How to Create a 5-Day Hotel Revenue Manager Training and Onboarding Plan
Key Takeaways
- Day 1: Foundation and Property Integration – Learn hotel operations, property systems, and understand revenue management role and responsibilities.
- Day 2: Market Analysis and Pricing Strategy – Master market research, competitive analysis, and pricing strategies for revenue optimization.
- Day 3: Channel Distribution and Inventory Management – Understand distribution channels, inventory management, and booking systems coordination.
- Day 4: Advanced Revenue Tactics and Problem Solving – Develop sophisticated revenue strategies, handle complex scenarios, and optimize performance.
- Day 5: Strategic Planning and Performance Review – Strategic revenue planning, performance analysis, and final assessment for revenue manager readiness.
Article Content
Day 1: Foundation and Property Integration
The first day focuses on creating a solid foundation for the revenue manager role whilst integrating the new hire into your hotel's specific systems and culture.
This foundation day ensures your new revenue manager understands the property's operational flow, team dynamics, and their crucial role in maximising revenue and profitability.
Hotel Systems and Structure Orientation
Why it's essential: The revenue manager must understand every aspect of hotel operations to make effective pricing decisions. Without comprehensive system knowledge, revenue management becomes reactive rather than strategic.
Key activities:
| Element | Instructions | Notes |
|---|---|---|
| Property Tour | Walk through each department, explaining workflow, guest touchpoints, and interdepartmental relationships | Emphasise how departments impact the guest experience and pricing value |
| Organisational Structure Introduction | Introduce each department head, their roles, and reporting relationships | Clarify the revenue manager's position within the hierarchy |
| PMS and RMS Systems | Demonstrate property management system, revenue management system, and channel manager integration | Practice using all revenue tools |
| Business Mix Overview | Explain typical business segments, their booking patterns and price sensitivity | Show how segment mix changes throughout seasons |
Team Integration and Role Clarification
Understanding team dynamics and establishing cross-departmental relationships is crucial for revenue manager success.
Key activities:
| Element | Instructions | Notes |
|---|---|---|
| Meet Department Heads | Formal introductions with discussion of how each department impacts and is impacted by revenue decisions | Encourage questions about how pricing affects their operations |
| Shadow Current Revenue Team | Observe existing revenue processes during daily and weekly activities | Take notes on reporting patterns and decision-making methods |
| Review Hotel Policies | Cover rate parity, overbooking policies, and minimum length of stay requirements | Emphasise revenue manager responsibilities in maintaining compliance |
| Establish Communication Protocols | Discuss communication channels with sales, front desk, and reservations teams | Note any interdepartmental considerations for effective pricing decisions |
Basic Revenue Management Principles
Introduce fundamental concepts that underpin effective hotel revenue management.
Training focus:
- •Understanding the relationship between ADR, occupancy and RevPAR
- •Recognising booking pace patterns and demand indicators
- •Learning segmentation and customer value assessment
- •Developing awareness of pricing elasticity and competitive positioning
Day 1 Assessment Questions:
- •Can they navigate the PMS and RMS systems independently?
- •Do they understand the hotel's business mix and key market segments?
- •Have they grasped basic revenue KPIs and their relationships?
- •Are they comfortable with the team and property environment?
Day 1 Success Indicators:
- •Demonstrates understanding of hotel systems and departmental relationships
- •Shows comfort level interacting with all team members
- •Asks relevant questions about pricing strategy and demand patterns
- •Takes initiative in learning revenue management systems
Day 2: Market Analysis and Pricing Strategy
The second day deepens the revenue manager's understanding of market dynamics and strategic pricing methodology.
This analytical day builds the foundation for data-driven decision making and competitive positioning in your specific market.
Competitive Set Analysis
Why it's essential: Understanding your hotel's position relative to competitors enables strategic pricing decisions rather than reactive adjustments.
Key activities:
| Element | Instructions | Notes |
|---|---|---|
| Competitor Identification | Review primary and secondary competitive sets | Explain how each competitor impacts different market segments |
| Rate Shopping Tools | Train on rate shopping tools and STR reporting | Practice extracting actionable insights from competitive data |
| Positioning Analysis | Evaluate your property's strengths and weaknesses versus competitors | Connect property attributes to value perception and pricing power |
| Competitive Strategy Session | Develop responses to common competitor pricing moves | Create decision trees for different competitive scenarios |
Demand Forecasting Techniques
Accurate demand forecasting is the cornerstone of effective revenue management.
Key activities:
| Element | Instructions | Notes |
|---|---|---|
| Historical Data Analysis | Review booking patterns from previous years and seasons | Identify patterns, anomalies, and reliable indicators |
| Market Events Calendar | Build awareness of local events, holidays, and demand drivers | Connect events to specific segment impacts |
| Pace Reporting | Train on pace report creation and interpretation | Practice making occupancy and rate projections |
| Forecast Accuracy Measurement | Introduce forecast accuracy tracking methods | Establish expectations for continuous improvement |
Rate Structure Management
Develop a comprehensive understanding of your property's rate architecture.
Training focus:
- •Building effective BAR (Best Available Rate) structures
- •Implementing strategic rate fences and restrictions
- •Designing package and promotional offerings
- •Developing corporate and group pricing strategies
Day 2 Assessment Questions:
- •Can they identify key competitors and their pricing strategies?
- •Do they understand how to create and interpret demand forecasts?
- •Have they grasped the rate structure and its strategic application?
- •Are they comfortable making data-driven pricing recommendations?
Day 2 Success Indicators:
- •Demonstrates ability to analyse competitive data and extract insights
- •Shows understanding of demand patterns specific to your property
- •Asks thoughtful questions about pricing strategy and implementation
- •Takes initiative in identifying revenue opportunities
Day 3: Channel Distribution and Inventory Management
The third day focuses on mastering distribution channels and inventory allocation strategies.
This operational day ensures your revenue manager can effectively control availability and pricing across all booking platforms.
Channel Management and OTA Relationships
Why it's essential: Effective channel management ensures rate parity, optimal visibility, and maximum revenue capture across all booking platforms.
Key activities:
| Element | Instructions | Notes |
|---|---|---|
| Channel Mix Analysis | Review contribution by channel and associated costs | Highlight profitability differences between channels |
| OTA Extranet Training | Demonstrate management of content, promotions, and visibility settings | Practice optimising OTA presence |
| Direct Booking Strategy | Explain value of direct bookings and conversion tactics | Connect website analytics to booking performance |
| Channel Manager Mastery | Train on inventory and rate distribution across channels | Practice implementing channel-specific strategies |
Inventory Allocation and Restriction Management
Strategic inventory management maximises revenue during both high and low demand periods.
Key activities:
| Element | Instructions | Notes |
|---|---|---|
| Room Type Optimisation | Review upselling opportunities and room type pricing differentials | Practice setting optimal room type spreads |
| Length of Stay Controls | Train on implementing minimum/maximum stay restrictions | Connect restrictions to demand patterns |
| Closed to Arrival/Departure | Demonstrate strategic use of arrival and departure controls | Practice identifying when to implement these controls |
| Non-Last Room Availability | Explain channel-specific inventory allocation strategies | Highlight how to protect high-value inventory |
Booking Pace and Pickup Analysis
Develop skills to monitor and respond to booking activity in real-time.
Training focus:
- •Analysing booking pace against forecasts
- •Identifying booking pattern anomalies and appropriate responses
- •Understanding pickup reporting and implications
- •Developing strategies for periods of unexpectedly high or low demand
Day 3 Assessment Questions:
- •Can they manage rates and inventory across all distribution channels?
- •Do they understand when and how to implement booking restrictions?
- •Have they grasped the relationship between channel mix and profitability?
- •Are they comfortable making real-time inventory allocation decisions?
Day 3 Success Indicators:
- •Demonstrates ability to update rates and availability across channels
- •Shows understanding of strategic restriction implementation
- •Asks insightful questions about channel optimisation
- •Takes initiative in identifying distribution improvement opportunities
Day 4: Advanced Revenue Tactics and Problem Solving
The fourth day elevates the revenue manager's skills through complex scenario management and advanced revenue techniques.
This tactical day builds problem-solving capabilities and introduces sophisticated revenue maximisation strategies.
Complex Pricing Scenarios
Why it's essential: Advanced pricing scenarios require nuanced approaches that balance short-term revenue capture with long-term strategic positioning.
Key activities:
| Element | Instructions | Notes |
|---|---|---|
| High Compression Periods | Train on maximising revenue during peak demand | Practice identifying optimal price points without alienating loyal guests |
| Low Demand Strategy | Develop tactics for stimulating bookings during soft periods | Balance discounting with value-add approaches |
| Group Displacement Analysis | Demonstrate evaluation of group business against transient potential | Practice calculating true group value |
| Special Event Pricing | Create strategies for one-time and recurring special events | Connect pricing to demand curves before, during, and after events |
Revenue Stream Coordination
Effective revenue managers must optimise multiple revenue streams simultaneously.
Key activities:
| Element | Instructions | Notes |
|---|---|---|
| Total Revenue Management | Introduce ancillary revenue optimisation techniques | Connect room pricing to F&B, spa, and other revenue opportunities |
| Function Space Optimisation | Review meeting space pricing and availability management | Practice function space displacement analysis |
| Upselling Programs | Evaluate pre-arrival and front desk upselling opportunities | Develop incentive structures for successful upselling |
| Loyalty Program Integration | Explain how loyalty considerations impact pricing decisions | Balance member benefits with revenue maximisation |
Crisis and Opportunity Management
Develop frameworks for handling unexpected market changes effectively.
Training focus:
- •Creating contingency plans for demand disruptions
- •Identifying and capitalising on unexpected demand opportunities
- •Managing pricing during competitive disruptions
- •Developing crisis pricing protocols for natural disasters or market shocks
Day 4 Assessment Questions:
- •Can they create effective strategies for complex market scenarios?
- •Do they understand how to balance multiple revenue streams?
- •Have they grasped the principles of total revenue management?
- •Are they comfortable making quick decisions under pressure?
Day 4 Success Indicators:
- •Demonstrates ability to develop nuanced pricing strategies
- •Shows understanding of ancillary revenue optimisation
- •Asks strategic questions about balancing short and long-term revenue goals
- •Takes initiative in identifying total revenue opportunities
Day 5: Strategic Planning and Performance Review
The final day focuses on long-term revenue strategy development and performance management.
This strategic day ensures your revenue manager can plan effectively while establishing clear performance expectations.
Strategic Revenue Planning
Why it's essential: Long-term revenue success requires strategic planning that aligns with property goals and market evolution.
Key activities:
| Element | Instructions | Notes |
|---|---|---|
| Annual Strategy Development | Demonstrate annual revenue planning process | Connect revenue strategy to broader property objectives |
| Budgeting and Forecasting | Train on budget creation and forecast integration | Practice developing realistic but ambitious targets |
| Segment Strategy Planning | Review approach to developing segment-specific strategies | Highlight high-potential segments for growth |
| Technology Roadmap | Discuss revenue technology evaluation and implementation | Connect technology investments to revenue capabilities |
Performance Analysis and Reporting
Effective revenue managers must measure, report, and improve performance continuously.
Key activities:
| Element | Instructions | Notes |
|---|---|---|
| KPI Dashboard Development | Train on creating effective performance dashboards | Practice identifying actionable insights from data |
| Variance Analysis | Demonstrate how to analyse performance against forecasts | Develop root cause analysis techniques |
| Executive Reporting | Review communication strategies for different stakeholders | Practice presenting revenue insights effectively |
| Continuous Improvement | Establish processes for regular strategy refinement | Develop test-and-learn approaches to revenue tactics |
Professional Development Planning
Create a roadmap for ongoing skill development and career progression.
Training focus:
- •Identifying key knowledge gaps and learning resources
- •Establishing industry networking opportunities
- •Planning certification and educational milestones
- •Creating mentorship relationships within the organisation
Day 5 Assessment Questions:
- •Can they develop comprehensive revenue strategies aligned with property goals?
- •Do they understand how to create and analyse performance reports?
- •Have they grasped the importance of continuous learning and improvement?
- •Are they comfortable presenting revenue insights to various stakeholders?
Day 5 Success Indicators:
- •Demonstrates ability to think strategically about long-term revenue optimisation
- •Shows understanding of performance measurement and analysis
- •Asks thoughtful questions about career development and learning opportunities
- •Takes initiative in identifying personal growth areas