Last week, while teaching at Universidad Rey Juan Carlos alongside Jeong Pyon from our partner Duetto, we had a dynamic conversation about the real challenges and opportunities shaping Revenue Management today. One key insight stood out: Knowledge Management isn’t just important—it’s essential.

As technology evolves and markets shift faster than ever, our ability to collect, interpret, and apply knowledge effectively is what separates high-performing hotels from the rest. Revenue Management is no longer just about algorithms and forecasts. It’s about creating a culture that knows how to make smarter decisions, faster.

Read the full article at the Hospitality Labs blog and subscribe for more actionable insights and exclusive content. Let’s shape the future of hospitality together!

1. Strategy Comes Before Forecasting

Can we really forecast with accuracy? Sometimes. But focusing solely on the forecast misses the bigger picture.

➡️ Start with strategy. Understand your market position, your brand value, and your guest expectations. Forecasts should support your strategy—not define it.

➡️ Knowledge Management ensures teams align on strategy before chasing numbers.

2. How Technology Can Help—But Only If We Use It Right

We have endless tools—RMS, BI platforms, and AI models. But they’re only as good as the people using them.

➡️ Tech accelerates decision-making when teams are empowered with the right knowledge and processes.

➡️ Invest in training and knowledge sharing so that technology becomes an enabler, not a bottleneck.

3. Changing Booking Patterns Demand New Thinking

Booking windows are shorter. Guests are less predictable.

➡️ Traditional forecasting models are struggling to keep up.

➡️ Dynamic knowledge-sharing—real-time insights across departments—helps adjust strategies in the moment, not weeks later.

4. Surge Pricing Isn’t Just About Raising Rates

Dynamic and surge pricing get a bad reputation. It’s not only about increasing prices during high demand.

➡️ It’s about understanding perceived value and personalizing offers that feel right to your guests.

➡️ Knowledge Management helps identify why and how you price, not just when.

5. Personalized Pricing & Dynamic Offers: Where Knowledge Meets Revenue

AI and big data can suggest personalized prices—but it’s your team that ensures they make sense for your guest experience and brand promise.

➡️ Personalized pricing isn’t a discounting tool. It’s a value communication strategy.

➡️ Knowledge empowers commercial teams, revenue managers, and front-line staff to make consistent decisions.

6. Labour Shortages: Knowledge is Power

Labour shortages in hospitality are real.

➡️ When talent is scarce, systems and knowledge management fill the gaps.

➡️ Empower your team with access to centralized knowledge so they can act decisively without depending on layers of approval.

7. Problem-Solving Beats Analysis Paralysis

The best revenue managers don’t just spot problems—they solve them.

➡️ Knowledge Management frameworks help teams quickly identify issues, share insights, and collaborate on solutions.

➡️ It’s not just about knowing what’s wrong—it’s about knowing how to fix it.

Final Thoughts

Revenue Management today is less about forecasting and more about empowering teams with the right knowledge to make smarter, faster decisions.

In a world where data is everywhere but wisdom is scarce, Knowledge Management becomes the competitive advantage that unlocks better strategies and better results.

Let’s keep the conversation going. If you want to explore how Knowledge Management can strengthen your Revenue Strategy, subscribe to Hospitality Labs for more insights.

Until next time, keep exploring the endless possibilities of hospitality.

👉 Read the full article at the Hospitality Labs blog and subscribe for more actionable insights and exclusive content. Let’s shape the future of hospitality together!

Fernando Vives

About Fernando Vives

Fernando Vives stands at the forefront of hospitality expertise, guiding Minor Hotel Europe and Americas (part of Minor Hotels ) Commercial Discipline and Top Line Results. His dynamic leadership oversees a vast portfolio, including sales, revenue management and digital growth, steering a team of over 2,000 across 30 countries and managing a turnover of over $3 billion USD. Awarded as one of the Top 20 Extraordinary Minds by HSMAI in the industry for Commercial & Revenue Optimization Leadership, Fernando's extensive background includes senior roles at renowned hotel chains and ventures into entrepreneurship. He is an academic pioneer, and an esteemed speaker and a passionate industry advocate, Fernando's educational prowess is matched by his commitment to shaping the future of hospitality as an Ambassador for Hospitality Labs

The views and opinions expressed in this newsletter are solely those of Fernando Vives and do not necessarily reflect those of any company or organization he works for or is affiliated with, nor those of their partners or suppliers. The data sources used are mostly public, ChatGPT may have been used for research assistance, copywriting or editing. If you find any discrepancies or errors in the data or insights shared, please reach out via LinkedIn for necessary adjustments. Thank you for following and being a part of this community.

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