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

A good book will challenge your thinking. A great book will validate what you know, then confront you, perhaps uncomfortably—do you really know what you thought you knew?The time-honored ways of maximizing revenue in hospitality were already changing before the pandemic. Vast amounts of data in Revenue Management systems and their rigorous approaches to decision-making were finding their way into marketing, sales and distribution functions.The pandemic has flipped the script. Now decisions involving customer acquisition and retention will be driven, not just supported, by Revenue Management principles.This is what author Dave Roberts calls Revenue Strategy.Dave Roberts provides a comprehensive description of Revenue Management principles. Then he describes how those principles will evolve into a Revenue Strategy which will be essential for success in the uncertain, post-pandemic economy.Whether you are in Revenue Management or hospitality management. This book is a must read.

Enjoyed the book. Very informative and helpful in my new career

Robert Cross takes the reader on a walk down memory lane with snippet from his experience to focus on how Revenue Strategy. The advent of AI has replaced the time-consuming button pushing of Revenue Management, allowing us all to focus on the strategy for the future. This book should be suggested to be read to everyone on strategy teams at all hotels. This includes General Managers, Sales Leaders, and Revenue Managers.Thank you Bob Cross for your dedication and forward looking work of revenue management.

This is such a fresh, current book on Revenue Management that weaves in timeless principles. The book is a quick read, but something I will surely reference back to on concepts like forecasting, discounts/displacement, and pricing during volatile times. It is well written, contains insights and quotes from industry leaders, and even has interesting photos from the author’s notebooks working through scenarios at Marriott. I would highly recommend this book to students and anyone in the hospitality industry today.

David's Operations Research background, where he focused on statistics and mathematical modeling, serves as a strong foundation for revenue management. He gives deep insights based on this background, his extensive experience and couples it with just plain common sense. Hope he writes another!

An engaging book that clearly articulates Revenue Management principles without overwhelming the reader. The chapters are nicely organized to provide a fundamental understanding of key concepts. Loved the emphasis on the need to ‘connect-the-dots’ with business strategy to evolve the discipline into Revenue Strategy. Highly recommend!

Easy to read, relevant and useful for anyone in the business / aspiring to get into the business