The General Manager, Director of Revenue Management, Director of Sales, Director of Rooms/Front Desk
Manager are usually the and the Forefront of Yield Management efforts in a hotel. While A Director of Revenue
Management may want to increase rate at the highest occupancy through transient guests, a Director of Sales
may want to get as many groups booked at lower rates. The Front Desk Manager wants to make sure they
don’t overbook and end up walking guests.
As the General Manager – Which of these strategies do you feel needs to be at the top of the list?
Which of these should be at the bottom?