Evaluate channel strategy expertise, distribution management skills, OTA coordination capability, and revenue distribution whilst focusing on channel optimisation rather than channel volume. Assess sophisticated distribution management that drives channel effectiveness and revenue maximisation.
Common misunderstanding: Thinking more channels equals better distribution
Many managers believe that working with lots of distribution channels automatically leads to better revenue performance. However, effective distribution management depends on optimising the right channels strategically, not just using as many channels as possible.
Let's say you are a Hotel Revenue Manager managing online distribution. Instead of listing your hotel on every possible booking platform, you focus on optimising performance on the channels that deliver the highest-value guests at the best profit margins. You carefully manage rates and availability across these key channels to maximise revenue while maintaining rate integrity. This strategic approach generates much better results than spreading efforts across too many channels.
Common misunderstanding: Confusing channel presence with channel performance
Some managers think that being present on many distribution channels automatically means good distribution management. In reality, successful distribution requires optimising each channel's performance and managing the relationships between channels effectively.
Let's say you are a Hotel Revenue Manager working with various booking platforms. Rather than just maintaining listings on multiple sites, you analyse which channels perform best for different market segments, adjust your pricing strategy for each channel, and coordinate promotions to avoid channel conflicts. This performance-focused approach to distribution management delivers much better revenue results than simply having a presence on many channels.
Essential competencies include channel strategy expertise, distribution management skills, OTA coordination capability, and revenue distribution whilst valuing channel optimisation over channel volume. Focus on competencies that predict channel effectiveness and distribution excellence.
Common misunderstanding: Valuing channel quantity over channel effectiveness
Managers often focus on how many distribution channels candidates can manage rather than evaluating their ability to optimise channel performance and coordinate distribution strategy effectively.
Let's say you are a Hotel Revenue Manager candidate being assessed on distribution management. Instead of being tested on how many booking platforms you've worked with, a good evaluation focuses on whether you can develop channel strategies, optimise rate and availability across different platforms, and coordinate distribution to maximise revenue. The ability to manage channels strategically is much more important than experience with numerous platforms.
Common misunderstanding: Undervaluing strategic distribution skills
Some managers don't recognise that strong distribution management and channel strategy abilities are fundamental to Hotel Revenue Manager success, dismissing these as routine operational tasks.
Let's say you are a Hotel Revenue Manager developing distribution strategies for your hotel. Your channel management skills help you understand which platforms reach your target customers most effectively, how to price competitively on each channel while maintaining profitability, and how to coordinate inventory across all channels. These distribution competencies directly impact your ability to maximise revenue and reach the right customers through the most effective channels.
Present distribution scenarios requiring channel strategy expertise, distribution management skills, OTA coordination capability, and revenue distribution whilst testing channel optimisation and distribution skills. Assess distribution sophistication and channel capability.
Common misunderstanding: Using basic distribution tests
Many managers test distribution management skills with simple scenarios that don't reflect the complex channel dynamics Hotel Revenue Managers actually face in their work.
Let's say you are a Hotel Revenue Manager candidate being evaluated. Instead of just asking you about basic platform management, a comprehensive test presents you with complex distribution scenarios involving rate parity issues, channel conflicts, inventory allocation challenges, and OTA negotiations. The assessment evaluates how you would develop distribution strategies, optimise channel performance, and coordinate across multiple platforms. This realistic testing reveals your true distribution management capabilities.
Common misunderstanding: Avoiding comprehensive distribution assessment
Some managers use only basic distribution tests because complex evaluation seems too challenging. However, Hotel Revenue Managers need sophisticated channel management skills to navigate today's complex distribution landscape successfully.
Let's say you are a Hotel Revenue Manager who needs to optimise revenue across multiple distribution channels while managing rate integrity and inventory allocation. A thorough assessment would test your ability to develop channel strategies, coordinate with OTA partners, optimise pricing across platforms, and resolve distribution conflicts. This comprehensive evaluation ensures candidates have the distribution sophistication needed for channel success.