Revenue management
Hotel revenue management: the right price, the right channel, parity that holds
Revenue management isn't a software screen; it's the sum of many small daily decisions: what should this date cost, which discount stays on, which channel closes? I make these decisions with you and carry them out in the extranets myself.
For 28 years I watched parity gaps and commission wars from the other side of the table. I can usually find why a price looks different on one channel within a few minutes.
Author: Semih Daban · Nuitask
What I look at in hotel revenue management
I always start with a snapshot of your current rate structure and then answer these questions:
- Are room types and rate plans mapped correctly to each channel?
- Are discount programmes and promotions set up sensibly in relation to each other?
- Are cancellation policies and meal plans consistent across channels?
- Do wholesale and B2B rates make you look cheaper elsewhere than on the OTAs?
- On which dates is your price behind your comp set, or unnecessarily high?
Parity: the price a guest sees on every channel
Parity doesn't mean the same number everywhere; it means the price a guest sees for the same room under the same conditions is consistent across channels. To get there I build a pricing and discount setup specific to your hotel; we go through how it works in the first call.
Cancellation policies are part of that setup too: together we set terms that make the booking decision easier for guests and balance the risk for the hotel.
Monitoring: hands-on checks and automated alerts
I check rates myself at regular intervals. On top of that I build n8n workflows that check your channels and your comp set and send an e-mail when something differs. I'm also developing two apps for parity and competitor rate tracking, Parity Hunter and Rate Hunter.
AI only helps summarise the findings. The pricing decision stays with you and me.
Why revenue management and channel management belong together
The right price is useless if it reaches the channels wrongly. A mapping error in the channel manager, a forgotten promotion or a leaking wholesale rate can undo all the work. That's why I always handle revenue management together with channel management.
The data we base decisions on
Good pricing decisions rest on data, not gut feeling. From your PMS we read occupancy, booking pace (pickup), the split by channel and the average rate together. To that we add your comp set’s rates, local events, holiday periods and demand in your source markets.
Choosing the comp set is a task of its own: not simply the hotels nearby, but the ones guests really compare you with. We define the set together and review it by season.
When we start working together
The first step is a channel and rate check: room types, rate plans, discounts and cancellation terms across all channels in one overview. I rank the problems I find by importance and explain why we tackle which one first.
Then we put the pricing rules in writing: when the price goes up, which discount stays on in which period, when which channel closes. That way decisions don’t depend on one person but on rules we agreed on, and your team can follow the same logic.
Hotel revenue management: frequently asked questions
Do I need a revenue management system (RMS)?
Not necessarily. For many hotels the existing channel manager, the extranets and regular checks are a good start. If software would really add value, I'll tell you openly.
Why does my rate look cheaper elsewhere than on Booking.com?
Common reasons are errors in the discount structure, different conditions between channels and leaking wholesale rates. A channel and rate check shows which it is, and we fix it at the source.
Will you change my rates yourself?
Within the rules we agree on, I make the changes in the extranets and the channel manager myself. Bigger decisions are always made with your approval.
Can you name a percentage increase in revenue?
No. Every market and starting point is different, and I don't make percentage promises. I do explain every change I make and what we're tracking, at every step.
Can revenue management consulting be done remotely?
Yes. I work through the extranets, the channel manager and PMS reports, so most of the work is remote; when needed we align with your team on a video call.
Let's look at your rate structure
We can start with a channel and rate check. The first call is free, via WhatsApp or the form.