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What makes guests travel further and pay more for a hotel experience? In this episode of Revenue Rocks , Adrienne Hanna talks to Michael Beare from Finn Lough about creating demand, communicating value and turning…

Learning revenue management in theory is one thing. Seeing how it actually works within a live hotel is where it really starts to come to life. That’s why we’re so pleased to be working with Edge Hotel School and…

There’s been plenty of noise around England’s proposed tourist tax, but for hotels the bigger question is simple: what will it do to the final price the guest sees? With different areas potentially setting different…

“Last year plus 6%” might give you a budget, but does it give you a strategy? Here we look at why hotels need to understand what drove last year’s performance, what has changed in the market and where the real…

Google is beginning to let travellers search, compare and book hotels directly through AI - but independent hotels are not yet part of the booking journey. But all is not lost! Here’s what hoteliers can do now to…

After Belfast welcomed 1.6 million visitors for the Fleadh, hotel rates for 2027 are already under scrutiny. But when demand soars, how much is too much? We look beyond the headlines at the realities of hotel pricing…

For years, the big hotel brands had some very clear advantages: technology, distribution, marketing power, loyalty programmes and resources that independent hotels simply couldn’t match. But that gap is closing.…

Most hotels track their cancellation rate - but that's only one piece of the puzzle. To forecast demand accurately and make smarter commercial decisions, you need to understand when cancellations happen, where…

Wedding season can bring busy function suites and full bedrooms, but that doesn’t always tell the whole commercial story. From room allocation and pricing to displacement and lost spend across restaurants, bars, spas…

Transient bookings can be unpredictable, but that doesn't mean cancellations have to catch you out. In this blog, we share seven practical ways to reduce their impact, improve your forecasting and stay one step ahead.

Winning a contracted account is only the beginning. Whether it's a corporate agreement, airline crew contract or long-stay booking, contracted business can provide valuable occupancy—but it's not guaranteed. In this…

A few weeks ago, Right Revenue was selected as one of just five companies to take part in Amazon Web Services' AI Accelerator Programme. It was an incredible opportunity to spend time with some of the brightest minds…

Having the right data is only half the battle. In this episode of Revenue Rocks, Adrienne is joined by hospitality commercial leader Ammisha Bhardwaj to discuss why influence has become one of the most valuable…

Commercial decisions should be driven by insight, not uncertainty. But when demand is slower than expected, pressure builds, or forecasts become less predictable, it's easy to fall back on the option that simply…

Could your hotel disappear from search? As Google and AI reshape the way guests discover hotels, visibility has never been more important. We explore the biggest changes happening in search and share practical advice…

While many hotels are focused on occupancy, pricing and distribution, a major shift is happening behind the scenes. AI is changing how travellers discover hotels, and Google's latest search updates could dramatically…

Recently, we sat down with two experienced hoteliers to discuss the realities of working with OTAs. From hidden promotions and rate parity issues to guest trust and direct booking strategies, they shared practical…

AI is revolutionising hotel revenue management, but even the smartest recommendation is only valuable if users trust it. Discover why explainable AI is helping hoteliers understand pricing decisions, build confidence…

OTAs remain an essential part of hotel distribution, but are hotels losing control of their own pricing and guest relationships? In this episode of Revenue Rocks , we explore the growing challenges of rate…

Exciting news for Right Revenue! Welcome to our newest partner - we are delighted to welcome Shepherd Neame, Britain's oldest brewer and one of the UK's most respected hospitality businesses, to the Right Revenue…

We all know the panic when a strong-looking month starts to shift when cancellations start to creep in, impacting occupancy, revenue and confidence in forecasting. That’s why we’re particularly excited about one of…

There are still plenty of misconceptions surrounding revenue management systems — particularly for independent hotels. But what’s the reality once a hotel actually implements one? In this episode of the Right Revenue…

Meetings and events have long been treated as a supporting act to bedrooms — but what if hotels are overlooking a major revenue opportunity? We explore why M&E deserves a bigger role in commercial strategy, the…

From deeper business insights to smarter auto-acceptance and enhanced forecasting tools, discover the latest Right Revenue updates designed to help hotels make better decisions, improve consistency and unlock greater…

Explore how hotels can move beyond room revenue and unlock greater guest value through direct bookings, smarter personalisation, and thoughtful upselling. Adrienne Hanna speaks with Patryk Luszcz from Profitroom…

Revenue management has changed — and so have the questions. Today’s revenue leaders are no longer just looking at room rates or competitor pricing. They’re thinking about demand, business mix, guest value, channel…

In this episode of Revenue Rocks, we explore how hotels can move beyond occupancy and RevPAR to unlock total revenue across the entire guest journey. Joined by Patryk Luszcz from Profitroom, we dive into direct…

Are meetings and events your hotel’s biggest untapped revenue opportunity? In this episode of Revenue Rocks , we explore how M&E is evolving from a support function into a core commercial driver - and what hotels…

Twenty years ago, I took the leap and went freelance after a career in hospitality. The challenges I saw independent hotels facing during those early years ultimately led to the creation of Right Revenue. Here I…

Rate leakage is becoming an ongoing concern for hotels, with rooms often appearing on channels they do not work with directly and at lower prices than intended. In this piece, we explore why this happens, the…

When revenue management is discussed, the focus is still often on rooms. But for many hotels, that means overlooking one of the most underused revenue opportunities: the spa. In this episode of Revenue Rocks , I’m…

In this Revenue Rocks conversation, Adrienne speaks with Inna Nekrassova, Director of Revenue, Hotel Cafe Royale, about how luxury hotels can protect brand equity, maintain guest value and drive long-term…

For a long time, revenue management has been neatly packaged as a pricing function, and to be fair, that’s not an unreasonable place to start. The move from spreadsheets to automated pricing has been a genuinely…

In this episode of Revenue Rocks , we explore the growing role of AI chatbots in hospitality. Are they simply an operational tool, or could they become one of the most powerful drivers of revenue in the booking…

In this episode of Revenue Rocks, Adrienne is joined by luxury hospitality strategist Inna Nekrassova to explore one of the biggest tensions in high-end hotels: balancing brand equity with commercial performance.…

Tom Finn, co-founder of Edwards & Finn, has a front-row seat to how the revenue function is shifting across the hospitality industry. Adrienne recently spoke to him as they explored the evolution of the Revenue…

All-in-one systems promise simplicity - but are they quietly limiting your performance? We explore why more hotels are moving towards a best-of-breed approach, choosing specialist tools that deliver deeper insight,…

Budget Builder transforms hotel budgeting by replacing static spreadsheets with real-time scenario modelling. It saves time, improves forecast accuracy, and provides clear visibility of business mix and KPIs — giving…

In this episode, Adrienne is joined by Tom Finn, co-founder of Edwards & Finn, a global specialist recruitment firm for hospitality commercial talent. Together, they explore how the role of the Revenue Manager has…

In this episode of Revenue Rocks , we explore the hospitality trends shaping 2026 — and what they mean in practice for independent hotels. Adrienne is joined by Jan Hejny , Founder & CEO of HotelTime , to cut through…

The hotel industry is going through a major tech transformation, and it can feel a bit overwhelming for independent hotels trying to keep up. With the rise of AI tools like ChatGPT, the way guests search for and book…

As an independent hotel operator, you're constantly navigating the complexities of an ever-changing industry. One area that often gets overlooked, but can have a significant impact on your bottom line, is payment…

If you’ve ever felt confused (or quietly sceptical) about the noise around ChatGPT, AI search, and the future of hotel bookings , this episode is for you. I’m joined by Harry Fielder from UMI Digital — one of the…

Here at Right Revenue, January is traditionally a quieter month for new feature releases — and that’s very much by design. Each year, we use this time to give our Development Team the space to focus on strengthening…

Payment fraud is one of the fastest-growing risks facing hotels — and many teams don’t realise how exposed they are. In this episode of the Revenue Rocks Podcast , we explore why payment security can no longer be…

From experience, we know commercial success in hotels can’t be achieved in isolation and revenue isn’t the job of one person. It’s very much a hotel-wide responsibility. 💡 Here are our tips for building a revenue…

General Managers - do you really know what to ask your Revenue Manager each week? When a GM and Revenue Manager are aligned - asking the right questions, challenging each other, and working towards the same goal - we…

From human touch vs. technology to cross-team collaboration, Nora and Adrienne dive into the small shifts that make a big difference to both culture and commercial performance.

Here are a few practical ways to knock down the silos and get everyone pulling in the same direction - nothing fluffy, just what actually works in busy hotels with even busier teams. We know that when Revenue and…

In recent weeks in our conversations with hoteliers across the UK and Ireland, and the same theme keeps coming up: demand is changeable. Not awful, not amazing ..just unpredictable enough to make life that bit harder.

In this episode of Revenue Rocks, Adrienne chats with Phil Scott, Managing Director of the luxury 5 star hotel, Links House in Scotland, and Craig Burns, Director at Huckleberry Digital Agency, to explore how one…

If you’ve ever sat in a budget meeting feeling like revenue and finance are speaking two completely different languages… you’re in very good company Here are the questions that genuinely matter - the ones that help…

Choosing the right tech stack has never mattered more for hoteliers. While ‘all-in-one’ systems promise simplicity,often spread their focus too thin and limit the functionality hotels truly need. A Best-of-Breed…

Feeling overwhelmed by hotel tech? You’re not alone -and this week’s Revenue Rocks podcast is here to help! This week, Adrienne is joined by Sally Richards, Founder and MD of RaspberrySky Services, who has spent over…

I was recently invited by the Shiji Group to share my story - from three decades in hospitality to founding a technology company that helps independent hotels take control of their revenue strategy.

Sales and revenue should be hospitality’s strongest partnership - but too often, they’re out of sync. In this episode, Adrienne Hanna talks with Michelle Rex of Cameron Ventures about breaking silos, building trust,…

After spending two days recently at the Independent Hotel Show and having so many inspiring conversations with wonderful hoteliers, one thing became very clear to me … independents are truly owning their power!

Every hotel wants optimal occupancy - but is your business mix truly profitable? In this episode, Adrienne Hanna chats with experienced commercial leader, Antje Kurd from Loxo Solutions about what it really means to…

Getting the business mix right in hotels is tricky at the best of times. Too much of one type of booking or not enough of another and suddenly revenue, occupancy, and profitability are at risk. Managing this balance…

Opening a new hotel is always a challenge — but guiding it from day one to hosting one of the world’s most prestigious sporting events, The Open Golf Championship , is another level altogether. Stephen Meldrum, GM of…

This week, Adrienne Hanna sits down with the ever-energetic Ciara Crossan MIH , Founder & CEO of WeddingDates , to talk all things weddings, one of the most emotional and profitable parts of a hotel’s business. With…

In this episode, Adrienne Hanna is joined by Michelle Casey from Words with Impact to explore why great copy is a crucial and often overlooked part of a hotel’s commercial strategy. With over 25 years of experience…

In this episode, Adrienne Hanna is joined by Alessandra Leoni, Head of Hospitality and Focus Group, to explore what it really takes to scale from one hotel to a thriving brand. What starts with a brilliant quote -…

In this episode, Adrienne Hanna is joined by Fiona Giacomini , Group Revenue Manager at Young’s Pubs , to explore how one of the UK’s best-known hospitality brands is embracing a smarter, data-driven approach to…

With days growing shorter and evenings cooler, the long heady days of summer will soon be a distant memory. As we enter the final months of the year, our thoughts naturally turn to budgeting. With owners demanding…

At Right Revenue, our mission has always been simple: to remove pressure for hoteliers

Yet despite the skill, dedication, and expertise in our field, the turbulence of recent years has often left the discipline in a frustrating cycle of catch-up, reacting to market changes instead of steering strategy…

It’s hard to deny just how much the demand landscape has shifted over the past few years. There was a time not too long ago when historic booking data, a few trusty spreadsheets and gut instinct (cue calculator and…

Over the past couple of years, we’ve had more conversations than we can count with hoteliers feeling completely overwhelmed.

Nestled in the heart of the Scottish Highlands, Links House in Dornoch is an independent boutique hotel offering unparalleled charm and luxury with its 15 exquisitely designed rooms. For Managing Director Phil Scott,…

The Karma Sanctum Soho has an enviable reputation amongst the great and the good of the music scene. Owners Mark and Sherene Fuller have welcomed industry legends, past and present to the Sanctum Soho and they have…

The Aghadoe Heights Hotel & Spa is a luxury 74-bedroom, 5* hotel offering unrivalled views of Killarney’s lakes and surrounding mountains. The hotel, which is part of the Windward Management portfolio, is renowned…

The 64 Bedroom Silverbirch hotel in Omagh, Northern Ireland has been family-run since 1978. The hotel has an enviable reputation as one of the country’s leading wedding venues; whilst its location on the footsteps…

This 97-bedroom, 5* hotel Resort is situated near the shores of Lough Eske, at the foot of the Bluestack Mountains and a 10-minute drive from nearby Donegal Town.

The iNua Collection is a portfolio of 4 and 5 star hotels, located in some of the most popular locations in Ireland. Part of Cliste Hospitality, their best-in-class expertise offers project management services and…

The properties are linked by a common owner, but they each have a distinct identity and operating model.

As the Director of Group Operations at Savoy and George Hotel in Limerick City, I am pleased to share my insights and experiences with Right Revenue RMS. This innovative revenue management system has profoundly…

The hospitality industry has always been a shining example of adaptability, evolving to meet shifting guest preferences and expectations, market trends, and operational challenges. In today’s world, one of the most…

Prepare your wedding venue to shine this proposal season with WedPro’s top tips to attract newly engaged couples

What if your hotel was filling up fast, but you were missing out on thousands in potential revenue? Unexpected surges in demand can happen at any time, and by the time you spot them, it could be too late. Discover…

In Series 2, we looked at Dynamic Pricing; how this can immediately impact your ADR along with the considerations you need to make before implementing this strategy. If you missed it, you can read it here

In our last blog, we looked at Channel Shift and the impact that this can make by simply restricting lower rated business in favour for higher rated business.  Sounds simple right?  Well, of course there are…

With a 25+ year career in revenue, I cannot begin to count the number of times that I have been asked that very question.

I’m absolutely thrilled to share that our very own CEO and Founder, Adrienne Hanna, was recently featured on the highly respected Hotel Growth Podcast . In this episode, Adrienne dives deep into the current…

In today’s modern digital world, online reviews hold significant weight for hotels. With travellers increasingly relying on platforms like Tripadvisor and Booking.com to book accommodation, the quality and quantity…

Last week I had the pleasure of welcoming a new team member to Right Revenue and part of that process was to introduce Rebecca to our team in gorgeous Country Down and of course deliver her safe and sound to the…

Running a hotel is tough, especially with rising costs and fierce competition. That's why well-executed marketing is crucial to your annual P&L. In this article, we’re giving you practical strategies to turn an okay…

Everyone knows that a Revenue Manager needs only two things… a calculator and a crystal ball.

A forecast is only as valuable as its accuracy. But how do you know just how reliable those predictions really are? Our new Forecast Accuracy Report puts Right Revenue's forecasting to the test, comparing our…

I am incredibly proud of the fact that I can count myself as one of the very early hotel Revenue Managers (probably dating back to a time before most readers of this article may have even been born!)

Anyone who knows Right Revenue knows how passionate we are about spreading the revenue management love and making access to revenue knowledge easy and affordable for all. Revenue really does rock! So, we am delighted…

Galgorm has become the first property to go live in the UK from our new partnership with Maestro All-In-One PMS.

Anyone who has heard me speak or read past blogs and articles will know that while I steadfastly agree that OTA’s are a necessary evil, I am also incredibly aware of how they do business; how they continually find…

For almost twenty years, we as hoteliers have first of all ‘spilled all of our sweeties in the lobby’ and gave the OTAs our life and soul, and then for the last 15 years, we have been trying desperately to win that…

As an industry, we are often accused of being ‘acronym heavy’, something I didn’t necessarily agree with until one of our wonderful partners asked for some help pulling together a ‘cheat sheet’ for one of their new…

Two incredibly important roles and critical to the success of every hotel. So, what kind of conversations should they have? Well, for the next few days, we will release one question/conversation that we feel should…

A simple way to beat the OTA’s

Most people have probably heard the inspirational business mantra:

Well, it is that time of the year again and although many of us are old enough to have gone through several recessions, times of conflict and serious economic challenges, I doubt any of us have seen these three…

We all know BOB or to give him his full title... 'Business on the Books...' We all love him, rely on him even... but should we trust him? This week, I was sat around a coffee table talking to two hotel Managers about…

Forget star rating… we now have 3 types of customers… With the potential of another strong Staycation year, what do our customers really want, and how do we meet those needs in what is quite frankly, yet another…

Those who know me, know that I have occasionally (well, in truth, regularly...) been very critical of the under-hand behaviour of many of the OTA's and although I have, in this instance, called out booking.com, they…

In the days before developing Right Revenue as a software solution, many of you know that I spent 20+ years in revenue management (most of which was spent in consultancy for independent hotels) During that time, I…

Following the re-opening surge in demand, hoteliers are recovering from the operational challenges with staffing and supplies, and finally have some room to breathe and look at the final quarter of the year leading…

Our question is: How you can help reduce the pressure on your hotel management staff? As the UK emerged from lockdown and took tentative steps towards freedom, hotels have faced different challenges. The Summer…

We are open!  For many of us being open brings a multitude of challenges and for some of these challenges, well, we just weren’t prepared… Many of us in specific city locations are still battling with low occupancy…

Global impact of Covid-19

Tuesday 20 April @ 10.00am GMT

Tuesday 13 April @ 10am GMT.

Tuesday 30 March @ 10.00am GMT

Tuesday 23 March @ 10am GMT.

Tuesday 16 March @ 10.00am GMT

Revenue Ready – Meeting the evolving needs of your brides and grooms

Revenue Ready – GDS Myth Busting!

Revenue Ready – Maximising Revenue through Food & Beverage Sales

Revenue Ready – The Changing World of Distribution

Revenue Ready – How to manage your brand new segment – The ‘Reluctant Staycationer’

Revenue Ready – Guest Communication is more important that ever!

Revenue Ready – Marketing Tips you can implement today!

Tuesday 9 March 2021 @ 10am GMT.

Revenue Ready – The importance of Revenue Management in M&E

Why data will be your 2021 salvation

Building a rate strategy 2021: Where to start?

This week we got some amazing news that we may just have light at the end of the tunnel… A vaccine is on its way, and although it may take months to deliver, we have hope and an absolute belief that we can now call…

How to ensure that you are 'Revenue Ready' This week we got some amazing news that we may just have light at the end of the tunnel... A vaccine is on its way, and although it may take months to deliver, we have hope…

How to keep the 'stay' in Staycation (and just a little tip... you might like to read right to the bottom as we have something very special for you...) When you start a business, people who evaluate your idea tend to…

A Daily Revenue Management Check-List If you aren't lucky enough to have a Revenue Management System then here is our easy to follow guide on what you should be considering every day... Revenue Daily Check-List…

When every penny counts, why are we still not getting the basics right? The last few weeks since opening have been a roller-coaster for us all. Within our portfolio, we have hotels citing their 'best ever August'…

This week I read a really interesting article featuring the President and CEO of Marriott, Arne Sorenson and if any of you follow interviews with Arne, you will know that he has repeatedly said that the impact of…

A unique time to take back control of the OTA's I have written many times that I believed that the biggest threat to our industry was the control of the OTA's (turns out however, I was wrong and Covid-19 gazumped me…

3 for Free Here at Right Revenue, we understand that supporting each other through this terrible time and planning for a bright future is critical. To help hotels prepare for a 'new normal' and to ensure that they…

Getting past the 'C' word I don't know about you, but I am a little bit jaded hearing the 'C' word and the 'F' word and for those who may have been living under a stone, they are of course 'COVID-19' and 'Furlough'. …

What might our 'new normal' look like? These are terrible times, maybe even the worst of times... After terrible tragedies such as 9/11, the London bombings or even the 2008 recession, we all had reference points to…

Coronavirus - your check-list I am sure your 'inbox' is flooded every day with news feed about the Coronavirus. So I won't waste any of your time going over again what the virus is or the impact we have all seen…

Coronavirus - now is not the time to panic... There is absolutely no doubt that we are entering a time of huge uncertainty and there is just no denying the massive impact this terrible virus is having on us on a…

Wantto work for a company that is going places in the best industry ever?  Weare hiring! SalesManager - UK About us Right Revenue is a Northern Ireland-based software company that provides Data Analysis , Demand…

Wantto work for a company that is going places in the best industry ever?  Weare hiring! SalesManager - Ireland About us Right Revenue is a Northern Ireland-based software company that provides Data Analysis , Demand…

Wantto work for a company that is going places in the best industry ever?  Weare hiring! Marketing Manager About us Right Revenue is a Northern Ireland-based software company that provides Data Analysis , Demand…

The complete journey of 'personalisation'. 'Personalisation' is the buzz word in our industry at the moment and rightly so. Last week I had the pleasure of hosting a webinar in which Nigel Alport from For-Sight and…

Forget the 4 P's of Marketing and let's look at the '6 P's of Revenue As we welcome a new year and a whole new decade, very few of us can predict what may be around the corner... but sometimes a new year can be a…

How will 2020 shape up for you - my Top Ten predictions They say that all good Revenue Managers always carry twothings: a calculator to crunch the numbers and a crystal ball to predict thefuture.  So here is my…

Booking.com change tactics - again! The threat continues… Just when you through your relationship (and I use that wordtentatively as no relationship should be one-sided) with Booking.com couldn’tget any worse, well…

Metrics that measure up! As Revenue Professionals, we allunderstand the power of numbers. We love data, we live for data and often wecan drown in data... During these blogs and our webinars, we have oftenaddressed…

Endof an era, but what can we learn from it? Septemberwas a bad month for the travel industry with the collapse of both Thomas Cookas well as Amoma. Not only have thousands of travellers been left stranded…

We are excited to announce our first in a series of Webinars on 1 0 September at 11.00am BST. The subject is 'Top Revenue Tips That You Can Apply To Your Business Today' and it promises to be a game-changer! We…

Are you ready for the 'Alternatives?' This week, there has been further confirmation from two very well respected bodies (not just me, ranting about what I think will happen in our industry but actual cold, hard…

RFP season is almost upon us, so what are the new threats for our Corporate business? The traditional RFP season is almost upon us and whilst contracting can happen at any time, we are all used to the manic few weeks…

Loyalty… what exactly does that mean? Loyalty... it's a funny word that has different meanings to different people and definitely has all of us hoteliers scratching our heads at how we 'get it', how we 'keep it' and…

Are you ready for what might be our next big disruptor - SCA? Just when you thought you had gotten your head around GDPR, along comes Strong Customer Authentication (SCA)! Are you ready? Do you understand how this…

Your Summer Revenue Check-list For most hotels, Summer is the absolute busiest time of the year. Your properties are buzzing; full of excited guests in holiday mode, which means that for most of us, we have teams…

Review your OTA contracts and start to take back control This week I had the privilege of speaking at a Hotel Federation event organised by the Northern Ireland Hotel Federation and my subject was 'how to increase…

At Right Revenue, we believe in the power of collaboration to drive excellence. Our esteemed partners are at the heart of our mission, each bringing unique strengths and expertise to the table. We work with industry…

Finally – it’s here! In our first episode, Adrienne chats with the brilliant Catt McLeod FIH , VP of Brand Development at Elegant Hotel Collection . Together they dive into the world of hotel distribution , demystify…

Why on earth are we dropping rates so close to arrival date? This week our wonderful friends at Mews shared statistics which I thought were really interesting: and that is the average rate sold in Europe based on…

The 'double whammy' of Booking.com's early payment scheme Most of us realise that Booking.com have automatically opted our hotels into their new 'Early Payment Scheme', but what exactly does this mean and how does it…

How Revenue Management Affects… Sales This is the first in a series on how revenue management affects every part of your business. If I am lucky enough to have you as a regular reader, you will know my belief that…

How to win friends and influence people… Or in hotelier speak - How to gain bookings and set yourself out from the crowd... In today's world of ever-increasing competition, how on earth do you set yourself out from…

More change in our distribution landscape and it's happening right now… Just when we thought we had enough on our plate managing Booking.com & Expedia, there is more change afoot! There have been two huge…

Now is the time to take control! In the UK, we have all been celebrating recently with the news that the Competition and Markets Authority (CMA) are now investigating OTA's and the illegal practices which we as an…

Booking.com - a partner they are not! Over the past year or so, here in the UK we all know that Booking.com (as well as other OTA's) have 'softened' their approach. They want us to believe that they are partnering…

What do you need to consider in 2019? It's all about 'your people'… In our wonderful hotel world, we have two types of people - our guests and our team. In 2019 I believe that understanding and meeting the needs of…

If any of you read my articles regularly, you will know that my personal opinion is that Booking.com and other online aggregators are the single biggest threat to the profitability of our industry. This week I read…

Following on from last weeks blog - which can be found here - https://rightrevenue.co.uk/revenue-managers-how-we-get-it-wrong/ I thought I would take another few moments to outline how sometimes Revenue Managers get…

Revenue Managers rule the world, right?  Of course we do... But every now and again, I see some Revenue Managers who just haven't had the training or mentoring required and due to no fault of their own, get it wrong.…

As we settle in to the final quarter of 2018 and with 2019 budgets signed off and firmly behind us (hopefully!) what can we expect in 2019.  Well here are my thoughts...1.Understand the customer journey -…

As an industry, all of us in hospitality like to complain about OTA's; high commission levels and of course the impact that new aggregators such as AirBnB are having on our bottom line.But rather than sitting back,…

Utter the words 'rate parity' and we all shudder... after all, ensuring that we have the same rates on all channels - even if we employ the technology of a channel manager, isn't always straight forward. Often the…

We all know the scenario... you place an Ad for a job... you get a trickle of replies... you struggle to find a few candidates good enough to interview... then some don't even turn up to the meeting... then you…

I write this article as the founder of revenue management system, Right Revenue.  However, I promise this is not some veiled attempt at promoting our system.  It is however a shout out to all revenue management…

The changing face of Revenue Management... Back in the bad old days when I first started in revenue, the discipline was called Yield Management.  In those not-so-distant days we were seen as just yielding rates.…

For most of us, gone are the days of just having 'bodies in beds'.  There is of course a market for just that, and the hotels that provide that type of experience should be celebrated as successful hoteliers as much…

Which came first, the chicken or the egg? Or in hotelier terms, which came first, Revenue or Marketing? Does marketing turn on revenue or does revenue stimulate marketing?I often write about the need to stop 'working…

We are all quite rightly obsessed with the hefty commission costs from OTA's such as booking.com and Expedia.  But if I ask any hotel within the Right Revenue portfolio how much a direct booking costs, the first…

In our last blog, we looked at just how important making clever revenue decisions far in advance can be to your business.  But how on earth do you react to that last minute business?  How do you ensure you have all…

Ask any General Manager or Reservations Manager when the greatest percentage of business comes in and they, by-in-large will all answer the same, 'last minute'.  But ask any smart Revenue Manager and they will know…

Unless you have been hiding under a rock for the last 6 months, you will undoubtably know that our perception of environmental issues have changed and changed radically, and very quickly.  David Attenborough has a…

This week I read a really interesting article published by Oracle and for today's blog, I thought I would drill down on a couple of points that I found intriguing.The article is interesting in the first part as it…

As an industry we seem to have been having the same conversation for several years now and that is 'how on earth do we encourage direct bookings?'.  We all moan about the high commission fees that we pay to OTA's and…

This week, I am riding on the shoulders of an amazing travel writer Sherelle Jacobs, who writes for the Telegraph. Not something I normally do, but I thought this article was too interesting not to pass on and…

Right Revenue is in receipt of Grant for R&D support from Invest NI for Grant for Research & Development.   This project which is part-financed by the European Regional Development Fund under the Investment for…

First of all, I have a confession to make... I am not a fan... Meta-Sites are a phenomena built on bad revenue practices and poor contracting...The facts are, that if you had good revenue practices; were water-tight…

RFP season may have passed, but it won't be too long before it descends on us again and perhaps now is the time to evaluate just how we contract - whether that be with your corporate sector or groups. The way we work…

At first glance, you may say it depends on which side of the fence you sit on – hotelier or customer, but does it really?  Do sites such as DreamCheaper.com really offer the best value for either?Let’s look at the…

There is one thing that you can say about our industry and that is that is always changing... However, as busy hoteliers we aren't always ready for it and by gosh have we ever made mistakes in the past (allowing OTA…

Last week AirBnb made the announcement that as of March 2018, they will officially open their platform to allow hotels & B&B's to distribute and sell through their sales platform.  We know that some hotels already…

Saying that all hotels need a good booking engine seems almost redundant these days but with so many providers out there to choose from, what should you consider before you get lost in the sales pitch? It should…

No, not furious with your GM with setting too high a budget; or about to blow a gasket because your Sales Manager has just contracted new business at a really low rate... but MAD as in do you know as a Revenue…

This week I read an interesting article in Mirai (and I am in no way taking the credit for some of the content in this blog) but they wrote an interesting piece about Booking.com's new 'hook' for hotels and I wanted…

As hoteliers, we are constantly battling with the OTA's and 15 years after the first explosion of Online Travel Agents, we are still giving them too much availability; not managing pricing and crying into our cheque…

Right Revenue a young and vibrant company that provides software and consultative advice on pricing and forecasting for the hospitality industry and we need a Revenue Manager! What does the job entail? As a Revenue…

Unless you have been living under a rock for the last few months, we all know that GDPR is coming and it is coming whether we like it or not.  There of course is reason to be a little confused as it becomes like…

2018 is a new year and perhaps a great time to review not only your rate strategies but also your cancellation policies.There has been a lot of hype in industry blogs and news feeds recently about how the giants like…

This week I am privileged to be one of the keynote speakers at DigitalDNA, an event focused on Tourism and taking place in Belfast.My topic is 'The Future Belongs to Those who Hear it Coming' and focuses mainly on…

Too often I hear the same very valid argument from independent hoteliers, that they can't compete with the brands and their loyalty programmes. I am not going to admit that this is an easy battle to win but I do feel…

I am often asked what the 'next big thing' will be in hospitality and will speaking on that very topic at Digital DNA in November.  The answer are things that we already know... Data will be key - not big data but…

So we all have a competitive set don't we?  We all review their rates every day and know their selling strategy inside out, don't we?  Well if you don't, you should.But where do you start assessing who your…

Data is daunting and tracking it can be exhausting and sometimes over complicated, but honestly if you aren't tracking your business you are potentially running blind.  And by that I mean, how on earth can  you…

Last week we looked at my Top Ten Tips for improving your website.  This week I thought we could dive a little deeper to look at how our websites could be improved to help our customers journey and hopefully improve…

This week I have been asked by no fewer that 4 of the hotels that I work with, if I could give them advice on website design as they are about to go out to tender to develop and design new sites. So I felt this was a…

If I am honest, a year ago I was an un-believer.  I was a doubter.  I genuinely did not believe that what customers said about you on review sites could impact pricing.  I was wrong.  I felt that positive or negative…

For the last two weeks, we have looked at how to convert better when those precious calls come into your hotel.  But how do you measure the conversions online and what are the first steps you can make to increase…

In last weeks Blog we looked at just how important telephone sales are to our business and this week I thought it would be appropriate to look at how we should train our Reservation Team to deal with the infuriating…

A few of us may be in very stable or rising markets but I am guessing that most of us are facing yet more challenges on rate, occupancy, ADR and RevPar as we look toward setting our budgets for 2018.Many of us work…

Yesterday one of the hotels that I work closely with rang me with a huge problem... Their server had crashed - actually not crashed but died.  Literally had to be taken off site and given the kiss of life. Diagnosis…

Whether we know it or not, we all use booking curves to some degree.  Some of us pluck figures out of the sky and use a 'guest-i-mate' but the hotels that benefit the most are the ones that have a good understanding…

Last week I had a 'proud mummy moment' when I watched my son graduate at Bristol University with a degree in Astro-Physics - don't ask me what that means exactly but lets put it like this... he won't be following his…

So we have all seen them... you know... the curtain twitching neighbours who are more interested in what is happening in their neighbours living rooms than they are about how their own life is shaping up. But are…

We all know that the 'golden ticket' for any Revenue Manager  is to increase not only rate but occupancy.  However, we all know that growing both can often be as elusive as that lottery win.  Not every hotel is in…

Right Revenue is hiring for new Engineering Team members Front End Developer Back End Developer Back End Developer (Data Science)

This week I have been asked to speak at an event and the subject is just that - 'The Robots are Coming!' I am really excited to be part of this panel as Machine Learning and Artificial Intelligence is exactly what…

As the temperatures begin to rise and thoughts turn to the madness of school holidays, I felt it was a good time to review what you probably have or should have already considered moving into the Summer Season -…

Do you know your customer? I am guessing that the answer would be a resounding 'yes!' but to be honest, when I dig a little deeper, the answer is usually a lot more tenuous than that.The reason why this is so…

TripAdvisor, whether your reviews are generally good or awful, we all hate it... It has become the bane of our lives and yet another thing that we have to analyse and review. And not only TripAdvisor but there are…

Few of us can escape the demands of group business and for most of us, it is a lucrative segment of our business.  Groups block multiple rooms, often over multiple nights and they spend in our bars and restaurants,…

Last week we looked at the first data points that I evaluate when starting to consider a rate strategy:Base Rate / Lead Times / Day Trends / Current Rate Levels / Market Segment Behaviour and ADR bySegment - so you…

This week I was lucky enough to experience 3 of my favourite things all at one time: a fantastic hotel, great hotelier friends and rugby!I was taking part in Tourism NI's event and was lucky enough to get to listen…

Why do we do it?  Why do we give more and more control to the OTA's and not learn to manage these relationships.As I have mentioned time and time again, I am not against OTA's, in fact I think they are a fantastic…

I am hoping that this article might be mute for all of you and that fewer and fewer hotels are convinced that Genius benefits their business, but lets look at some of the reasons hotels join and then why they…

So they are at it again... As hoteliers, we know that this industry is always changing but just when we thought that Booking.com couldn't do any more to harm our business, they have recently upgraded their targeting…

I have been lucky enough to make a living and build a business on Revenue Management - a discipline I love and am passionate about but if I let you into a little secret... it isn't rocket science (there, my secret is…

Before the chocolate and Easter Bunny madness completely draws to a close, I would ask you to ask yourself this question: How was it for you?As hoteliers we often complain about the strangle-hold that the OTA's have…

First of all let me explain what 'bait and switch' actually means...Lets say that that you are a hotelier that choses not to participate in a specific OTA programme (lets use Hotels.com as this is the example that…

Yes, Yes, Yes!I have been asked a lot recently about whether a property should spend the money on re-marketing and like all things 'tech' and online, most hotels are wary and to be honest, I was too... But whether we…

Last week we talked about the first step in building a brand promise and that was with 'People' or should I say, the team you employ.  As I mentioned previously, building a brand promise is critical to any business…

Is it important to have a brand promise? Does anyone care?  Well in my view it is critical to any business to have what actually could be described as the core - the starting point - the ethos of what every action…

As in all good businesses,  we all know that the culture of the company comes from the top, hospitality is no different. And by culture I mean the owners and managers need to have a clear vision of their company…

We are in a relationship... and like some relationships one partner was a little more 'needy' in the early days and the other partner took advantage. Now the relationship has turned toxic and the fact is that the…

So be honest... how often do your Sales, Events, Marketing and Revenue Departments communicate? And I mean really communicate? In my mind, departmental or 'silo' working has the potential to have one of the most…

Whether you are considering an action on your website, or perhaps an E:Shot or even a post on Social Media, the ultimate goal is surely conversion.  And you may want someone to read content or join a mailing list but…

A famous David Bowie quote, but isn’t that so relevant in our industry… Hospitality changes, as does life but as in life, it will be the businesses who are ready for that change and willing to adapt that will…

This is the second part of our 'To-Do' list and I hope you found the first blog last week useful.Now if you were in any doubt as to whether our customers actually bother to shop around or if they always just use…

In last weeks blog, we talked about why you should have a Book Direct strategy at all and at the risk of repeating myself, I felt that it was useful at the start of a New Year to review some simple 'to-do's' that…

I feel that I often repeat myself when I speak to hotels about the why they should have not only a Book Direct strategy but a STRONG Book Direct strategy, but what often surprises me is that even with a mountain of…

As a Revenue Manager I love, love, love metrics. Sad I know, but give me a spreadsheet with lots of wonderful formula and I am happy... However, in this fast-paced industry that we all know and love, we are currently…

Some new revenue systems are moving away from considering historical information at all... They look only at future internal and external influences but as I have mentioned in past blogs, I absolutely don't agree…

This week I cannot take the credit for the inspiration behind this blog.  In fact, the subject matter came from a hotelier who called me and asked me to write something that the industry could read and that might…

Right Revenue is delighted to be expanding the team and if you would like to be part of an exciting new start-up then we would be excited to hear from you!We are recruiting for Full Stack, Front-End Developer and…

As hoteliers we might have been accused of being caught napping 8 years ag0 when AirBnB launched.  I can still hear the voices in our trade (mine included) who said, 'this will never take on' or 'who wants to stay in…

Before the madness of the crazy Christmas season takes hold, I hope that November is giving you a little breathing space and allowing you to plan for your low season and into 2017.Last week we recommended you have…

It is that time of year again and whilst most of us would like to like to join the 'Keep Christmas in December' campaign, unfortunately  it is not possible in this industry.  So what should we be doing?  Well here…

We are all concerned about the level of commission we are paying the OTA's; adhering to rate parity; the impact OTA cancellations have on our revenue; availability parity - never mind out-bidding us on Google by…

We all know that we have all been guilty in the past of giving too much control to the OTA's. We panicked at the start of the last recession and contracts were being signed with little thought to the long term damage…

A year or so ago I listened to a prolific speaker who has written countless articles on the impact that reviews and User Generated Content (UGC) has on pricing.  I have a confession to make... at that time I was…

We hoteliers are a fickle bunch.  We can rant for hours about how much we hate TripAdvisor and how much we hate those 'Keyboard Warriors' - that feel they have a right to complain when they get home, using the safety…

Following on from last weeks blog which talked about the main KPI's your weekly revenue meeting should include, I thought that it would be an idea to discuss some of the action points your measurements might trigger.…

As hoteliers we are all time short and there are meetings for the sake of meetings, so do we need yet another one?Well in my opinion the most important meeting you should have every week should focus on revenue,…

So what is loyalty?  Well have a think about life in general. What makes you loyal to a person, a place, a brand?  Well it probably boils down to two things - they either make you feel special or they appreciate you…

This is the final part of our series (for now anyway) on social media. Last week we looked at how we should be using social media, remembering that social media should rarely be about selling but should focus on…

It seems that everyone has a bee-in-their-bonnet about social media at the moment and rightly so, but before you start running around like a headless chicken trying to decide which channels to be on, ask yourself -…

Right Revenue is delighted to welcome Nick Cousins as Chief Technology Officer.Nick comes with over 10 years experience and will be a fantastic asset to the team.Nick has been involved in the Right Revenue…

For most hoteliers I come across, social media is yet another annoying external influence they now have to consider.Gone are the days when we printed brochures, placed ad's in newspapers or placed a sign above our…

We all know the importance of our brand website don't we?  We all know that keeping this 'window to the world' fresh and up to date is a priority, don't we?  Well if not then perhaps we need to take a step back and…

This is the second on our series of blogs featuring tips and advice about making our websites perform better.As we know getting people to our website, helping them navigate the site and then proceed to book is the…

We are all looking for growth, right? And that might be in occupancy, ADR or RevPar. Or perhaps you want to gain market share or improve your position on STR. Well all of these are valuable measurements but are they…

We all know that the 'tech' space is moving quickly.  Daily we have new channels to consider... Do I have an Instagram account?... Should I be 'Snapchatting?'... Is Twitter worth the worry?... Is Facebook old hat? Oh…

So we all think that the threat to our business might be Booking.com or perhaps the start of a new recession... Maybe it's Brexit, AirBnB or even Donald Trump (please not!!!) But really, I feel that the real threat…

So 2017 budgets are creeping up on us and we are all interested in growing our business aren't we? Whatever our focus is: occupancy or rate, growth is what we are all desperate to achieve. But we can't blindly take…

So before you start reading, I feel I must warn you that some might find this blog a little controversial.  Some may say that as hoteliers we should 'put-up' and 'shut-up' and be grateful for what OTA's bring us and…

Okay, so you got bug-bear number 1 didn't you? The Mirror Marketing issue... So lets move to my next Achilles Heel...Rate Parity clauses I can almost live with but what about Availability Parity?So lets be honest,…

So I bet if I ask you what your main concerns are when battling the OTA's there would be two responses - the level of commission the strangle hold of rate parity Well I kid you not... you have actually more to worry…

In the 4 Book Direct Strategies published earlier this month, we looked at things we can do as hoteliers that are 'front-facing' and which will help our customers understand the benefits of booking direct.  But now,…

So for now, this is the final piece in the Book Direct Strategies Blog.  I hope you have enjoyed and perhaps taken one or two of the tips on board.  Here's to Channel Shift and Better Bookings Direct! 1 - Use your…

Welcome to the third in our series of strategies to help hoteliers 'channel shift' - we hope you enjoy the read 1 - Learn from the Big Boys! So we all look to what the Big Hitters are doing don’t we? So can’t we come…

Welcome to Right Revenue's second series to help reduce those ever-increasing OTA commission cheques. We hope you enjoy the read: 1 - Operate on a Level Playing Field We all know too well the ‘Panic Purchasing’…

We are all paying too much commission. We are all really aware that these commission cheques are increasing each month. But do we have all the bases covered?This is the first in a series of 3 blogs and to start, here…

Right Revenue is delighted to welcome Jill Graham to the team! Jill has an impressive pedigree, with 10 years experience as a Revenue Manager in the prestigious, 5 star Merchant Hotel, Belfast. Really looking forward…

Right Revenue is delighted to have been invited to speak today on "The Future of Digital" at the Northern Ireland Hotel Federation Digital Event.  Great day with some great speakers and content.

Right Revenue is thrilled to be through to the next round of Invent 2016! Right Revenue is delighted to have been chosen to proceed to the next round of Invent 2016.  This award is aimed at new technology businesses…

Well development is moving at a pace on Right Revenue and we are pleased to announce new integrations with Paragon Systems (Hotsoft), Welcome Systems, Fidelio and Opera coming on board soon! Exciting times ahead.