaS Revenue Solutions and Avinash Lodha, CEO, RezNext Global Solutions talk about the changing rules of revenue management – and the road ahead.

How has the revenue management role changed over a period of time? 

Saket Gupta: Earlier revenue management was all about maintaining a balance between your corporate, walk-ins, travel agents and hotel website bookings; today it is more about creative negotiation, better liaisoning and effective OTA collaboration, especially since now OTAs contribute significantly towards the revenue. In a market where everyone is trying to increase their share, it is extremely important to keep a check on rate parity. Revenue managers need to be well-versed with marketing as well.

Esta historia es de la edición July 2016 de Hotelier India.

Comience su prueba gratuita de Magzter GOLD de 7 días para acceder a miles de historias premium seleccionadas y a más de 9,000 revistas y periódicos.

Esta historia es de la edición July 2016 de Hotelier India.

Comience su prueba gratuita de Magzter GOLD de 7 días para acceder a miles de historias premium seleccionadas y a más de 9,000 revistas y periódicos.

MÁS HISTORIAS DE HOTELIER INDIAVer todo
Sustainable forest management for a better tomorrow
Hotelier India

Sustainable forest management for a better tomorrow

Explore how B.C.'s forests combine sustainable practices, community empowerment, and global certifications to lead the fight against climate change.

time-read
1 min  |
January 2025
Redefining Hospitality Spaces, Sugatsune's Sliding Door Systems and Award-Winning MFU1200
Hotelier India

Redefining Hospitality Spaces, Sugatsune's Sliding Door Systems and Award-Winning MFU1200

Sliding Door Systems have been an integral part of architectural innovation for millennia, celebrated for their effortless functionality and space-saving design.

time-read
2 minutos  |
January 2025
CELEBRITY CHEF OF THE YEAR
Hotelier India

CELEBRITY CHEF OF THE YEAR

KUNAL KAPUR Renowned Chef, Restaurateur, Author

time-read
1 min  |
January 2025
HALL OF FAME AWARD - KAPIL CHOPRA
Hotelier India

HALL OF FAME AWARD - KAPIL CHOPRA

KAPIL CHOPRA Founder and Chief Executive Officer, The Postcard Hotel, & Chairman of the Board at EazyDiner

time-read
1 min  |
January 2025
HALL OF FAME AWARD - ANURAAG BHATNAGAR
Hotelier India

HALL OF FAME AWARD - ANURAAG BHATNAGAR

ANURAAG BHATNAGAR Chief Executive Officer, The Leela Palaces, Hotels & Resorts

time-read
1 min  |
January 2025
LIFETIME ACHIEVEMENT AWARD
Hotelier India

LIFETIME ACHIEVEMENT AWARD

PATANJALI KESWANI Chairperson & Managing Director, The Lemon Tree Hotels

time-read
1 min  |
January 2025
A Night to REMEMBER
Hotelier India

A Night to REMEMBER

Celebrating excellence at the 15th Annual Hotelier India Awards...

time-read
4 minutos  |
January 2025
Fools Abound! Are you one?
Hotelier India

Fools Abound! Are you one?

Dominic CostaBir discusses events, and the lessons he learnt.

time-read
3 minutos  |
December 2024
The AI-Powered Future of Guest Experiences
Hotelier India

The AI-Powered Future of Guest Experiences

Explore how Al, automation, and cutting-edge technologies are revolutionizing the hospitality industry, ushering in an era of personalized service, efficiency, and innovation.

time-read
3 minutos  |
December 2024
Embracing the Future
Hotelier India

Embracing the Future

Five key hospitality trends to watch out for in 2025.

time-read
2 minutos  |
December 2024