Revenue Management alone is not useful!

 

This consideration starts with an episode reported to me by colleagues.

Hotel X sells its rooms on average for 80,00 euros. Taking advantage of the fact that on one date all the structures are fully booked, a well-known company that deals with Revenue and works with the hotel, succeeds in selling the last room at 400.00 euros.

Great success, a very happy hotelier and a revenue company that proudly flaunts its success.

Good job everyone.

Using a metaphor, however, I see a hotel as a marathon runner and not a hundred-metre runner.

Are we sure that those 320.00 euro more earned with a reckless operation really represent a profit?

Let's be serious: if that hotel sells for 80.00 euro on average, presumably that is its market value. What does this mean? That when the customer who has spent so much money arrives at the room and does not find a standard 400.00 euro per night (which he legitimately expects) he will not be very happy.

And you, who sold that room at that absurd price, are you going to look at your guest with peaceful eyes?

More importantly, when the standard has most likely not met the customer's (right) expectations, how gratifying do you think the review will be that they leave us?

Last question: that review that we may be a little ashamed of and that will stay on the web forever...how much is it worth?

In my opinion we didn't get a good deal.

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