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Revenue managers a key force with hotels – TMCs told
Travel management companies need to recognise the increasingly important role of the hotel revenue manager, according to a hospitality technology consultant.
Speaking at the Guild of Management Travel Companies Conference in Istanbul, John Burns said revenue managers were now a key force within a hotel team and have significant influence over the rates offered to TMCs and their corporate clients.
“These technicians may be a force to factor in as they might not recognise the long term value of partners,” he warned.
“This trend may be a disadvantage for TMCs. TMCs might have a good relationship with the sales and marketing teams, but these people will increasingly be reporting into a revenue manager who does not place as much value on the relationship.”
But Burns said the likely recession period might help revenue managers recognise the importance of long term relationships.
“It will certainly speed it up,” he said.
Carlson Wagonlit Travel business development director Jennifer Charlton said TMCs should work more closely with hotel revenue managers and suggested the GTMC forms a Revenue Management Forum.
“Hotel revenue managers need to have a true understanding of a TMCs value and see spend across the whole hotel group, not just at one property,” she said.
by Bev Fearis
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