Hotel Revenue Management, livre ebook

Hotel Revenue Management takes readers from the core principles of hotel revenue management to the cutting edge of pricing science, merchandising, and strategic decision-making—equipping today’s professionals to lead in a rapidly evolving landscape.

In the wake of the COVID-19 pandemic, revenue management has undergone a profound transformation. No longer confined to pricing and inventory control, it now sits at the center of a broader commercial strategy. Leaders across revenue management, sales, and marketing must understand this shift—and adapt quickly to stay competitive.

Grounded in real-world application, this book emphasizes the growing importance of analytics—not just advanced modeling, but practical business insights that drive smarter, more holistic decisions. As automation and machine learning take over many tactical functions, revenue managers are increasingly called to think strategically, integrating revenue management with marketing, loyalty, and distribution.

The result is a new kind of revenue leader—one who combines analytical rigor with commercial vision. This book provides the foundation and perspective needed to thrive in that role.

Foreword . xi 

Acknowledgments xiii 

Introduction xv 

Chapter 1 Context 1 

Chapter 2 Building Blocks of Revenue Management 9 

Chapter 3 Forecasting 15 

Chapter 4 Inventory Management 23 

Chapter 5 Pricing 27 

Chapter 6 Discounted Rates 41 

Chapter 7 Negotiated Account Rates 59 

Chapter 8 Distribution and Loyalty 67 

Chapter 9 Merchandising 73 

Chapter 10 Total Hotel Revenue Management 77 

Chapter 11 Revenue Management in a Downturn 81 

Chapter 12 Revenue Management in a Recovery 91 

Chapter 13 Machine Learning in Revenue Management 95 

Chapter 14 Topline Analytics 101 

Chapter 15 Talent 109 

Chapter 16 Thoughts for the Future 113 

Appendices 117 

About the Author 121 

Index 123