Will Sales and Revenue Ever See Eye To Eye?

Hotel profits can sometimes suffer from short term thinking and misaligned teams. Shannon and Francis Purvey (Sunlark Associates) discuss the benefits of hotel revenue and sales managers working together; why you should bring housekeeping into revenue meetings; improving performance with 12 minute stand-ups; the impact of AI on hotel revenue management; shared incentives that lift TRevPAR; and avoiding last-minute discounting. CHAPTERS:00:00 Introduction to hotel sales and marketing leader Francis Purvey02:47 Building relationships in the hotel industry 04:19 Impact of events on hotel revenue strategy 06:00 Do hotel guests have a long memory? 09:06 Preparing hotels for natural disasters 10:57 Why hotel sales problems don't magically resolve 12:29 Bridging the gap between hotel sales and hotel revenue directors 17:31 Evolution of hotel revenue management 21:33 TrevPAR 22:27 Strategic thinking in challenging times 29:01 Short term goals vs long term strategies 35:04 The million dollar month 35:44 Benefits of incentives 40:53 Impact of AI on hotel revenue management 46:41 Lessons from a successful hotel career