Bridging the Industry

By , Director, Industry Consulting


IDeaS Consulting Services takes to the blog to answer the top questions asked by hotels across the globe

Digna Martinez Kolar, IDeaS director, industry consulting, talks about when total revenue management is going to happen, how organizations need to roll it out, and why hotels need to facilitate organizational change to do so.

  • Where is revenue management going next? Is ‘total revenue management’ going to happen?
    The short answer is: yes. As we keep seeing revenue management introduced in other hotel departments and business industries; we realize the awareness of the benefits of a revenue management culture is growing—and hotels can certainly expect total revenue management for hospitality industry to become a reality sooner, rather than later.
  • What would it take to roll out total revenue management in my organization?
    To successfully roll out total revenue management, an established revenue management culture is needed. This is a journey all organizations trying to achieve total revenue management need to take, and it impacts their people, process and technology and/or tools. For many, the understanding of the revenue management principles is the easy part; it’s the “change” of perceptions and habits that becomes more complicated for hotel organizations.
  • How can we facilitate “change” in our organizations? As revenue managers, we keep pushing but resistance is there.
    A revenue manager’s role has and continues to change with the evolution of revenue management practices. Leadership is becoming a key revenue manager’s capability ; not only because we need to challenge the process, but also because we need to look for advocates that will follow our lead and help us adopt a strong revenue management culture.

Looking for even more industry articles? Here are two that landed at the top of our reading list:

Digna Martinez Kolar
Director, Industry Consulting

Before joining the IDeaS global team in 2011, Digna spent 11 years in leadership roles at InterContinental Hotels Group (IHG). With deep expertise in the deployment and structuring of pricing and revenue management processes, Digna helps clients build sustainable revenue management cultures in multicultural environments. Digna holds an MBA in Hospitality Management from IMHI, a joint program of Cornell University and ESSEC.

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