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Quest Training

Hotel Revenue Management & Pricing Training Course

Builds hotel revenue skills in room demand forecasting, segmentation, pricing, channels, and groups, focused on hotels rather than airline seat inventory.

HOTM · Hotel & Resort ManagementAll Levels#3085ClassroomEnglish , Arabic
Duration
5 Days
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Free substitution at any time · 30+ days' notice: full refund minus 10%. Cancellation policy

Sectors:Tourism, Hospitality & EventsCategories:Hotel & Resort Management

Course Overview

The Hotel Revenue Management & Pricing Training Course equips revenue managers, sales and marketing leaders, reservations managers, and general managers with the practical methods needed to sell the right hotel room to the right guest, through the right channel, at the right price. New hotels, resorts, and serviced apartments across the Gulf and Africa face seasonal demand, event peaks, rising competition, and growing dependence on online distribution, which makes disciplined pricing one of the strongest levers a hotel has. The course focuses on the hotel business specifically, not on airline seat inventory or general pricing theory. Participants examine perishable room nights, stay patterns, market segmentation, demand forecasting, rate structures and fences, length-of-stay controls, overbooking, and the evaluation of group and corporate business, and they learn how function space, food and beverage, and total guest spend change a pricing decision. Participants work with the measures and tools used in hotel commercial teams, including RevPAR, total revenue per available room, gross operating profit per available room, competitive set benchmarking, pickup and booking pace reports, and property management, central reservation, and revenue management systems. Distribution cost, online travel agencies, direct booking strategy, online reputation, and the revenue meeting complete the scope. The course is delivered through hotel case studies, forecasting exercises, pricing simulations, group displacement calculations, and a final revenue strategy workshop. Participants leave with a segmentation model, a forecast template, a rate and fence structure, a group evaluation tool, and a revenue strategy they can adapt to their own property.

Learning Objectives

  • Explain the principles of hotel revenue management and how perishable room nights shape pricing.
  • Segment hotel demand by purpose, channel, booking behavior, and contribution to profit.
  • Interpret RevPAR, total revenue, profit per available room, and competitive position measures.
  • Build demand forecasts using booking pace, pickup, seasonality, and event calendars.
  • Design rate structures with fences that protect value and match guest segments.
  • Apply length-of-stay controls, overbooking policies, and availability restrictions.
  • Evaluate group and corporate requests through displacement and total profit analysis.
  • Manage distribution costs across direct, wholesale, corporate, and online channels.
  • Connect online reputation, content quality, and direct booking strategy with pricing.
  • Use property management and revenue management systems to support daily decisions.
  • Lead an effective revenue meeting and align sales, reservations, and finance teams.
  • Adapt pricing and forecasts during demand shocks, new competing supply, and recovery periods.

Who Should Attend

This course is designed for revenue managers, directors of sales and marketing, reservations managers, e-commerce and distribution managers, front office managers, and general managers who are accountable for hotel commercial results. It is equally relevant for hotel finance leaders, cluster commercial teams, asset managers, owner's representatives, and tourism officials who review hotel performance or support destination development, and for reservations and call center supervisors whose daily decisions affect rate and availability. Professionals in hotel groups, independent hotels, resorts, serviced apartments, and tourism development companies across the Gulf and Africa will find the course directly applicable. It is particularly valuable for sales and reservations staff moving into a first revenue role, and for properties building this function for the first time.

Learning Outcomes

  • By the end of this course, participants will be able to:
  • Diagnose a hotel's commercial position using occupancy, rate, RevPAR, and competitive indexes.
  • Build a segmentation model that shows the net contribution of each source of business.
  • Prepare a rolling demand forecast from booking pace, pickup, and event data.
  • Design a rate structure with fences that protects value across guest segments.
  • Set length-of-stay controls and overbooking levels for periods of high demand.
  • Decide whether to accept, reprice, or decline a group using displacement analysis.
  • Compare the net value of direct, corporate, wholesale, and online channels.
  • Improve online content and direct booking terms so that pricing decisions convert into bookings.
  • Extend pricing decisions to function space and other revenue outlets.
  • Run a weekly revenue meeting with clear decision rights and actions.
  • Write a revenue strategy that fits the hotel's budget and owner reporting.
  • Adjust rates and forecasts in response to demand shocks and new competing supply.

Course Outline

Course Outline:

Day 1

Foundations of Hotel Revenue Management

  • Why hotel rooms suit revenue management: perishable inventory, fixed capacity, and varied demand
  • How hotel pricing differs from other travel sectors: stay patterns, ancillary spend, and function space
  • The revenue management cycle: data, forecast, strategy, tactics, and review
  • Core measures: occupancy, average daily rate, RevPAR, total revenue, and profit per available room
  • Competitive set selection and performance indexes for occupancy, rate, and revenue share
  • The role of the revenue manager and working relationships with sales, reservations, and finance
  • Common pricing errors in new hotels and how to set an opening rate strategy
  • Practical application: participants diagnose a hotel's position from a performance report against its competitive set
Day 2

Market Segmentation and Demand Forecasting

  • Segmenting demand: corporate, leisure, government, groups, wholesale, and online
  • Measuring segment contribution after distribution cost and commissions
  • Seasonality, day-of-week patterns, religious and national calendars, and event peaks
  • Booking pace, pickup analysis, lead time, cancellations, and no-shows
  • Constrained and unconstrained demand, and why denied business should be recorded
  • Forecasting methods for rooms, groups, and total revenue, and measuring forecast accuracy
  • Practical application: participants build a rolling forecast from sample booking and pickup data
Day 3

Pricing Strategy and Inventory Controls

  • Value-based, competitive, and demand-based pricing for hotel rooms
  • Rate structures: best available rate, corporate, wholesale, package, and government rates
  • Rate fences: advance purchase, cancellation terms, room type, and booking channel
  • Room type differentials, upselling, and pricing suites and serviced apartments
  • Length-of-stay controls, closed to arrival, and minimum stay restrictions
  • Overbooking policy, walking guests, and managing the service consequences
  • Price testing, discount discipline, and avoiding rate dilution
  • Practical application: participants redesign a rate structure with fences and write a peak period control plan
Day 4

Distribution, Groups, and Total Revenue

  • The distribution landscape: direct website, call center, corporate tools, wholesalers, and online travel agencies
  • Net revenue analysis, commission cost, channel mix, and the direct booking case
  • Online reputation, content quality, and their effect on conversion and pricing power
  • Group displacement analysis and pricing group requests against transient demand
  • Meeting and banquet space yield, and revenue per available function space
  • Restaurants, spa, and other outlets within a total revenue view
  • Practical application: participants accept, reprice, or decline a group request using a displacement calculation
Day 5

Systems, Governance, and Revenue Strategy

  • Property management, central reservation, channel management, and revenue management systems
  • Data quality, reporting dashboards, and the use of automated pricing recommendations
  • Running the weekly revenue meeting and setting decision rights over rates
  • Revenue input to budgets, sales plans, and owner reporting
  • Pricing during disruption: demand shocks, new supply, and recovery
  • Ethical pricing, guest trust, and clear communication of rates and cancellation terms
  • Final workshop: participants develop a revenue strategy for a hotel, covering segments, forecast, rates, channels, and groups

Upcoming Dates

Selected date

Cairo · 24 – 28 Oct 2027 · Classroom

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CityDatesPrice per ParticipantEarly Bird
MuscatScheduled
2 – 6 Nov 2026€5,300—
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OnlineScheduled
8 – 12 Nov 2026€1,700—
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ParisScheduled
16 – 20 Nov 2026€5,700—
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Sharm El-SheikhScheduled
16 – 20 Nov 2026€4,300—
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SingaporeScheduled
23 – 27 Nov 2026€6,700€6,030until 2 Nov
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AbujaScheduled
30 Nov – 4 Dec 2026€5,100€4,590until 9 Nov
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AccraScheduled
30 Nov – 4 Dec 2026€5,100€4,590until 9 Nov
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AmmanScheduled
6 – 10 Dec 2026€3,100€2,790until 16 Nov
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AmsterdamScheduled
14 – 18 Dec 2026€5,400€4,860until 23 Nov
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BakuScheduled
21 – 25 Dec 2026€4,800€4,320until 30 Nov
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BarcelonaScheduled
21 – 25 Dec 2026€5,400€4,860until 30 Nov
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BeirutScheduled
27 – 31 Dec 2026€4,000€3,600until 7 Dec
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CairoScheduled
3 – 7 Jan 2027€3,300€2,970until 14 Dec
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BerlinScheduled
4 – 8 Jan 2027€5,800€5,220until 14 Dec
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Cape TownScheduled
11 – 15 Jan 2027€5,100€4,590until 21 Dec
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CasablancaScheduled
18 – 22 Jan 2027€4,300€3,870until 28 Dec
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DammamScheduled
24 – 28 Jan 2027€4,200€3,780until 4 Jan
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DohaScheduled
24 – 28 Jan 2027€4,400€3,960until 4 Jan
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DubaiScheduled
31 Jan – 4 Feb 2027€4,400€3,960until 11 Jan
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ErbilScheduled
7 – 11 Feb 2027€3,100€2,790until 18 Jan
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IstanbulScheduled
8 – 12 Feb 2027€4,700€4,230until 18 Jan
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JeddahScheduled
14 – 18 Feb 2027€4,200€3,780until 25 Jan
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KigaliScheduled
22 – 26 Feb 2027€5,100€4,590until 1 Feb
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Kuala LumpurScheduled
22 – 26 Feb 2027€4,400€3,960until 1 Feb
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LisbonScheduled
1 – 5 Mar 2027€5,400€4,860until 8 Feb
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LondonScheduled
8 – 12 Mar 2027€5,600€5,040until 15 Feb
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MadinahScheduled
8 – 12 Mar 2027€4,200€3,780until 15 Feb
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MadridScheduled
15 – 19 Mar 2027€5,400€4,860until 22 Feb
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MakkahScheduled
22 – 26 Mar 2027€4,200€3,780until 1 Mar
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ManamaScheduled
22 – 26 Mar 2027€4,700€4,230until 1 Mar
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CairoScheduled
24 – 28 Oct 2027€3,300€2,970until 4 Oct
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Available in: Istanbul · Dubai · London · Doha · Amsterdam

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