Hotel Managment Lay out: 1- Director of Revenue

Let's start with director of revenue. So many people in the hotel business don't know what the job descriptions of the director of revenue are. Forget about the written description; let's talk about the real ones. The director of the revenue is the head coach of the revenue he or she is the one who should know how to maximize the revenue. If you have a smart director of revenue and good sales team, your hotel is set. You will gain all the dollars you are looking for. The director of revenue should be aggressive, risk taker, and should think outside the box. You will never make money if you are always afraid to lose it. Some directors of revenus don’t know their product and therefore they can not make the money. If you don't your product, you will not be able to set your competition. For example, four seasons does not have holiday inn in the comp set. Your competition should not only be the companies around your zip code. Your competition is a hotel almost same size as you and offer same level of service as you. So know your product in order to know your competition in order to set the correct rates. So many director of revenue do not want to higher the rates. They are afraid that they won't get the budgeted occupancy. So they would rather lower the rates. But if you lower the rates and one guest paid the lower rate, and you did not improve your service, you can not ask for a higher rate later one. The first thing the guest will say why I should pay higher for the same room and the same service I got in a lower rate last month. After September 11, 99% of the director of revenues lower their rate to attract business and that was stupid. This people are still struggling to get their rate to the before September 11 period. Very few 5 stars hotel in NYC refused to lower their rate because they know for sure the business was slow any way, lowering the rate would not give any more business, and getting your high rate back is very hard because you have the same product. Directors of revenue should think outside the box as we said. They should be able to guess and predict the market. Good directors must know what their hotel pattern is. Are they busy on Mondays? Do they sell out on holidays? And so many other questions that needed to be answered. We are not done yet To be continued