Hotel Revenue Management: The Post-Pandemic Evolution to Revenue Strategy


This book guides the reader from the building blocks of revenue management, to pricing science and merchandising, and to broader issues of setting objectives in support of a revenue strategy.

The discipline is evolving, and that evolution has been accelerated by the COVID-19 pandemic. Leaders in hotel revenue management, and more broadly in sales & marketing, need to understand these changes, and lead and adapt accordingly. This will require a strong foundation in analytics – not just modeling, but also business analytics in support of a holistic strategy.

As more of the tactics of revenue management are executed through automation, and powered by machine learning, revenue managers will become more focused on strategy, and will need to think about revenue management in the context of marketing, loyalty, and distribution. As the strategy component of the discipline increases, so too must the breadth of knowledge of revenue managers.

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About the Author(s)

Dave Roberts

Dave Roberts is a recognized leader in the hospitality industry, especially in the areas of revenue management and analytics. Dave joined Cornell’s Hotel School faculty in the Fall of 2020. H…

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Pub Date

January 27, 2022





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