Revenue & Sales
11 problems · 11 fully documented
Revenue problems in hotels range from pricing and channel management through forecasting and guest mix to the question of which markets and target groups a house can realistically reach, and they almost always depend on one another.
Fully documented (11)
OTA commissions eat into a profitable summer
Strong occupancy, weak margin: the channel mix is bleeding the P&L.
Direct-booking share stuck below 25%
The website converts, but guests keep returning through OTAs.
Our forecasts miss actual occupancy
Mis-planned staffing and purchasing follow.
Our rates are inconsistent across channels
Parity breaches undermine our own website.
We steer for occupancy instead of yield
Full house, too little profit per room.
Group and event enquiries are handled too slowly
Valuable MICE revenue goes to competitors.
We lack predictable corporate business
Mid-week occupancy stays under pressure.
We don’t know our most profitable guest mix
Without mix steering we give away margin.
We capture little ancillary revenue from existing guests
Upgrades and extras aren’t actively offered.
Cancellations and no-shows eat into our margin
Rooms stay empty although they were booked.
Our packages don't sell or don't pay off
A lot of effort, few bookings.
Hospis for this area (1)
Hospis from the network whose work covers this category.
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