Yield Management In Hotel: Strategies, Benefits & Challenges (2023)

Page Contents

  • What is Yield Management in Hotel
  • Benefits of Yield Management in the Hotel Industry
    • 1. Improved Forecasting
    • 2. Improved Seasonal Pricing and Inventory Decisions
    • 3. Identification of New Market Segments
    • 4. Determination of Discounting Activity
    • 6. Establishment of a Value-based Rate Structure
    • 7. Increased Business and Profit
    • 8. Savings in Labor Costs and Other Operating Expenses
    • 9. Initiation of Consistent Guest Contact Scripting
  • Hotel Yield Management Strategies
    • 1. During High Demand Periods
    • 2. During Low Demand Periods
  • Elements of Yield Management in the Hospitality Industry
    • 1. Group Room Sales
    • 2. Transients or Individual Room Sales
    • 3. Food And Beverage Activities
    • 4. Special Events
  • Challenges or Problems in Hotel Yield Management
    • 1. Measuring the Performance of the Yield Management System
    • 2. Guest Satisfaction
    • 3. Employee Malpractice
  • What is the History of Yield Management
  • Yield Management Prospects for Hotels
    • 1. One-to-One Revenue Management
    • 2. Total Customer Value Integration
    • 3. Function Room Yield
    • 4. Cost of Business Analysis
    • 5. Goal Alignment
    • 6. Automation

What is Yield Management in Hotel

Yield management in the hotel industry can be defined as techniques based on the principle of demand and supply, used to maximize the revenue generation of any hotel by lowering prices to increase sales during the off-season and increasing the prices in high-demand periods.

To maximize the revenue generated from rooms, hotels used to sell their rooms at varying prices during this time period. Yield management is composed of a set of demand forecasting techniques, which are used to determine whether the room rates should be raised or lowered and whether a reservation should be accepted or rejected in order to maximize revenue.

A guest room is one of the highly perishable products of the hospitality sector, if a room is not sold on a particular day, the entire potential revenue that could be generated from it is lost forever.

Hotels have come to realize that more volume sales do not generate the desired revenue and that they have to think of quality deals in terms of revenue generated per sale. Their focus is shifting from high-volume reservations to high-profit reservations.

Pricing and demand are interrelated and need to be coordinated. In the hospitality industry, demand for a room is cyclic in nature and follows a trend. Revenue management models help pinpoint demand by minimizing uncertainty and producing the best possible forecast.

Hotel revenue management helps in the allocation of the inventory of hotel rooms among the different segments of guests. Pricing is different for the two rooms, each of them is targeted at different customer sets.

Based on the historical preference pattern of guests in each segment, it would be possible to estimate the number of guests who would be willing to buy these rooms at a given price with reasonable variance.

Benefits of Yield Management in the Hotel Industry

There are a lot of benefits or advantages associated with the use of yield management in the hospitality sector, especially in hotels.

(Video) Hotel Revenue Management: the new challenges and strategies

The following are the advantages of hotel yield management:

1. Improved Forecasting

Revenue management helps to improve forecasting.

2. Improved Seasonal Pricing and Inventory Decisions

Yield management helps in deciding the season and off-seasonpricing for accommodation products and also in making important inventory decisions like renovation.

3. Identification of New Market Segments

Newmarket segments can be identified on the basis of yield management.

4. Determination of Discounting Activity

Yield management helps determine the number of discounts to be offered, depending on the dates and periods.

5. Improved Development of Short-term & Long-term Business Plans

Revenue management helps develop business plans as the management can forecast the revenue that can be generated and take measures to generate those figures.

6. Establishment of a Value-based Rate Structure

It helps define rate structures, based on perceived values.

7. Increased Business and Profit

Good revenue management helps to increase revenue and profit in Hotels.

8. Savings in Labor Costs and Other Operating Expenses

As most of the revenue management tools are computerized, it helps in saving labor costs and other operating expenses.

9. Initiation of Consistent Guest Contact Scripting

Revenue management helps initiate consistent content with guests.

(Video) Hotel Revenue Management Challenges Hoteliers Plan to Face in 2020

Hotel Yield Management Strategies

Yield management strategies for hotels differ during high and low-demand periods in the following way:

1. During High Demand Periods

In high-demand periods, as indicated by the forecasts, the management would use the following tactics,

  • Close or restrict discounts to generate more revenue.
  • Apply a minimum length of stay restrictions carefully.
  • Reduce group room allocations as groups get very low room rates.
  • Reduce or eliminate 6 p.m. holds to avoid last-moment no-shows or cancellations.
  • Raise rates as consistent with competitors to generate optimum revenue.
  • Consider a rate increase for packages instead of giving more discounts.
  • Apply rack rates to a higher category of rooms like suites and executive rooms.
  • Select dates that are to be closed to arrivals.
  • Apply deposits and guarantees to the last night of stay.

2. During Low Demand Periods

While low demand periods, as indicated by the forecasts, the management would use the following tactics,

  • Sell value and benefits like spa treatments.
  • Offer packages and special offers.
  • Keep discount categories like advance purchase rates, and corporate rates open.
  • Encourage upgrades.
  • Offer stay-sensitive price incentives.
  • Remove stay restrictions.
  • Establish relationships with competitors.
  • Lower rates to attract more guests and generate more revenue for the hotel.

Elements of Yield Management in the Hospitality Industry

These are the elements while developing successful hotel yield management strategies:

1. Group Room Sales

By studying group booking data, Hotels can anticipate group behavior and accordingly make provisions for group reservations. The group’s booking pace indicates the rate at which group business is being booked as per the historical trends.

Anticipated group business helps watch out for repetitive group patterns and accordingly forecast the pressure on the market, and hence adjust selling strategies.

Group booking lead time measures how far in advance of a stay the group bookings are made. This is very important in determining whether to accept an additional group and at what room rate to book the new group.

A displacement of transient business occurs when a hotel accepts group business at the expense of individual guests. This might cause profitability problems and a bad reputation.

2. Transients or Individual Room Sales

The Front Office management should monitor the booking pace and lead time of individual guests to understand how current reservations compare with historical and anticipated rates.

3. Food And Beverage Activities

Even when a hotel is not in the immediate vicinity of a convention, individual guests and small groups, who have been displaced by the convention, may be referred to your hotel and this may have a tremendous impact on the hotel’s revenue.

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4. Special Events

During special events, Hotels might decide to benefit from high demand by restricting room rate discounts or requiring a minimum length of stay.

Challenges or Problems in Hotel Yield Management

The yield management techniques and the models of overbooking, if applied aptly, would definitely maximize the revenue of the hospitality industry. But there are some pros and cons to this which includes,

1. Measuring the Performance of the Yield Management System

Occupancy rates and yield are measures that are affected by external competition. Therefore, an ideal measurement can be done using the opportunity model.

For example, if the hotel segments the market and fixes different rates for different guests, then it has to see that the revenue is generated from those rooms and it has to be utilized ideally.

2. Guest Satisfaction

Some guests do not like the practice of differential pricing. In evaluating the efficiency of the Yield management system, the trade between generating short-term profits and creating long-term guest loyalty needs to be studied carefully.

3. Employee Malpractice

Revenue management may influence the employees to follow the wrong practices.

For example, Hotels might offer incentives to the staff for selling higher category rooms and this might motivate the reservation agents to upsell while making reservations. So the agents might not sell the basic category rooms and offend certain guests.

What is the History of Yield Management

The concept of yield management was introduced by the Airline industry. Yield is the revenue generated per statistical unit.

For example, an Airline’s yield would be stated as the average revenue per mile per paying passenger.

In 1985, American Airlines launched Ultimate Super Saver fares to compete with a low-cost carrier. This was a very successful scheme. The airline’s operators realized that their product was highly perishable as a seat left unoccupied on a flightresulted in a loss of revenue of that seat forever.

(Video) How to do Revenue Management for Hotels? Improve ADR and Occupancy

To maximize the revenue generated from selling the seats in a flight, the airlines adopted a technique based on demand and supply.

When the demand for seats on a particular flight exceeded the supply of seats, the airlines charged higher rates. But when the supply exceeded demand, the airlines offered various types of discounts and package plans, resulting in the lowering of prices, which would lead to the selling of more seats on that particular flight.

The challenge is to sell the right resources to the right customer at the right time for the right price. This process can result in price discrimination, where a firm charges different prices from customers consuming otherwise identical goods or services.

In general, the tickets purchased much earlier than the date of travel are less expensive than bookings made a little in advance.

Yield Management Prospects for Hotels

Yield management in Hospitality is a comparatively new concept. It has the following prospects in the future:

1. One-to-One Revenue Management

Sophisticated hotels will move to one-to-one revenue management, where each individual will be a market segment in himself.

In the future, technology will support calculating the total customer value and potential total customer spend, based on history and future potential from demographics, to determine what rate and what availability should be offered to a potential guest.

2. Total Customer Value Integration

The future of revenue management will include a focus on the revenue per available guest and total customer value. The next generation of revenue management systems will create offers based on the value or the potential value of each individual guest.

3. Function Room Yield

Forecasting and yielding function space will be a focus in the future for Hotels. Many large hotel companies and revenue management systems are working to develop effective models in this area.

4. Cost of Business Analysis

Different revenue streams and channels do not yield the same profit, even when the rate is exactly the same. In the future, channel costs will be incorporated into rate and inventory decisions for each channel individually.

(Video) Webinar | Trends & Challenges: How does your revenue management stack up in 2021? (APAC edition)

5. Goal Alignment

The goals of the entire Hotel team, from the property or Hotel level to corporate, will need to be aligned in order for revenue management to reach its full potential.

6. Automation

There is a gap between the sophistication of the revenue management practice and the technology available to support it. Adoption of the new available technologies and the use of minds to manipulate them expertly would help achieve ultimate success.

Read next:

  • 5 Best Free Hotel Revenue Management Courses Online
  • What is Hotel Facilities Management: Importance and its Process
  • 7 Best Free Hospitality Management Software of 2023


What is a yield management strategy for a hotel? ›

Yield management is a pricing strategy used in the hotel industry in order to understand, anticipate and thereby influence consumer behavior with the overall goal of achieving maximum revenue and profit.

What are the management challenges in using yield management? ›

Challenges or Problems in Hotel Yield Management
  • Measuring the Performance of the Yield Management System. Occupancy rates and yield are measures that are affected by external competition. ...
  • Guest Satisfaction. Some guests do not like the practice of differential pricing. ...
  • Employee Malpractice.
Jan 22, 2023

What are the challenges and risks in using yield management? ›

Risks associated with yield management
  • Loss of competitive focus: Yield management over-emphasizes profit maximization. ...
  • Customer alienation: In the event that customers discover that they are paying a higher cost for administration than others, they might consider that it an unfair pricing.

What is the main goal of yield management? ›

The objective of yield management is to maximize the revenue or yield of the firm. A good yield management system will help the firm decide how much of each type of inventory (whether it be seats on an airplane, rooms in a hotel, or cars in a rental car fleet) to allocate to different types of demand.

Which of the following is the benefit of yield management? ›

The benefits of yield management include: 1) Increased Revenue- Yield management in the hospitality industry aims to help you make the most of your available inventory. It helps you generate more revenue even when occupancy rates are lower than 100%.

What is yield management strategy? ›

Yield management is a dynamic hotel pricing strategy designed to produce the maximum revenue, or yield, from a set inventory of rooms. It's about understanding and influencing traveler booking behavior and finding the optimal balance between occupancy and rate.

How hotels using yield management to maximize their profit? ›

Hotel yield management is a powerful tool that helps hotels maximize their revenue. It involves analyzing customer data, predicting customer demand and adjusting prices accordingly. By using this technique, hotels can ensure that they are able to fill up their rooms and make the most out of their occupancy rate.

What is yield management definition strategies and examples? ›

Yield management is a variable pricing strategy, based on understanding, anticipating and influencing consumer behavior in order to maximize revenue or profits from a fixed, time-limited resource (such as airline seats, hotel room reservations or advertising inventory).

What are the 5 management challenges? ›

5 Management Challenges and How to Overcome Them.
  • Effective communication with the team.
  • Evaluating and confronting performance problems.
  • Hiring the right people.
  • Managing conflicts within your team.
  • Retaining star employees.
Jan 20, 2022

What is the conclusion of yield management? ›

Conclusion. Yield management is all about selling products and services at the right price, at the right time, to the right people – and making the most of a limited resource. Sometimes businesses, faced with a lack of pricing power turn to yield management as a last resort but soon discover that it was a wise move.

What are the biggest management challenges? ›

Here are some of the most common challenges managers face and how to overcome them:
  • Decreased performance levels.
  • Being understaffed.
  • Lack of communication.
  • Poor teamwork.
  • Pressure to perform.
  • Absence of structure.
  • Time management.
  • Inadequate support.
Mar 10, 2023

What is the important part of yield management? ›

Yield management is based on supply and demand. Prices tend to rise when demand exceeds supply; prices tend to fall when supply exceeds demand. Pricing is the key to profitability.

What are the two fold goals of yield management? ›

The goal of yield management is twofold: to maximize profit for guest room sales and to maximize profit for hotel services. These goals are important for future hoteliers to un- derstand, because if they set out only to maximize room sales, the “most profitable guest” may not stay in the guest room.

What is yield in a hotel? ›

What is the meaning / definition of Yield in the hospitality industry? Yield simply means revenue made. But a common mistake is to assume that Yield is the revenue created from the selling of rooms and suites and from in-house services within the hotel.

How hotels use yield management tactics on high demand? ›

Hotels use yield management to price rooms in a way that maximizes revenue while also taking into account things like occupancy levels and advance bookings. Hotels can predict demand by understanding historical data and trends to plan for future demand and make smart adjustments based on this strategy.

Which rates are most beneficial for yield management in hotel? ›

Average Daily Rate (Read: ADR) and Revenue per available room (Read: RevPAR) are the two key parameters that affect your hotel's revenue to a great extent.

Where does yield management work best? ›

Yield management is a pricing strategy commonly utilized by businesses in hospitality, air travel, and other tourism-related fields to generate maximum revenue from a perishable inventory (e.g., hotel rooms, or airline seats).

Why do companies use yield management? ›

By using an innovative yield management system, businesses can assure that no human errors occur because costs are decided based on market forecasting. This sort of management program brings businesses into the future by automating their processes through the use of technology.

What are the three major challenges to strategic management? ›

5 Major Challenges Faced by Strategic Leaders in Organisations
  • Rigid People: ...
  • Culture Issues: ...
  • Self-motivation: ...
  • Managing All Stakeholders: ...
  • Lack of Innovation & Creativity:
Aug 3, 2022

What are the benefits of facing challenges? ›

Hard times stimulate growth in a way that good times don't. Facing challenges and navigating one's way through them builds resilience capacity. Knowing that one can overcome obstacles, learn from struggles and benefit from mistakes lays a solid foundation for success in later life.

What is yield management called? ›

Yield management, also called revenue management, is a broad technique that aims to maximise profits.

What is the most difficult challenge in strategic management? ›

Answer and Explanation: Strategic implementation is arguably the most difficult stage in strategic management. Translating plans into actions can be difficult, especially if one encounters some challenges.

What do you do to overcome these challenges? ›

10 Ways to Overcome Challenges in Life
  1. Make A Plan. While you don't know what is going to happen in the future, you can always plan ahead. ...
  2. Know You're Not Alone. Every person in this world has their low points. ...
  3. Ask For Help. ...
  4. Feel Your Feelings. ...
  5. Accept Support. ...
  6. Help Others. ...
  7. Think Big. ...
  8. Positive Mindset.

What is the importance of yield? ›

Since a higher yield value indicates that an investor is able to recover higher amounts of cash flows in their investments, a higher value is often perceived as an indicator of lower risk and higher income.

How yield management benefits the hotel and airline industries? ›

Yield management also allows hospitality businesses to focus on optimizing the pricing and selling strategy of their single most important resource – the rooms they have available. This allows hotel owners, for example, to get the basics of their business right, by maximizing revenue from rooms alone.

What is the main function of the yield manager at a hotel? ›

The goal of yield management is not merely to increase room rates or occupancy; rather, it's to maximise your hotel's revenue by forecasting your room supply and demand across a variety of key factors. Yield management shares many similarities with the concept of revenue management, but has actually existed for longer.

What are the three effective yield management approaches? ›

The main goal of yield management is to maximize the revenue with the help of effective management of three essential domains – pricing strategy, control of availability and inventory control.

Why do businesses choose to implement yield management strategies? ›

In any market for any product, there is a price at which the public is willing to pay, and producers are willing to produce it for. Yield management helps businesses find that ideal price in a more flexible manner than deciding yearly price adjustments.

What is yield management solutions? ›

Yield management solutions (which are often built into PMS), will examine your property's internal data – including room segments/pricing, historical data, the level of demand, and the number of rooms sold, among many other internal factors – and make pricing determinations to maximize revenue opportunities.

What are the elements of yield management? ›

What are the elements of yield management? The elements of yield management include team-based room selling, individualized room selling, food and beverage-based selling, and holding special events. These elements are crucial to the workings of this pricing tactic.

How does yield management maximize revenue? ›

Good yield management maximizes (or at least significantly increases) revenue production for the same number of units, by taking advantage of the forecast of high demand/low demand periods, effectively shifting demand from high demand periods to low demand periods and by charging a premium for late bookings.

How do you implement yield management? ›

7 yield management strategies for boosting revenue
  1. Let data guide your decisions. Start by setting rates for the coming year. ...
  2. Practice dynamic pricing. ...
  3. Implement stay restrictions. ...
  4. Track competitors' rates. ...
  5. Vary your pricing. ...
  6. Understand your market mix. ...
  7. Don't let those beautiful hotel rooms sit empty.
Jan 19, 2022

Which is better revenue management or yield management? ›

In a nutshell: with the revenue management you get the “big picture”, the overall strategy so to speak. The yield management is, on the other hand, only part of the price optimization and can be seen only as part of the revenue management.

What is the difference between revenue management and yield management? ›

Yield management is a strategy used to get the most revenue possible out of a specific revenue stream (e.g. an inventory of rooms). Revenue management is a broader strategy that aims to increase revenue across the whole hotel.


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