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    HITEC DUBAI

    Hospitality Industry Technology Exposition & Conference

    December 5–6, 2018
    Dubai, UAE

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    Hospitality Industry Technology Exposition & Conference

    Minneapolis Convention Center

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Knowledge is the Key to Hotel Business Intelligence (Facts are Great but Insights Hold the Value)

The Rainmaker Hospitality and Gaming Blog 21 June 2018
A hotel’s competitive edge is shaped by business intelligence (BI). Forrester reports that although 74 percent of businesses want to be “data driven,” only 29 percent are actually successful at transforming analytics into action. All that data that your hotel collects is only valuable if you can translate it into actionable insights that lead to better decisions and drive business growth. To create real value from BI, hotels must focus on specific strategies that close the loop between data collection and knowledge.
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What Marketers Need to Share with Revenue Managers

The Rainmaker Hospitality and Gaming Blog 20 June 2018
When marketing and revenue management work in unison, there are natural synergies. Revenue management knows where holes in demand are, and marketing knows the consumer preferences to target the right customers to fill those holes.
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4 Things Revenue Management Has that Marketing Needs

The Rainmaker Hospitality and Gaming Blog 13 June 2018
A hotel’s marketing and revenue management departments each hold keys to data that could drive more hotel revenue. Often, however, revenue managers and marketing managers keep this intelligence within their own departments.
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Pair Up for Profit: Alignment between Revenue Management and Marketing

The Rainmaker Hospitality and Gaming Blog 6 June 2018
While both marketing and revenue management are vital to a hotel’s success, they typically operate with different perspectives and different tools to achieve similar goals. The question becomes, how much more powerful could the sum be, if these two groups practiced their disciplines in concert?
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Rainmaker's Profit Solution Series: Save Time by Understanding Demand

The Rainmaker Hospitality and Gaming Blog 25 May 2018
In our next entry to the Profit Solution Series, we explore how guestrev® can help you understand unconstrained demand by segment – not just in the near term but further into the future as well.
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What to Look for in Service and Support from Your RMS Provider

The Rainmaker Hospitality and Gaming Blog 23 May 2018
services. And there is definitely no one-sized-fits-all, cookie-cutter solution when it comes to an effective revenue management strategy. You need a reliable, responsive and experienced partner that can give you the power to concentrate on the profitability of your business rather than how to implement, maintain or upgrade RMS technology. Here, we discuss what to look for in service and support from your RMS provider, from training and tailoring the RMS to post go-live support.
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Defining & Leveraging True Guest Value Versus Total Guest Value

The Rainmaker Hospitality and Gaming Blog 17 May 2018
Guests can generate revenue for a hotel in many different ways. Revenue management powered by guest valuation algorithms enable hotels to increase guest wallet share, keeping guest spending on-property instead of losing it to local attractions, restaurants, spas or competitors. True Guest Value, which refers to the accurate valuation of your customer, is distinct from Total Guest Value, which aims to capture data to predict guest spend when on-property. Here, we further detail the difference between True Guest Value and Total Guest Value, and how algorithmic models and data can help you maximize revenue from potential guests.
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Rainmaker's Profit Solution Series: Do More With Less

The Rainmaker Hospitality and Gaming Blog 11 May 2018
Hoteliers are always being asked to do more with less. I would love to say this is industry specific, but alas, it is industry agnostic. Everyone, everywhere, is being asked to do the same. And in that ask is the perfect opportunity. As an industry, we have reached the all-important tipping point of data. It’s all there, available for use. It is the ultimate tool to do more with less. The question is “Are you putting it to good use?”
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How to Understand the True Costs of Your Hotel Distribution Channels

The Rainmaker Hospitality and Gaming Blog 3 May 2018
According to Travelport, out of the $2 trillion in annual travel spend in the U.S., $810 billion is booked through indirect channels. And with choices ranging from global distribution channels (GDS), travel agents and consortia, multiple online travel agencies (OTAs), and direct bookings, determining when and through which channels to sell your hotel rooms can be a daunting task.
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How to Balance Benchmarking and Performance

The Rainmaker Hospitality and Gaming Blog 1 May 2018
Every benchmarking tool in the industry teaches us an index of 100% or more is good, and anything below 100% is bad. However, is this always true? Some believe the biggest mistake the hospitality industry made was creating indices, encouraging hotels to spend more time comparing themselves to competitors than they spend comparing to their own performance. This post will illustrate why you need to take more than competitive benchmarking into account.
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Views, Balconies, Red Wine: How to Increase Your Hotel Ancillary Revenues

The Rainmaker Hospitality and Gaming Blog 26 April 2018
Airlines and cruise lines have been doing it very profitably for years. Now hotels are finally recognizing the lucrative potential of ancillary revenue opportunities. A study from Cornell shows that revenue management systems (RMS) are moving beyond techniques focused solely on room rate optimization. And today’s cloud-based RMS allow hotel operators to apply the same RM principles to non-room revenue sources. However, with half of hotels still not measuring any type of ancillary revenue, its beneficial to examine specific ways hoteliers can tap into this lucrative revenue stream.
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How Do You Inspire Your Guests to Spend More? Deliver the Right Offer at the Right Time

The Rainmaker Hospitality and Gaming Blog 19 April 2018
Data is transforming the hospitality sector. Forward-thinking hoteliers are making the most of historic guest interactions along with real-time and future data sets. They’re unlocking the hidden power of all that rich data with a revenue management system (RMS) that allows them to analyze it in multiple ways to create offers that increase guest spend. Let’s take a closer look at how you can use your data to present tailored offers to guests during those micro moments when they are most likely to convert.
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Capture the Best Hotel Data to Drive Ancillary Revenues

The Rainmaker Hospitality and Gaming Blog 12 April 2018
According to one SVP of revenue management reported in Hotel News Now, 20 years ago the biggest complaint among hoteliers was, “I don’t have the data.” Today, that issue has been flipped on its head with a cry of “I have too much data!” And concepts like “big data” and “analytics” now pepper the discussions of hoteliers looking for ways to grow profits and drive ancillary revenue.
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The Secret to Maximizing Ancillary Revenues to Boost Your Hotel Profits

The Rainmaker Hospitality and Gaming Blog 5 April 2018
While it’s obvious that selling hotel rooms provides the primary source of income for hoteliers, an EyeforTravel report, Ancillary Revenues in the Hospitality Industry, revealed that nearly one third of hotels see a 25 percent boost in their bottom line from ancillary sales. And the total global hospitality market for ancillaries is worth more than $100 billion annually. Despite this, there are many hotels who have yet to embrace the significant revenue opportunities available through ancillary sales.
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How to Use Advanced Customer Valuation to Become Dangerous

The Rainmaker Hospitality and Gaming Blog 29 March 2018
A player’s value can be boiled down to two functions. First is marginalization, i.e. the relationship between spending patterns and profit. How much revenue can I expect given a player’s spending patterns? What and how much cost should be attributed to such patterns? Second, the prediction, i.e. the forecast of a player’s spending patterns. What spending patterns can I expect from a player’s future visit? How many future visits can I expect? What factors influence spending patterns and visit frequency?
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Thinking In Terms of "Total Revenue Management": The 2018 Smart Decision Guide

The Rainmaker Hospitality and Gaming Blog 20 March 2018
Over the last 10 years, revenue management has gone from being an undertaking with uncertain financial upside potential to a strategic imperative with highly predictable revenue outcomes. At the same time, the demand for next-generation solutions has increased with the proliferation of online travel agencies (OTAs) with differing pricing and commission structures, shrinking booking windows, ever-more intense hotel competition in high-demand destinations and ever-increasing pressure to drive profitable growth. One way to harness the power of next-generation solutions is to adopt a mentality of 'total revenue management,' and to bear this in mind while asking the right questions of your RM solutions.
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The Triangle Effect: Aligning Marketing, Sales, and Revenue Management to Identify Total Guest Value

The Rainmaker Hospitality and Gaming Blog 15 March 2018
As customer acquisition costs rise and competition continues to grow, it’s harder than ever for hotels to attract and retain their most valuable guests. With such incredible levels of effort and resources being required to drive bookings and build loyalty, it’s important for hotels to focus their energy toward guest segments that yield the highest return on their investment. To do that effectively, Marketing, Sales and Revenue Management must work hand in hand. Together, they form a triangle of integrated knowledge, dependent upon one another, that acts as the foundation to build a strong total guest valuation strategy.
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Next-generation Revenue Management & Intelligent Pricing: The 2018 Smart Decision Guide

The Rainmaker Hospitality and Gaming Blog 13 March 2018
For hoteliers, the challenge of revenue management (RM) is particularly complex. Luckily, as traditional approaches to RM evolves, so does the technology at the disposal of revenue managers. Adopted from the 2018 Smart Decision Guide to Hospitality Revenue Management, this blog post explains the advent of next-generation revenue management solutions, and delves into the topic of intelligent pricing.
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Redefine the Path to Loyalty: Revenue Management Best Practices for 2018

The Rainmaker Hospitality and Gaming Blog 22 February 2018
Hotels are clamoring to deliver personalized experiences to inspire loyalty among their guests. But a definition of what loyalty entails is the biggest limiting factor to capitalizing on having a loyal base of repeat business to your properties.
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The Impact of Alternative Accommodations: 2018 Revenue Management Best Practices, Part III

The Rainmaker Hospitality and Gaming Blog 15 February 2018
Hospitality revenue management (RM) is constantly evolving, especially as new lodging options emerge. We’ve kept track of what consumers and industry insiders are talking about and have determined to be the top five trends in RM. In parts one and two of our series, we looked at loyalty-based pricing, advances in group revenue management, opportunities for ancillary spending, and personalization as a key to driving direct bookings. In our final of three posts, we’ll take a look at how alternative accommodation sites have impacted RM.
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Ancillary Revenue and Personalization: 2018 Revenue Management Best Practices, Part II

The Rainmaker Hospitality and Gaming Blog 8 February 2018
New trends emerge every year in hospitality revenue management (RM). By keeping track of what consumers and industry insiders are talking about, we’ve determined the top five trends in RM. In part one of our series, we looked at loyalty-based pricing and advances in group revenue management. In this, our second of three posts, we’ll examine the opportunities in ancillary revenue and personalization as a key to driving direct bookings.
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The Bookings Rush: Trust Your Systems, A Personal Experience From Tammy Farley

The Rainmaker Hospitality and Gaming Blog 2 February 2018
As the Super Bowl approaches, I can’t help but recall an experience I had this holiday season with the same type of hotel-booking-frenzy the properties in Minneapolis must be facing. Having worked in and around hotel revenue management for the better part of two decades, I am very sensitive to hotel pricing when I am traveling for leisure. I always have the voice of our customers and prospective customers in the back of my mind when talking about using automated tools to set pricing. Their words often revolve around one thing: distrust.
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Loyalty-Based Pricing & Advances in Group: 2018 Revenue Management Best Practices, Part I

The Rainmaker Hospitality and Gaming Blog 1 February 2018
As technology constantly evolves, so does revenue management (RM). Dan Skodol, VP of Revenue Analytics at Rainmaker, recently gave a presentation on the “Top Five Trends in Revenue Management and What You Should Be Doing About Them Now.” The trends he discussed were loyalty based pricing by the major chains, the impact of alternative accommodations, advances in group revenue management, opportunities for focusing on ancillary revenues, and personalization as a key to driving bookings.
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Data Integrations for Revenue Managers: Expert Advice

The Rainmaker Hospitality and Gaming Blog 25 January 2018
Data integration is a crucial step in any revenue management process. Unfortunately, bringing data from disparate sources and combining them in a unified way to produce meaningful insights is not an easy process. As a hotel revenue manager, it’s a challenge to connect your different systems so that they communicate and allow for seamless data transfer.
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Better Together: Integrating Your Revenue Management System with Your Tech Stack

The Rainmaker Hospitality and Gaming Blog 18 January 2018
In 2017, we surveyed a group of hoteliers, asking how they would assess the integration between their property management system (PMS), Central Reservation System (CRS) and Revenue Mangement (RM). Over 75% of those responding indicated that their systems are not integrated at all, their systems are not fully integrated, or that the integrated systems do not communicate well. In 2018, revenue management systems offer more sophisticated solutions for your property's bottom line. Learning how to integrate your hotel tech stack with your RMS offers countless new opportunities for hoteliers.
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The 2018 Lodging Technology Study: Travel Outlook, Systems Integrations, and the Cloud

The Rainmaker Hospitality and Gaming Blog 11 January 2018
The 2018 Lodging Technology Study: Disrupting Innovation, published by Hospitality Technology magazine aggregates information and research about the hospitality industry. This year, hotels identified inadequate budgets as the top challenge to their overall information technology efforts. While the information in the 2018 Lodging Technology Study hits on numerous topics of interest to us in the hospitality industry, we pulled out several points of interest for hotel revenue managers. Here, we share key data on the forecasted 2018 travel market, insights about systems integrations, and use of the Cloud with your RMS as key topics to consider this year.

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