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Revenue Matters – News to Know
Revenue Matters
Revenue Matters
In the News

Here comes 2020! A new decade ~ new faces, new demands, new challenges, new experiences. If you could see the future, what would it tell you? What are the key factors you need to consider to make this upcoming year a prosperous one?

Here are some articles to get you prepared for what's to come in 2020.

Who is the Hotel Guest of 2020?
Hotel Technology News

The hospitality industry is currently going through a period of significant change and will look very different in 2020. Ever-changing technology means that the expectations of hotel guests are constantly evolving. What technology will the hotels of the future need to adopt in order to deliver a top-quality guest experience?
Read More

Looking Beyond 2019 - Predictions and Strategies to Win
Group Business in 2020

Hotel Newswire

Knowland, the leader in Group data and analytics for hotels, convention and visitor bureaus (CVBs), conference centers and other meeting venues, announced their 2020 Group predictions and review of 2019 trends in a recent webcast, 2020 Predictions - Top Trends for Group Business.
Read More

How Independent Hotels Can Use Loyalty Programs to
Appeal to More Customers

Bill Caswell, Principal, Hospitality Practice Leader, North Highland

Across industries, loyalty programs are a virtual battlefield where the fight for customers is happening. From airlines to retail chains, credit cards and hotels, companies are competing aggressively for business by offering loyal customers better perks than rivals.
Read More

Employee Spotlight
As we enter a new year, now is an excellent time to verify that your negotiated accounts are actively booking. If they aren’t, take the following steps to ensure that your rates are viewable and bookable:

If a travel agent is experiencing issues with accessing a rate, check that the travel agent has:

  1. Searched for the rate in their native GDS (example: Amadeus, Galileo, Sabre or Worldspan)
  2. Provided the correct Pseudo City Code (PCC)
  3. Searched using multiple dates
  4. Selected a one-night stay in search criteria (Note: it is helpful if the property provides dates where they know that there is availability for the room types assigned to the negotiated rate plan in question)
  5. For Sabre Agents only:

    a. Verify that their HIC table is correct (Note: “HIC” is the Sabre abbreviation for “Client ID” and usually a dedicated person in the agency has the credentials to edit these).

    b. Verify that Hotel CRS Rate Code (HST) tables are updated. HST tables are used to link negotiated account’s Rate Access Code (RAC) to their preferred RAC (only if the agent uses a different RAC than the default). Only the agency office designated as the “Master” Psuedo City Code needs to update the HST Table. The Master office will need to update their Travel Journal Record security feature in order to allow other offices to view their rate tables. A Sabre agent can get more information regarding this HERE.

Alternative method if the property doesn’t have direct contact with agency offices:

  1. Ask an in-house guest to test book the property using their agency-supplied booking app (i.e. SAP Concur or similar).

Note: The alternative method will not ensure that all eligible travel offices booking for a negotiated account have access. It would also be wise to use Agency360 to look for booking activity going into the comp SET that is coming from an agency location that coincides with that of a known corporate account where there is none coming into the property. In this case, reaching out to that office directly and reviewing the steps at the top of this document.

Employee Spotlight
Amanda Slade
Introducing Mali Manino, Director of Revenue Strategies

With over 13 years of customer service experience and 7 years of hospitality operations leadership experience, Mali is passionate about helping our clients achieve their objectives. She is an Opera and IDeaS systems expert with multi-property experience with system implementations and best practices. Most recently, she has generated significant additional revenues and gross operating profit for such properties as The Dunhill in Charlotte, NC through creative package and ancillary sales opportunities.

Since becoming a member of the Revenue Matters team, Mali has completed her CRME certification, which has greatly improved her learning of her role in revenue management. She has had the opportunity to visit five properties in three states, and attended her first ROC conference in Minneapolis.

What you may not know, but would love to find out:
  1. Mali’s New Year’s Resolution for 2020 is to get outdoors more often.
  2. Mali never leaves home without her phone and chapstick.
  3. If Mali could live anywhere in the world, it would be in New Zealand. She went to Auckland and surrounding areas on her honeymoon and absolutely loved it.
  4. One of Mali’s many talents is painting. She does mostly abstract styles with oil and acrylics, but she is working on improving her drawing.
  5. Outside of work, Mali enjoys working on home improvements, yoga, baking and hanging out with family and friends.
  6. If the TV is on, Mali is glued to Brooklyn Nine-Nine, Schitt’s Creek, Buffy the Vampire Slayer and The Mandalorian. She loves her TV!

Company Spotlight
Did you know that Revenue Matters provides a review service that helps identify issues that may be affecting revenue potential at your property? According to Phocuswright research, in 2018 nearly half (47%) of all lodging in the US is booked online and from the period 2010 to 2016 online travel agency (OTA) share had grown to 51% of the online market. While OTA production can’t (shouldn’t) be ignored, neither should your direct bookings nor other profitable channels like the global distribution systems (GDS). Using your property website as the “source of truth”, our comprehensive review process looks at how you show up to travel agents in their native systems, reviews the back-end of your website and booking engine functionality, reviews content and positioning within the major OTA’s plus looks at your competitive positioning within the marketplace from a number of perspectives. Curious to learn more?

Ask your director of revenue strategies for more information, or send a note to
Vendor Spotlight
American Foundation for Suicide Prevention

This year Revenue Matters will be working to support the American Foundation for Suicide Prevention (AFSP) through monetary donations accumulated through our spring fitness challenge, as well as participating in walks in each of our hometowns. The AFSP not only works to prevent suicide, but also provides the needed resources to keep the community informed about mental health and seeks to give hope to those who have been affected by it. We are honored to play a part in the continued growth and success of such a worthy cause.
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