How To Be a Successful Revenue Manager: A Case from the Marriott Turkey Cluster

Year 2022, Volume: 8 Issue: 1, 1 - 11, 30.06.2022

Tevfik Demirciftci

https://doi.org/10.26650/jot.2022.8.1.1038134

Abstract

Revenue managers play a vital role in the hotel industry for maximizing revenues. The hotel industry also understands the importance of revenue managers. However, according to hotel revenue professionals, there is still a lack of qualified revenue managers. The purpose of this case study is to reveal the competencies of a successful hotel revenue manager. To achieve this purpose, an expert interview was done with a successful revenue manager in the Marriott Turkey cluster. It was found out that having good analytical and communication skills were essential to being a successful revenue manager. Understanding the local market and adopting brand standards were vital for effective revenue management.

Keywords

Revenue management, Hotels, Marriott, Turkey, Human resources

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