Revenue Hub
161 episodes - English - Latest episode: about 2 months ago -We aim to discuss topics relevant to professionals within the Hotel, Travel & Leisure sectors.
Whether you are in a Revenue Management function, Reservations, Front Office Operations, Digital Marketing or Sales, we hope the topics discussed will be of interest and either answer some questions or prompt some more.
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Episodes
Forward Looking Data: Lighting the Way Ahead or Just a Shiny New Distraction?
December 02, 2020 19:23 - 47 minutes - 43.1 MBToday we are joined by 3 guests: 🔹 Veit Meier – Director of Operations and Development at berner+becker (https://www.bernerbecker.com) 🔹 Till Benthien - Senior Revenue Manager and Head of Employee Development at berner+becker (https://www.bernerbecker.com) 🔹 Vassilis Syropoulos - Founder and CEO at Juyo Analytics (https://www.juyoanalytics.com/) In today’s discussion we look at the topic of Forward Looking Data During the discussion we touch on: 🔸What is Forward Looking Data and how ...
berner+becker "Who Are We" - In conversation with Pontus Berner
November 25, 2020 16:00 - 16 minutes - 15.3 MBWe are delighted to continue our Expert Partner relationship with berner+becker https://www.bernerbecker.com/ In this “Who Are We” discussion we are joined by: Pontus Berner - Co-Founder and Managing Partner Pontus talks about the revenue management philosophy of berner+becker, their typical hotel client profile and what does he see in the future for revenue management as we come out of this crisis. 🎞 If you would like to watch the discussion, here is the link: https://youtu.be/wS90i6G...
Navigating Uncertainty: Meetings & Event Sales and Revenue Management
November 24, 2020 16:00 - 31 minutes - 29.3 MBToday we are joined by: 🔹 Niki Van den Broeck – Manager of Business Development at Get Into MoRe (https://www.getintomore.com/) Today we discuss elements of a whitepaper Get Into More have put together called: Navigating Uncertainty, which looks at Meetings and Event Sales and Revenue Management During the discussion we touch on: 🔸What are the Certain Factors we do know and what are the uncertain factors we need to keep constantly in mind - posing the question, is this the new normal or...
Why So Little Testing of Revenue Management Strategies in Hotels?
November 12, 2020 17:33 - 1 hour - 70.7 MBToday we are joined by 3 Guests: David Lopez – Chief Science Officer at Pace Maxime Cohen – Associate Professor at McGill University Nancy Pyron – Analytics, Strategic, and Organizational Consultant at NMP Consulting Today we discuss elements of a whitepaper our 3 guests have recently authored looking at Statistical Field Experimentation (or lack thereof) for testing revenue management strategies in the hospitality industry. We touch on: What Field Experimentation is Indicative s...
How Revenue Managers Can Become Indispensible
November 09, 2020 16:25 - 29 minutes - 26.8 MBToday we are joined by Dori Stein - CEO of Fornova, one of our Expert Partners: https://www.fornova.com/ Dori puts forward his views on why it's even more important in the current climate that Revenue Managers must make themselves indispensable. He gives practical examples how to do this, touching on: 🔹 Driving direct revenues and demand generation. 🔹 Google Pay Per Stay and 3 key areas where this is highly advantageous to hotels and why Revenue Managers should be involved 🔹 How Revenu...
Are Branded Hotels Wasting Money on Metasearch Right Now?
October 16, 2020 16:00 - 33 minutes - 30.5 MBToday we are joined by Stephanie Smith from one of our Expert Partners: Cogwheel Marketing Stephanie puts forward her reasoning as to why she feels investing in metasearch is not the best use of resources for branded hotels at this current time. Stephanie outlines why, in this current climate and changing guest profile, she feels metasearch is just a channel shift and is not producing incremental revenue. We touch on ROAS (Return on Ad Spend) and why when comparing your metasearch spend ...
Hotel Meeting & Events: Changing World, Creative Ideas and still Ancillary Revenue .... Really?
October 09, 2020 14:56 - 37 minutes - 34.1 MBToday we are joined by two guests from one of our Expert Partners: Get Into More https://www.getintomore.com Niki van den Broeck and Peter Brauer join us to discuss what has changed over the last 6 months within the hotel meeting, groups and events space. We look back on some points made in a previous podcast as to how the meeting space might change: Meetings Survival Pack and How Hotel Meetings Might Change Post Crisis https://revenue-hub.com/meeting-survival-pack-hotel-meetings-chan...
Revenue Manager Crisis Checklist: Daily, Weekly and Monthly Tasks
October 02, 2020 16:31 - 32 minutes - 29.6 MBToday we are joined by two of our regular contributors, Veit Meier and Till Benthien of berner+becker https://www.bernerbecker.com/ We discuss a checklist Veit and Till have put together recommending Daily, Weekly and Monthly tasks Revenue Management professionals should be undertaking during this crisis situation. Hope you enjoy the discussion. Here are the chapters: 0:38 Guest Welcome 1:31 Daily Checklist 9:15 Weekly Checklist 19:20 Monthly Checklist 29:15 Wrap Up You can f...
Lybra - Expert Partner "Who Are We" Interview
September 25, 2020 17:47 - 23 minutes - 21.2 MBWe are delighted to welcome Lybra as an Expert Partner of Revenue Hub In this “Who Are We” interview we are joined by: Fulvio Giannetti – CEO of Lybra Fulvio talks us through his background, who Lybra are, their core service offering and what does he sees as some of the challenges moving forward. Hope you enjoy the conversation. Here is the chapter timeline: 1:27 Who Is Fulvio Giannetti 3:38 Who Are Lybra 6:29 Typical Customer Profile 7:34 Core Solution Offering 18:12 Forward Looki...
Fornova - Expert Partner "Who Are We" Interview
September 22, 2020 16:56 - 19 minutes - 18.3 MBWe are delighted to welcome Fornova as an Expert Partner of Revenue Hub In this “Who Are We” video we are joined by Dori Stein - CEO of Fornova Dori talks us through his background, who Fornova are, what core services they offer and what does he sees as some of the challenges facing the industry going forward. Hope you enjoy the video. Here are the chapters: 1:04 Guests Background Introduction 1:58 Who Are Fornova 6:46 Service Offering 12:42 Typical Customer Profile 14:13 Future Ins...
Topline RevPros - Expert Partner "Who Are We" Interview
September 17, 2020 15:28 - 16 minutes - 15 MBWe are delighted to welcome Topline RevPros as an Expert Partner of Revenue Hub https://toplinerevpros.com/ In this “Who Are We” video we are joined by: Cameron Peterson, Co-founder and Director of Sales & Marketing and Connor Vanderholm, Co-Founder and Director of Revenue Management Cameron and Connor talks us through their backgrounds, who Topline RevPros came about, what servcies they are offering above and beyond Revenue Management and finally, they give their views on where they f...
Does Current Education & Training Support Revenue Manager Evolution
August 28, 2020 08:42 - 55 minutes - 51.2 MBIn today's podcast we are joined by: Peter Russell, Operations Director at Russell Partnership Technology https://www.russellpartnership.com/ Janel Clark, Founder of Next Gen Revenue Professor Dr Detlev Remy of the Singapore Institute of Technology. https://www.singaporetech.edu.sg/directory/faculty/detlev-remy In this video we look at Revenue Management from the viewpoint of Education, Training and Mentorship. We explore how much time is dedicated to teaching Revenue Management at a ...
Don’t Forget Maslow When Considering Asian Traveller Buying Motives
August 19, 2020 14:27 - 52 minutes - 47.7 MBIn today’s podcast we are joined by Jagdish Sandhu, CEO of Frozen Lime Asia During our discussion we look at the impact of the Covid crisis on the SE Asia Hotel market and we consider how Maslow’s Hierarchy of Needs can point us in the right direction of what is important in these difficult times when considering Asian traveller buying motives. Finally, we look at the travel drivers for the Asian traveller when compared to a European or US traveller and consider how these differences might...
What Does a Strategic Revenue Role Look Like
July 22, 2020 15:00 - 50 minutes - 46.5 MBToday we are joined by two regular guests, Veit Meier and Till Benthien, from berner+becker (https://www.bernerbecker.com/) In this discussion we start to look at what does ‘Strategic Revenue Management’ actually mean? We explore what a strategic revenue professional role might look like and what additional information, or data, would be needed to help deliver in this role. We also dig into how traditional organisation structures and reporting lines, along with lack of technology invest...
Now is the Time for Hotels to Bring Revenue and Marketing Together
July 14, 2020 16:10 - 55 minutes - 50.4 MBToday we are joined by 2 Guests Silvia Cantarella Founder of Revenue Acrobats https://www.revenueacrobats.com/ and Alessandro (Ale) Crotti Founder of Direct Your Bookings https://www.directyourbookings.com/ In this video we discuss how the crisis has shown once and for all that Revenue and Marketing (as well as Sales) must work more closely together. We explore why silos should be broken down, the value of sharing data and why strategies to generate demand are so much more effective...
How Will The RMS Evolve to Move Revenue Management Forward
July 09, 2020 16:00 - 1 hour - 59.5 MBToday we are joined by 3 Guests Michael McCartan - founder of mccartan tech consulting Neville Isaac - Chief Customer Officer at BeOnPrice https://beonprice.com/en_US/ Marko Lukicic - Co-Founder and Director at Acquaint https://acquaint.hr/ This discussion continues our series looking at the evolving role of the revenue manager Today we explore how the RMS is evolving and what additional data sets are being integrated to enhance the pricing element - looking at optimal pricing and fa...
Google Hotel Products Evolve! Who Will be Winners and Losers?
July 06, 2020 15:42 - 48 minutes - 44 MBToday we are joined by Pablo Delgado, CEO of mirai https://www.mirai.com/home/ In our last conversation with Pablo we discussed how the hotel distribution landscape could change going forward. Today we talk specifically about Google and the role it plays. We look at how Google has evolved a number of its products and how they can be of real value to hotels in a risk free way We explore the possible winners and losers because of Google’s ever increasing dominance And finally we consider...
Want Your Revenue Manager to be Strategic .... Do You Have an RMS?
June 24, 2020 15:15 - 51 minutes - 47.1 MBThis podcast is the audio taken from a recent video interview with Michael McCartan, founder of mccartan.tech and Michael Sandeen, Senior Revenue Manager at Pace https://www.paceup.com/ Here is the link to the video: https://youtu.be/m_vcVchwFZs In this interview we continue our discussion about the evolution of the revenue manager role, looking at how an RMS can liberate the revenue professional, how a lack of technology can hold them back and where the RMS needs to develop further to en...
Don't Drop Your Rates! ..... Is It Really That Simple?
June 10, 2020 14:37 - 33 minutes - 30.7 MBIn today’s video we are joined by Thibault Catala of Catala Consulting https://catalaconsulting.co.uk/ Our discussion is around the current topic on most revenue managers mind: Don’t drop your rates We discuss why this seems fine in principle, explore how the message could be misunderstood and explain it is more nuanced than just a simple do or don’t binary choice. 0.00 Intro 1.25 Thibault Catala Intro 2.52 Why is the normal reaction to drop your rates 5.04 Is it rea...
Part 2 of Simple Steps to Improve Direct Bookings
June 09, 2020 09:30 - 29 minutes - 26.6 MBIn this episode we are joined again by Veit and Till from berner+becker https://www.bernerbecker.com/ This is part 2 of a 2 part series where we look at what happens when a traveller visits your website, what are the biggest mistakes hotels make and what are some tips to improve the chance of securing the direct booking? We look at simple ideas, back to basics and easily actionable changes which are often forgotten or overlooked in the 'data' climate world we exist in today. ...
Simple Ideas and Steps to Improve your Direct Booking (Part 1)
June 05, 2020 14:55 - 35 minutes - 32.9 MBIn this episode we are joined again by Veit and Till from berner+becker https://www.bernerbecker.com/ This is part 1 of a 2 part series where we explore is it a challenge to drive and convert more direct business, what are some basic errors made and ultimately, is it worth it? We look at some simple ideas, back to basics and easily actionable changes which are often forgotten or overlooked in the 'data' climate world we exist in today. Topics we cover are as follows: How do we drive mor...
Has the Revenue Manager role really evolved?
June 03, 2020 14:30 - 38 minutes - 35.2 MBIn today's conversation we are joined by Adrienne Hanna, Founder of Right Revenue Our discussion covers a number of areas with the intention of trying to establish has the role of the Revenue Manager really evolved and how technology has, or could, impact on this evolution. Areas we touch on and question we pose are: • How technology has impacted the evolution and whether it is a threat or an enabler (3:46) • Does the antiquated view of Revenue Management really exist still (6.45) • How...
Hotel Messaging as we Start to Re-Open and Move Towards a Cookie Free World in 2023
May 20, 2020 15:00 - 37 minutes - 34 MBIn today's video we are joined by Michael Bennett, Chief Marketing Officer at Cendyn (https://www.cendyn.com/) Michael talks broadly about what marketing and communication approaches he is seeing in different hotel groups and regions as they face the challenge of opening. We then talk a little more specifically about the importance of a CRM in these times to ensure your messaging is really targeted to your different personas He also touches on the increased relevance of a CRM as hotelie...
How Hotel Technology can Help Drive Recovery
May 13, 2020 17:59 - 39 minutes - 36 MBIn today's podcast we are joined by Alan O'Riordan, co-founder of apaleo https://apaleo.com/ You can also watch the video on our YouTube Channel here: https://youtu.be/jq3IaUN22VM We talk with Alan about areas he has covered in a recently written white paper https://info.apaleo.com/en/beyond-covid-19-whitepaper Alan discusses the following areas and subjects: Why traditional legacy technology systems can bring some limitations and how these have been highlighted during Covid-19. (4:26...
No New Normal for Hotel Distribution (with Pablo Delgardo of mirai)
May 11, 2020 15:00 - 36 minutes - 33 MBToday we are talking with Pablo Delgardo of mirai and the topic under discussion is hotel distribution. Pablo explains why he feels there will be 'No New Normal' for hotel distribution and how it is the perfect time for hotels to re-evaluate their distribution strategy and their direct booking approach. Below is a broad guide to the different areas covered during the conversation and the relevant time stamps: ► Pablo and Mirai Introduction (1:12) ► Changes to the distribution landscape ...
5 Expert Partner Initiatives to Support Hotel Sector
May 08, 2020 15:00 - 7 minutes - 6.97 MBWe wanted to use this article to highlight current intiatives from 5 of our Expert Partners. These are offers they are providing to help support the Hotel sector during this crisis. We have listed the Expert Partners in alphabetical order along with the details of their offering and any relevant links to engage further: Get Into MoRe Oaky Pace Right Revenue Russell Partnership Technology ---------- Get Into MoRe, the N°1 Business Intelligence tool for Meetings, Events and Group Busi...
Crisis Recovery Shape, Strategy Considerations and Revenue Forecasting
May 06, 2020 15:15 - 33 minutes - 30.8 MBIn this podcast we are joined by Dan Skodol, Vice President of Data Science and Analytics at Cendyn (https://www.cendyn.com/) Dan came to Cendyn following the acquisition of The Rainmaker Group in 2019. With over ten years of Revenue Management experience in gaming, hotels, multifamily real estate, and airlines, he is responsible for researching and designing enhancements and innovations within Cendyn's product suite, as well as supporting thought leadership topics and studies via analytics...
How Hotel Meetings Might Change and the Meeting Survival Pack
April 30, 2020 15:00 - 26 minutes - 24 MBIn this episode we talk with Niki Van den Broeck and Peter Bauer from Get Into More. We discuss how the hotel meeting sector might change post Covid-19 and we also hear about Get Into More's new initiative to support hotels. It is called the Meeting Survival Pack
Digital Marketing Checklist for Hotel Temporary Closure
April 23, 2020 11:10 - 32 minutes - 29.3 MBWe are talking with Stephanie Smith of Cogwheel Marketing as she takes us through her 8 point digital checklist for Hotels where they need to temporarily close or suspend operations at the hotel, that lists the sites you can/should update with proper messaging.
How Hotels Can Work with the Crisis and Prepare for the Future
April 16, 2020 14:47 - 47 minutes - 43.1 MBIn this podcast we talk with Veit Meier and Till Benthien, from berner+becker, about how hotels can work through the crisis and prepare for the future - which will eventually come. There is a far ranging discussion touching on the following areas: Is there business still available now and which revenue streams could be considered? What, as RM professionals, should we be doing now to add value to our property? Future Business Communications
Initiatives from apaleo and GiftUp supporting Hotel sector and communities
April 08, 2020 14:26 - 36 minutes - 33.2 MBThis is a slightly different podcast to normal as it will focus on two initiatives apaleo and GiftUp have devised rather than one of our typical thought leadership pods.
Oaky and Staah talk HyperPersonalisation
March 04, 2020 18:05 - 40 minutes - 36.8 MBIn this episode we are joined by guests from Staah and Okay to talk about HyperPersonalisation, how the data from your booking engine is critical and outline the importance of different message timing for business travellers compared to leisure travellers
Cendyn: Who Are We
February 18, 2020 10:29 - 14 minutes - 13.5 MBOn this podcast we are joined by Nicki Graham, Senior Director Global Marketing Nicki talks about Cendyn, how it started, their ethos/culture as a company and the value of collaboration with technology partners, their hotel partners and the international Cendyn team
Future of Inventory Management using Predictive Intelligence
February 04, 2020 15:59 - 37 minutes - 34 MBIn this podcast we discuss the current Distribution landscape and how through the use of AI and predictive intelligence, inventory allocation can be optimised amongst intermediated distributors to reduce commissions and cancellations thereby driving more profitable revenue, consistently.
Why 2020 Should Be The Year of MICE Revenue Management
January 22, 2020 13:19 - 43 minutes - 39.6 MBIn this podcast we talk with Pontus Berner from berner+becker, Niki van den Broeck from Get Into MoRe and Henrik Karlsson from Benchmarking Alliance about MICE Revenue Management, what are the challenges and why should it be a much higher profile for hotels with meeting and event space.
Distribution Strategy, OTAs and Google
January 16, 2020 15:11 - 41 minutes - 37.9 MBIn this episode we are joined by Veit & Till from berner+becker. There is a far ranging discussion around Distribution Strategy, touching on the following: The importance of a channel manager and rate shopper How easy it is to fall into the trap of just relying on the major OTAs Why direct bookings are important, but your website and booking engine is more important Where does Google fit in top the distribution strategy from 2020 onwards
Oaky: Who Are We
December 20, 2019 09:08 - 40 minutes - 36.6 MBThis is an interview with Erik Tengen, Co-Founder of Oaky Erik talks about Oaky, how and why it started, their ethos and culture as a company, the value to hotels of upselling and how the landscape is changing.
6: How to Choose and Implement a New PMS (Ep 6 of 6)
November 21, 2019 14:19 - 1 hour - 66.5 MBHaving made the decision to invest in a new PMS, in this episode we look at that you should consider as you approached it's implementation. Areas we touch on include: Shell building Configuration 3rd party interfaces Training Data Extraction and migration
What is Revenue Management Culture and Steps to Help Implement it
November 05, 2019 18:41 - 50 minutes - 46.5 MBIn this podcast we talk with Pontus Berner and Veit Meier, from berner+becker, about the topic of Revenue Management Culture, what is it and what steps could be taken to start implementing it.
5: How to Choose a New PMS (Episode 5 of 6)
October 31, 2019 15:53 - 1 hour - 58.8 MBIn this episode we look at where hotels should be looking to find productivity and efficiency gains having decided to invest in a new PMS. We discuss the following areas: Simplicity Speed Training and On-boarding Reporting Automation of tasks Notifications User Interface Data impact on hotel processes
Pace: Who Are We
October 25, 2019 09:48 - 32 minutes - 29.5 MBThis is an interview with Jens Munch, Founder & CEO of Pace. Jens talks about Pace, how and why it started, as well as their approach to, and philosophy around, revenue management.
Hotelperformance: Who Are We
October 20, 2019 15:45 - 17 minutes - 16.3 MBThis is an interview with the Managing Director of Hotelperformance, Emanuele Nardin. Emanuele talks about Hotelperformance, how and when it started, the value they bring to their clients and their ethos and culture as a company
Get Into MoRe: Who Are We
October 14, 2019 17:01 - 28 minutes - 26 MBThis is an interview with the Founder of Get Into More, Peter Brauer and Manager of Business Development, Niki van den Broeck Peter and Niki talk about Get Into MoRe, how and why it started, the value of an RMS to Hotels with Meetings, Events and Groups business, and their ethos and culture as a company
4: How to Choose a New PMS (Episode 4 of 6)
October 14, 2019 11:17 - 1 hour - 63.8 MBIn this episode we look at some key areas you need to discuss with prospective suppliers of your new PMS. We discuss the following areas: Support - commitments and delivery Training - pre and post implementation Costs - what should you consider above and beyond the monthly management cost
Cogwheel Marketing: Who Are We
October 08, 2019 06:24 - 19 minutes - 17.6 MBThis is an interview with Stephanie Smith, Founder & Digital Matriarch of Cogwheel Marketing. Stephanie explains their approach to Digital Marketing and how they operate in a niche space supporting flagged properties, helping them dovetail their property marketing efforts with the Corporate Brand entity.
3: How to Choose a New PMS (Episode 3 of 6)
October 01, 2019 16:44 - 1 hour - 61.9 MBIn this Episode we look at which features of a PMS you should consider. Ideally these should link with the considerations you developed after listening to Episode 2. We will touch on: Cloud vs On-Site Hosting Mobile First Connectivity Support
Revenue Forecasting with berner+becker
September 23, 2019 06:04 - 1 hour - 62.9 MBIn today's episode we look at the Why, What and How of Revenue Management forecasting. We will touch on strategy setting, reporting, synergies to other departments, what steps to take and what preparation is needed. In addition we discuss the level of detail needed and reporting frequency. Finally we touch on demand vs capacity, accuracy vs overachieving and budget vs forecast.
2: How to Choose a New PMS (Episode 2 of 6)
September 18, 2019 17:37 - 47 minutes - 43.4 MBToday we bring you Episode 2: Evaluating Your Needs – what you should consider about your hotel before embarking on a new solution During this episode we discuss a number of areas which will touch on the following: Efficiency Training Retraining Speed How long does it take to enter a reservation How long does it take to create rate plans and update them How fast can the revenue manager adjust pricing and inventory control mechanisms How streamlined are housekeeping and maintenance ...
1: How to Choose a New PMS (Episode 1 of 6)
September 09, 2019 14:43 - 28 minutes - 26.4 MBToday we start our 6 part series on How to Choose a New PMS In Episode 1 we will be looking broadly at the multi-faceted nature of hotel operations and how a PMS could (or more realistically should) be the central interface for the hotel’s technology stack.
Apaleo: Who Are We
September 04, 2019 08:10 - 35 minutes - 32.7 MBThis is an interview with Alan O'Riordan , Co-Founder of Apaleo. He explains more about Apaleo and where they sit in the Hotel Technology sector and what makes their proposition different.