Domanda per il nostro gruppo di esperti di gestione delle entrate:<\/span><\/h2>\nHow can hospitality organisations leverage revenue management tools more effectively to uncover deeper insights into guest behaviour and forecast booking patterns with greater accuracy?<\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/div><\/div>Pannello di esperti del settore<\/span><\/h2>\n<\/div>Il nostro gruppo di esperti del settore \u00e8 composto da professionisti del settore dell'ospitalit\u00e0 e dei viaggi. Hanno una conoscenza completa e dettagliata, esperienza nella pratica o nella gestione e sono lungimiranti. Stanno rispondendo a domande sullo stato del settore. Condividono le loro intuizioni su argomenti come la gestione delle entrate, il marketing, le operazioni, la tecnologia e discutono delle ultime tendenze.<\/p>\n<\/div><\/div><\/div><\/div><\/div>\n
Il nostro gruppo di esperti di gestione delle entrate<\/h3>\n\n- Chaya Kowal - Direttore della gestione delle entrate, capofamiglia delle patate<\/a><\/span><\/li>\n
- Pablo Torres \u2013 Consulente alberghiero<\/a><\/span><\/li>\n
- Massimiliano Terzulli \u2013 Consulente Revenue Management, Franco Grasso Revenue Team<\/a><\/span><\/span><\/li>\n
- Mariska van Heemskerk \u2013 Proprietario, Revenue Management Works<\/a><\/span><\/li>\n
- Heiko Rieder \u2013 Vicepresidente senior commerciale e distribuzione, Step Partners Europe<\/a><\/span><\/li>\n
- Dermot Herlihy \u2013 Direttore dei ricavi del gruppo, Orascoma Hotels Management<\/a><\/span><\/li>\n
- Silvia Cantarella \u2013 Consulente Revenue Management, Revenue Acrobats<\/a><\/span><\/li>\n
- Fai una domanda al nostro panel<\/a><\/span><\/span><\/li>\n
- Unisciti al nostro gruppo di esperti<\/a><\/span><\/span><\/li>\n<\/ul>\n<\/div><\/div><\/div><\/div><\/div>
![\"Chaya](\"https:\/\/www.revfine.com\/wp-content\/uploads\/2020\/08\/Chaya-Kowal-150x150.jpg\")
<\/div><\/div>Chaya Kowal<\/span>Direttore della gestione delle entrate, capofamiglia Potato<\/span><\/div><\/a><\/div><\/div><\/div><\/div><\/div><\/div>“Integrating all revenue management tools is crucial for a holistic understanding of demand and more efficient decision-making. This means connecting the Property Management System (PMS), Revenue Management System (RMS), market intelligence tools, and, most importantly, POS data from all outlets, including F&B, spa and wellness, and retail stores. A well-integrated system not only tracks room revenue, but also provides insights into total guest spending, allowing hotels to optimise pricing and promotions across different revenue streams.
\n<\/em>
\nBeyond internal data, leveraging external market intelligence is key. Tools that provide competitor pricing, demand tracking, and search trends (such as flight traffic and hotel searches for the destination) help hotels stay ahead of shifts in demand. By analysing these patterns, hotels can adjust their pricing strategy in real-time to capture more bookings at the right price.
\n<\/em>
\nA granular approach to room type performance and segmentation by geo markets is also essential. Hotels should analyse which room types perform best across different markets and adjust inventory allocation accordingly. For example, some markets may prefer suites, while others lean towards entry-level rooms, and segmenting by business Vs. leisure travellers can further refine optimisation strategies.
\n<\/em>
\nFinally, lead time analysis plays a major role in revenue forecasting. By understanding booking windows across different segments and geographic markets, hotels can create tailored pricing and promotional strategies. Early bookers may respond well to advance purchase discounts, while last-minute travellers might be more willing to pay a premium.”<\/em><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>\n
![\"Pablo](\"https:\/\/www.revfine.com\/wp-content\/uploads\/2025\/07\/Pablo-Torres-150x150.png\")
<\/div><\/div>Pablo Torres<\/span>Consulente alberghiero<\/span><\/div><\/a><\/div><\/div><\/div><\/div><\/div><\/div>“First of all, integrate everything. If your revenue management system (RMS) isn\u2019t talking to your CRM, PMS, and marketing tools, you\u2019re missing out on the full picture. The best hotels are connecting the dots; seeing not just when guests book, but why they book, what extras they buy, and even what pushes them to cancel.<\/em><\/p>\nSecond, don\u2019t just look at past data; use AI-driven forecasting to spot patterns and adjust in real time. Some hotels are even layering in external factors like weather, events, and competitor pricing to fine-tune their rates and promotions.<\/em><\/p>\nAnd lastly, personalise! If you know a guest books a spa treatment every time they visit, why not offer them a special deal before they even think about it? Hotels that use predictive analytics in this way are killing it in terms of guest retention and upsells.<\/em><\/p>\nBottom line: stop using revenue management just for pricing. Use it to understand your guests and give them what they want before they ask.”<\/em><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>\n
![\"Massimiliano](\"https:\/\/www.revfine.com\/wp-content\/uploads\/2025\/07\/Massimiliano-Terzulli-150x150.png\")
<\/div><\/div>Massimiliano Terzulli<\/span>Consulente Revenue Management, Franco Grasso Revenue Team<\/span><\/div><\/a><\/div><\/div><\/div><\/div><\/div><\/div>“Today, there are several platforms that help compare different tools to make the best choice. It\u2019s important to involve all stakeholders who, directly or indirectly, could benefit from the results delivered by revenue management systems. <\/em><\/p>\nTraining is key. Educating everyone involved on how to read and interpret data helps foster greater flexibility in accepting new approaches, sometimes completely different from what has always been done. Training helps overcome resistance. Demos, webinars, tutorials, and on-demand support via email or phone are the main tools to guide people, not only at the beginning, but throughout a revenue collaboration journey that involves the use of technology systems.”<\/em><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>\n
![\"Mariska](\"https:\/\/www.revfine.com\/wp-content\/uploads\/2020\/08\/Mariska-van-Heemskerk-150x150.jpg\")
<\/div><\/div>Mariska van Heemskerk<\/span>Proprietario, Lavori di gestione delle entrate<\/span><\/div><\/a><\/div><\/div><\/div><\/div><\/div><\/div>“It used to be a much simpler question, but market trends over the past few years have been changing enormously, and there is no “one size fits all” answer. Depending on the markets you are in, market demands, or variation in your business mix, there are several things that are very important. <\/em><\/p>\nIn highly competitive markets with lots of transient demand, these tools can ensure RevPar growth year on year, as they helps you predict market behaviour and find the best pricing spot in the market, therefore optimising OCC and\/or ARR. <\/em><\/p>\nIn markets with a more diverse market mix, the systems can enhance your strategy, but a strong cooperation with Sales & Marketing is the key to successful prospecting, considering that clients have many hotels to choose from.”<\/em><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>\n
![\"Heiko](\"https:\/\/www.revfine.com\/wp-content\/uploads\/2025\/07\/Heiko-Rieder-150x150.png\")
<\/div><\/div>Heiko Rieder<\/span>Vicepresidente Senior Commerciale e Distribuzione, Step Partners Europe<\/span><\/div>
Pannello di esperti del settore<\/span><\/h2>\n<\/div>Il nostro gruppo di esperti del settore \u00e8 composto da professionisti del settore dell'ospitalit\u00e0 e dei viaggi. Hanno una conoscenza completa e dettagliata, esperienza nella pratica o nella gestione e sono lungimiranti. Stanno rispondendo a domande sullo stato del settore. Condividono le loro intuizioni su argomenti come la gestione delle entrate, il marketing, le operazioni, la tecnologia e discutono delle ultime tendenze.<\/p>\n<\/div><\/div><\/div><\/div><\/div>\n
Il nostro gruppo di esperti di gestione delle entrate<\/h3>\n\n- Chaya Kowal - Direttore della gestione delle entrate, capofamiglia delle patate<\/a><\/span><\/li>\n
- Pablo Torres \u2013 Consulente alberghiero<\/a><\/span><\/li>\n
- Massimiliano Terzulli \u2013 Consulente Revenue Management, Franco Grasso Revenue Team<\/a><\/span><\/span><\/li>\n
- Mariska van Heemskerk \u2013 Proprietario, Revenue Management Works<\/a><\/span><\/li>\n
- Heiko Rieder \u2013 Vicepresidente senior commerciale e distribuzione, Step Partners Europe<\/a><\/span><\/li>\n
- Dermot Herlihy \u2013 Direttore dei ricavi del gruppo, Orascoma Hotels Management<\/a><\/span><\/li>\n
- Silvia Cantarella \u2013 Consulente Revenue Management, Revenue Acrobats<\/a><\/span><\/li>\n
- Fai una domanda al nostro panel<\/a><\/span><\/span><\/li>\n
- Unisciti al nostro gruppo di esperti<\/a><\/span><\/span><\/li>\n<\/ul>\n<\/div><\/div><\/div><\/div><\/div>
<\/div><\/div>Chaya Kowal<\/span>Direttore della gestione delle entrate, capofamiglia Potato<\/span><\/div><\/a><\/div><\/div><\/div><\/div><\/div><\/div>“Integrating all revenue management tools is crucial for a holistic understanding of demand and more efficient decision-making. This means connecting the Property Management System (PMS), Revenue Management System (RMS), market intelligence tools, and, most importantly, POS data from all outlets, including F&B, spa and wellness, and retail stores. A well-integrated system not only tracks room revenue, but also provides insights into total guest spending, allowing hotels to optimise pricing and promotions across different revenue streams.
\n<\/em>
\nBeyond internal data, leveraging external market intelligence is key. Tools that provide competitor pricing, demand tracking, and search trends (such as flight traffic and hotel searches for the destination) help hotels stay ahead of shifts in demand. By analysing these patterns, hotels can adjust their pricing strategy in real-time to capture more bookings at the right price.
\n<\/em>
\nA granular approach to room type performance and segmentation by geo markets is also essential. Hotels should analyse which room types perform best across different markets and adjust inventory allocation accordingly. For example, some markets may prefer suites, while others lean towards entry-level rooms, and segmenting by business Vs. leisure travellers can further refine optimisation strategies.
\n<\/em>
\nFinally, lead time analysis plays a major role in revenue forecasting. By understanding booking windows across different segments and geographic markets, hotels can create tailored pricing and promotional strategies. Early bookers may respond well to advance purchase discounts, while last-minute travellers might be more willing to pay a premium.”<\/em><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>\n
<\/div><\/div>Pablo Torres<\/span>Consulente alberghiero<\/span><\/div><\/a><\/div><\/div><\/div><\/div><\/div><\/div>“First of all, integrate everything. If your revenue management system (RMS) isn\u2019t talking to your CRM, PMS, and marketing tools, you\u2019re missing out on the full picture. The best hotels are connecting the dots; seeing not just when guests book, but why they book, what extras they buy, and even what pushes them to cancel.<\/em><\/p>\nSecond, don\u2019t just look at past data; use AI-driven forecasting to spot patterns and adjust in real time. Some hotels are even layering in external factors like weather, events, and competitor pricing to fine-tune their rates and promotions.<\/em><\/p>\nAnd lastly, personalise! If you know a guest books a spa treatment every time they visit, why not offer them a special deal before they even think about it? Hotels that use predictive analytics in this way are killing it in terms of guest retention and upsells.<\/em><\/p>\nBottom line: stop using revenue management just for pricing. Use it to understand your guests and give them what they want before they ask.”<\/em><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>\n
<\/div><\/div>Massimiliano Terzulli<\/span>Consulente Revenue Management, Franco Grasso Revenue Team<\/span><\/div><\/a><\/div><\/div><\/div><\/div><\/div><\/div>“Today, there are several platforms that help compare different tools to make the best choice. It\u2019s important to involve all stakeholders who, directly or indirectly, could benefit from the results delivered by revenue management systems. <\/em><\/p>\nTraining is key. Educating everyone involved on how to read and interpret data helps foster greater flexibility in accepting new approaches, sometimes completely different from what has always been done. Training helps overcome resistance. Demos, webinars, tutorials, and on-demand support via email or phone are the main tools to guide people, not only at the beginning, but throughout a revenue collaboration journey that involves the use of technology systems.”<\/em><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>\n
<\/div><\/div>Mariska van Heemskerk<\/span>Proprietario, Lavori di gestione delle entrate<\/span><\/div><\/a><\/div><\/div><\/div><\/div><\/div><\/div>“It used to be a much simpler question, but market trends over the past few years have been changing enormously, and there is no “one size fits all” answer. Depending on the markets you are in, market demands, or variation in your business mix, there are several things that are very important. <\/em><\/p>\nIn highly competitive markets with lots of transient demand, these tools can ensure RevPar growth year on year, as they helps you predict market behaviour and find the best pricing spot in the market, therefore optimising OCC and\/or ARR. <\/em><\/p>\nIn markets with a more diverse market mix, the systems can enhance your strategy, but a strong cooperation with Sales & Marketing is the key to successful prospecting, considering that clients have many hotels to choose from.”<\/em><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>\n
<\/div><\/div>Heiko Rieder<\/span>Vicepresidente Senior Commerciale e Distribuzione, Step Partners Europe<\/span><\/div>
Il nostro gruppo di esperti del settore \u00e8 composto da professionisti del settore dell'ospitalit\u00e0 e dei viaggi. Hanno una conoscenza completa e dettagliata, esperienza nella pratica o nella gestione e sono lungimiranti. Stanno rispondendo a domande sullo stato del settore. Condividono le loro intuizioni su argomenti come la gestione delle entrate, il marketing, le operazioni, la tecnologia e discutono delle ultime tendenze.<\/p>\n<\/div><\/div><\/div><\/div><\/div>\n
Il nostro gruppo di esperti di gestione delle entrate<\/h3>\n\n- Chaya Kowal - Direttore della gestione delle entrate, capofamiglia delle patate<\/a><\/span><\/li>\n
- Pablo Torres \u2013 Consulente alberghiero<\/a><\/span><\/li>\n
- Massimiliano Terzulli \u2013 Consulente Revenue Management, Franco Grasso Revenue Team<\/a><\/span><\/span><\/li>\n
- Mariska van Heemskerk \u2013 Proprietario, Revenue Management Works<\/a><\/span><\/li>\n
- Heiko Rieder \u2013 Vicepresidente senior commerciale e distribuzione, Step Partners Europe<\/a><\/span><\/li>\n
- Dermot Herlihy \u2013 Direttore dei ricavi del gruppo, Orascoma Hotels Management<\/a><\/span><\/li>\n
- Silvia Cantarella \u2013 Consulente Revenue Management, Revenue Acrobats<\/a><\/span><\/li>\n
- Fai una domanda al nostro panel<\/a><\/span><\/span><\/li>\n
- Unisciti al nostro gruppo di esperti<\/a><\/span><\/span><\/li>\n<\/ul>\n<\/div><\/div><\/div><\/div><\/div>
<\/div><\/div>Chaya Kowal<\/span>Direttore della gestione delle entrate, capofamiglia Potato<\/span><\/div><\/a><\/div><\/div><\/div><\/div><\/div><\/div>“Integrating all revenue management tools is crucial for a holistic understanding of demand and more efficient decision-making. This means connecting the Property Management System (PMS), Revenue Management System (RMS), market intelligence tools, and, most importantly, POS data from all outlets, including F&B, spa and wellness, and retail stores. A well-integrated system not only tracks room revenue, but also provides insights into total guest spending, allowing hotels to optimise pricing and promotions across different revenue streams.
\n<\/em>
\nBeyond internal data, leveraging external market intelligence is key. Tools that provide competitor pricing, demand tracking, and search trends (such as flight traffic and hotel searches for the destination) help hotels stay ahead of shifts in demand. By analysing these patterns, hotels can adjust their pricing strategy in real-time to capture more bookings at the right price.
\n<\/em>
\nA granular approach to room type performance and segmentation by geo markets is also essential. Hotels should analyse which room types perform best across different markets and adjust inventory allocation accordingly. For example, some markets may prefer suites, while others lean towards entry-level rooms, and segmenting by business Vs. leisure travellers can further refine optimisation strategies.
\n<\/em>
\nFinally, lead time analysis plays a major role in revenue forecasting. By understanding booking windows across different segments and geographic markets, hotels can create tailored pricing and promotional strategies. Early bookers may respond well to advance purchase discounts, while last-minute travellers might be more willing to pay a premium.”<\/em><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>\n
<\/div><\/div>Pablo Torres<\/span>Consulente alberghiero<\/span><\/div><\/a><\/div><\/div><\/div><\/div><\/div><\/div>“First of all, integrate everything. If your revenue management system (RMS) isn\u2019t talking to your CRM, PMS, and marketing tools, you\u2019re missing out on the full picture. The best hotels are connecting the dots; seeing not just when guests book, but why they book, what extras they buy, and even what pushes them to cancel.<\/em><\/p>\nSecond, don\u2019t just look at past data; use AI-driven forecasting to spot patterns and adjust in real time. Some hotels are even layering in external factors like weather, events, and competitor pricing to fine-tune their rates and promotions.<\/em><\/p>\nAnd lastly, personalise! If you know a guest books a spa treatment every time they visit, why not offer them a special deal before they even think about it? Hotels that use predictive analytics in this way are killing it in terms of guest retention and upsells.<\/em><\/p>\nBottom line: stop using revenue management just for pricing. Use it to understand your guests and give them what they want before they ask.”<\/em><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>\n
<\/div><\/div>Massimiliano Terzulli<\/span>Consulente Revenue Management, Franco Grasso Revenue Team<\/span><\/div><\/a><\/div><\/div><\/div><\/div><\/div><\/div>“Today, there are several platforms that help compare different tools to make the best choice. It\u2019s important to involve all stakeholders who, directly or indirectly, could benefit from the results delivered by revenue management systems. <\/em><\/p>\nTraining is key. Educating everyone involved on how to read and interpret data helps foster greater flexibility in accepting new approaches, sometimes completely different from what has always been done. Training helps overcome resistance. Demos, webinars, tutorials, and on-demand support via email or phone are the main tools to guide people, not only at the beginning, but throughout a revenue collaboration journey that involves the use of technology systems.”<\/em><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>\n
<\/div><\/div>Mariska van Heemskerk<\/span>Proprietario, Lavori di gestione delle entrate<\/span><\/div><\/a><\/div><\/div><\/div><\/div><\/div><\/div>“It used to be a much simpler question, but market trends over the past few years have been changing enormously, and there is no “one size fits all” answer. Depending on the markets you are in, market demands, or variation in your business mix, there are several things that are very important. <\/em><\/p>\nIn highly competitive markets with lots of transient demand, these tools can ensure RevPar growth year on year, as they helps you predict market behaviour and find the best pricing spot in the market, therefore optimising OCC and\/or ARR. <\/em><\/p>\nIn markets with a more diverse market mix, the systems can enhance your strategy, but a strong cooperation with Sales & Marketing is the key to successful prospecting, considering that clients have many hotels to choose from.”<\/em><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>\n
<\/div><\/div>Heiko Rieder<\/span>Vicepresidente Senior Commerciale e Distribuzione, Step Partners Europe<\/span><\/div>
<\/div><\/div>“Integrating all revenue management tools is crucial for a holistic understanding of demand and more efficient decision-making. This means connecting the Property Management System (PMS), Revenue Management System (RMS), market intelligence tools, and, most importantly, POS data from all outlets, including F&B, spa and wellness, and retail stores. A well-integrated system not only tracks room revenue, but also provides insights into total guest spending, allowing hotels to optimise pricing and promotions across different revenue streams. “First of all, integrate everything. If your revenue management system (RMS) isn\u2019t talking to your CRM, PMS, and marketing tools, you\u2019re missing out on the full picture. The best hotels are connecting the dots; seeing not just when guests book, but why they book, what extras they buy, and even what pushes them to cancel.<\/em><\/p>\n Second, don\u2019t just look at past data; use AI-driven forecasting to spot patterns and adjust in real time. Some hotels are even layering in external factors like weather, events, and competitor pricing to fine-tune their rates and promotions.<\/em><\/p>\n And lastly, personalise! If you know a guest books a spa treatment every time they visit, why not offer them a special deal before they even think about it? Hotels that use predictive analytics in this way are killing it in terms of guest retention and upsells.<\/em><\/p>\n Bottom line: stop using revenue management just for pricing. Use it to understand your guests and give them what they want before they ask.”<\/em><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/div> “Today, there are several platforms that help compare different tools to make the best choice. It\u2019s important to involve all stakeholders who, directly or indirectly, could benefit from the results delivered by revenue management systems. <\/em><\/p>\n Training is key. Educating everyone involved on how to read and interpret data helps foster greater flexibility in accepting new approaches, sometimes completely different from what has always been done. Training helps overcome resistance. Demos, webinars, tutorials, and on-demand support via email or phone are the main tools to guide people, not only at the beginning, but throughout a revenue collaboration journey that involves the use of technology systems.”<\/em><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/div> “It used to be a much simpler question, but market trends over the past few years have been changing enormously, and there is no “one size fits all” answer. Depending on the markets you are in, market demands, or variation in your business mix, there are several things that are very important. <\/em><\/p>\n In highly competitive markets with lots of transient demand, these tools can ensure RevPar growth year on year, as they helps you predict market behaviour and find the best pricing spot in the market, therefore optimising OCC and\/or ARR. <\/em><\/p>\n In markets with a more diverse market mix, the systems can enhance your strategy, but a strong cooperation with Sales & Marketing is the key to successful prospecting, considering that clients have many hotels to choose from.”<\/em><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/div>
\n<\/em>
\nBeyond internal data, leveraging external market intelligence is key. Tools that provide competitor pricing, demand tracking, and search trends (such as flight traffic and hotel searches for the destination) help hotels stay ahead of shifts in demand. By analysing these patterns, hotels can adjust their pricing strategy in real-time to capture more bookings at the right price.
\n<\/em>
\nA granular approach to room type performance and segmentation by geo markets is also essential. Hotels should analyse which room types perform best across different markets and adjust inventory allocation accordingly. For example, some markets may prefer suites, while others lean towards entry-level rooms, and segmenting by business Vs. leisure travellers can further refine optimisation strategies.
\n<\/em>
\nFinally, lead time analysis plays a major role in revenue forecasting. By understanding booking windows across different segments and geographic markets, hotels can create tailored pricing and promotional strategies. Early bookers may respond well to advance purchase discounts, while last-minute travellers might be more willing to pay a premium.”<\/em><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>
![\"Dermot](\"https:\/\/www.revfine.com\/wp-content\/uploads\/2015\/01\/Dermot-Herlihy-150x150.png\")
<\/div><\/div>![\"Silvia](\"https:\/\/www.revfine.com\/wp-content\/uploads\/2025\/07\/Silvia-Cantarella-150x150.jpg\")
<\/div><\/div>