Revenue Management,
from the night shift.
Our articles, rewritten in English. The ones we have not rewritten yet are available in Greek.
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Direct bookings: what a direct booking is really worth
A direct booking does not save you the whole commission. What is left after the discount, the booking engine and advertising — and when the OTA is cheaper than you.
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OTA commissions: how they affect your hotel’s profit
Gross revenue fools you. How commission raises your break-even, and the simple rule for when an OTA booking still pays.
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Recording rate decisions: what did you know at the time?
Two months later the reasons are gone. What a decision record freezes, why the outcome comes with no score, and where you read it again.
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Occupancy or rate? What you are really choosing
Same revenue target, three rates, three occupancy levels — and €2,925 of profit between them. Occupancy is not a goal; it is the bill your rate sends you.
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Cutting the room rate: when the right move is to hold
Why the suggestion refuses a cut more often than you expect: no comp set, too few nights, events, MinLOS, closed competitors, booking speed, last year and the forecast.
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When to lower your room rate — and when it is a mistake
A cut is almost irreversible. How many extra rooms a discount asks for, and the two conditions under which cutting does make sense.
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How to set the rate gap between your room types
Supplements between Standard, Superior and Suite: how the right gap lifts ADR without hurting occupancy, and why the base rate stays.
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Same time last year (STLY): how to read it correctly
When the app gives a number, when it stays silent and when it refuses to compare — and how last year becomes this year’s revenue target.
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Booking pace: how do you know whether a night is going well?
26 rooms is not a number, it is a position. Your own similar nights, last year at the same point, and the booking speed that proves the picture wrong.
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What is hotel ARI and how do you read it?
Where your rate stands against the competition. The formula, an example in euros, the quality index and three traps that turn it upside down.
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Hotel break-even: how much occupancy do you need?
Fixed costs, variable cost and the occupancy you need not to lose money. A worked example in euros, the cash break-even, and why a seasonal hotel needs more than it thinks.
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What is hotel CPOR and how do you calculate it?
What each room you sell really costs you. The formula, a worked example in euros, and why variable CPOR is the floor under every rate you set.
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What is hotel ADR and how do you calculate it correctly?
ADR is not the average of your monthly ADRs. The formula, a season example in euros, and why the simple average misleads you — sometimes up, sometimes down.
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What is hotel RevPAR and how do you calculate it?
Room revenue over the rooms you had, not the rooms you sold. A worked example in euros, what RevPAR hides, and how to read it in a seasonal hotel.
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Greek holidays and local events: why they are not all worth the same
Why 28 October on a Wednesday is not the same as on a Saturday, why “same day last year” fails on moving holidays, and how to compare a holiday with normal nights — with RevPAR and a worked example.
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Revenue management for independent hotels: what we believe
What mathematics asks, what hotel management asks, and why a number says only as much as it can bear. The ideas WisDom RM started from.
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