{"id":17111,"date":"2023-06-29T12:00:59","date_gmt":"2023-06-29T10:00:59","guid":{"rendered":"https:\/\/www.revfine.com\/?p=17111"},"modified":"2025-09-18T13:26:32","modified_gmt":"2025-09-18T11:26:32","slug":"perche-i-revenue-manager-devono-essere-attivi-revisori-software","status":"publish","type":"post","link":"https:\/\/www.revfine.com\/it\/why-revenue-managers-need-to-be-active-software-reviewers\/","title":{"rendered":"Strumenti del mestiere: perch\u00e9 i gestori delle entrate devono essere revisori attivi del software"},"content":{"rendered":"<p><em>Un approccio completo alla gestione delle entrate include tradizionalmente una serie di soluzioni diverse da PMS, CRS, RMS, rate shopper e strumenti di business intelligence. Ma in un momento in cui i livelli di occupazione rimangono anormalmente bassi, di quali altri strumenti, se ce ne sono, un revenue manager dovrebbe essere a conoscenza per contribuire ad aumentare le entrate?<\/em><\/p>\n<h2>Il futuro del Revenue Management: Total Profit Management<\/h2>\n<p>Questo articolo riflette una conversazione tra <a href=\"https:\/\/www.linkedin.com\/in\/paul-peddrick-7533355\/\" target=\"_blank\" rel=\"noopener\">Paolo Peddrick<\/a> di ROOMDEX e <a href=\"https:\/\/www.linkedin.com\/in\/oliver-geldner-210685\/\" target=\"_blank\" rel=\"noopener\">Oliver Geldner<\/a>, CTO &amp; Partner di Taktikon AB, consulenza sulla gestione delle entrate e sulla distribuzione e cosa consiglia ai suoi clienti.<\/p>\n<p>Se si guardasse indietro di 15 anni fa, i responsabili IT degli hotel erano i principali decisori quando si trattava di procurarsi strumenti software. Dopotutto, le opzioni dovevano funzionare all&#039;interno di uno specifico stack tecnologico e spesso erano dettate dalla scelta del PMS. Oggi il cloud ha cambiato parecchio le opzioni. Nuove start-up tecnologiche per hotel, semplici integrazioni PMS, prove gratuite e fatturazione SaaS hanno favorito lo sviluppo e la disponibilit\u00e0 di un&#039;ampia gamma di software facili da testare e acquistare. I revenue manager ora guidano le scelte del software poich\u00e9 le tradizionali barriere tecniche sono state messe da parte.<\/p>\n<p>Negli ultimi 5-10 anni c\u2019\u00e8 stata un\u2019esplosione nello sviluppo degli strumenti di distribuzione e prenotazione. Gli strumenti di gestione delle entrate hanno semplificato l&#039;impostazione delle tariffe delle camere e la massimizzazione del RevPAR in base a una domanda relativamente prevedibile. Tuttavia, il Covid ha modificato radicalmente questa domanda. Molte delle ipotesi sulla domanda e sui segmenti su cui facevano affidamento questi sistemi sono diventate inaffidabili.<\/p>\n<h2>Ci \u00e8 voluta la crisi globale perch\u00e9 i Revenue Manager si evolvessero<\/h2>\n<p>Il mix di attivit\u00e0 di ogni hotel \u00e8 stato immediatamente sconvolto dal crollo quasi immediato dei viaggi d&#039;affari. Sono passati 18 mesi dall\u2019inizio della pandemia e i livelli di occupazione continuano a diminuire. Mentre nel <em>&quot;bei tempi,&quot;<\/em> gli albergatori si sono concentrati principalmente sulla vendita delle camere, il revenue management ora consiste nello scoprire ogni opportunit\u00e0 di guadagno. Accademici e consulenti sostengono da anni un approccio olistico e commerciale al settore alberghiero. Ma \u00e8 stata necessaria la crisi globale perch\u00e9 i revenue manager iniziassero ad evolversi dal tradizionale modello di entrate per camere a un approccio di gestione delle entrate totale.<\/p>\n<blockquote><p>\u201cPrima che colpisse la pandemia, circa 80% di propriet\u00e0 erano in movimento\u201d, ha detto Geldner. \u201cPoi \u00e8 arrivata una pandemia e all\u2019improvviso tutto \u00e8 in pericolo. La principale fonte di reddito \u2013 i proventi dell&#039;acquisizione delle prenotazioni \u2013 su cui si concentravano esclusivamente le operazioni, viene improvvisamente decapitata. Ora gli hotel lottano per qualsiasi cosa. La conoscenza dei flussi di reddito esterni, a cui forse pensavano prima, ma che \u201cfaranno questo in seguito\u201d, \u00e8 ora molto importante. I revenue manager sono stati costretti a diventare saggi per una gestione efficace del profitto totale. Non \u00e8 pi\u00f9 solo una questione di camere o entrate, ma di clienti e profitto\u201d.<\/p><\/blockquote>\n<p>In genere, la vendita di servizi ausiliari non fa parte dell&#039;effettiva configurazione del prodotto di un PMS. Ora si apprezza il fatto che gli hotel offrano molto pi\u00f9 di una semplice camera da letto. I revenue manager devono cercare attivamente soluzioni software in grado di generare upselling, F&amp;B, eventi e qualsiasi altro tipo di entrate accessorie.<\/p>\n<blockquote><p>Oliver ha continuato: \u201cLa pandemia ci ha mostrato che la tendenza precedente di prendere le cose lentamente, interiorizzarle ed espandersi da l\u00ec \u00e8 stata invertita. La sensazione ora \u00e8: \u201cDobbiamo assicurarci di catturare ogni fetta del mercato il prima possibile. Dobbiamo pensare in modo nuovo e in modi nuovi per acquisire pi\u00f9 affari perch\u00e9 queste condizioni di mercato non sono familiari\u201d. Le vendite accessorie devono essere incluse nel processo di vendita e i revenue manager devono accoglierle <a href=\"https:\/\/www.roomdex.io\/?utm_source=Revfine.com&amp;utm_medium=Expert%20Partner&amp;utm_campaign=Revfine.com\" target=\"_blank\" rel=\"noopener\"><u>strumenti di upselling<\/u><\/a>.  Ci\u00f2 che in precedenza poteva essere visto come una cosa piacevole da avere, ora contribuisce in modo importante alla gestione totale del profitto. Questo \u00e8 un modo completamente diverso di provare a gestire la propria attivit\u00e0.<\/p><\/blockquote>\n<p><strong>Nelle circostanze economiche odierne gli hotel hanno chiaramente bisogno di nuovi modi per diversificare la propria base di entrate oltre alle prenotazioni delle camere. I nuovi strumenti software basati su cloud sono la chiave per realizzarlo. I revenue manager devono perseguire, testare e implementare un set di strumenti software in grado di stimolare il flusso di cassa e ripristinare la salute della loro attivit\u00e0 alberghiera.<\/strong><\/p>\n<div class='code-block code-block-1' style='margin: 8px 0; clear: both;'>\n<h3>Altri suggerimenti per far crescere la tua attivit\u00e0<\/h3>\n<strong>Revfine.com<\/strong> \u00e8 la piattaforma di conoscenza leader per il settore dell&#039;ospitalit\u00e0 e dei viaggi. I professionisti utilizzano le nostre intuizioni, strategie e suggerimenti pratici per trarre ispirazione, ottimizzare i ricavi, innovare i processi e migliorare l&#039;esperienza del cliente.<br><br>\n\nEsplora i consigli degli esperti su gestione, marketing, revenue management, operazioni, software e tecnologia nel nostro dedicato <span style=\"text-decoration: underline;\"><a href=\"https:\/\/www.revfine.com\/it\/category\/blog-hotel\/\">Hotel<\/a><\/span>, <span style=\"text-decoration: underline;\"><a href=\"https:\/\/www.revfine.com\/it\/category\/ospitalita\/\">Ospitalit\u00e0<\/a><\/span>, e <span style=\"text-decoration: underline;\"><a href=\"https:\/\/www.revfine.com\/it\/category\/viaggiare\/\">Viaggi e turismo<\/a><\/span> categorie.<\/div>","protected":false},"excerpt":{"rendered":"<p>Un approccio completo alla gestione delle entrate include tradizionalmente una serie di soluzioni diverse da PMS, CRS, RMS, rate shopper e strumenti di business intelligence. Ma in un momento in cui i livelli di occupazione rimangono in modo anomalo bassi, quali altri strumenti, se del caso, dovrebbe essere a conoscenza di un responsabile delle entrate che possono aiutare ad aumentare le entrate? Il futuro del Revenue Management: Total Profit Management Questo articolo<\/p>","protected":false},"author":1,"featured_media":17133,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[771,769,199],"tags":[660],"class_list":["post-17111","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-revenue-management-guides","category-revenue-management-system","category-software","tag-roomdex"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Why Revenue Managers Need to Be Active Software Reviewers<\/title>\n<meta name=\"description\" content=\"This article describes recommendations to clients from Oliver Geldner of Taktikon AB, a revenue management and distribution consultancy.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, 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