The Care and Feeding of Revenue Managers
The Care and Feeding of Revenue Managers — By Kristi White

The Knowland Group · 7 Jan

Hospitality revenue managers are a unique breed. The language they speak is not always compatible with the language of group sales people. The result of this means the two departments often have an adversarial relationship. So, as a sales person, how do you speak the language of the person who controls rates in a way where everyone wins?

Think Like A Revenue Manager
Think Like A Revenue Manager — By Kristi White

The Knowland Group · 21 Oct

Knowland recently conducted a survey of over 900 hospitality professionals. While the survey covered a multitude of questions, 58% of individuals directly responsible for selling reported they were on or ahead of pace to meet their year-end goals. By contrast, only 30.3% of General Managers and Revenue Managers answered the same. This discrepancy shows a clear gap in perspective between the sales organization and their counterparts in revenue management.

Counterpoint: Direct Group Sales Over Indirect Platforms
Counterpoint: Direct Group Sales Over Indirect Platforms — By Robert Post

The Knowland Group · 5 Sep

Knowland CEO Robert Post responds to recent articles/opinions that the $50 million investment by Marriott, IHG, Accor, and Hilton in a new Group Booking Platform has signaled "meaningful change" in the painful process of selling event space and room blocks to meeting planners. The new booking platform uses a self-reporting database of hotel group block inventory and meeting space to offer meeting planners an OTA-like environment to shop and book event venues at the lowest price.