Revenue management application methods and levels of five star hotels

Revenue management; It is a business application that sells the right inventory to the right customer at the right time and at the right price. The aim of this research is to determine the methods and application levels used by five-star hotels in revenue management practices and to determine at what level the applied methods can be applied in practice. In order to achieve this aim, a semi-structured interview consisting of 11 open-ended questions was applied to eight executives working in five-star hotels. In the research, codes were created by subjecting the qualitative data to content analysis. As a result of qualitative analysis; Revenue management practices are carried out by correctly understanding and analyzing the spending and booking habits of guest profiles at hotels. In order to be able to make reasonable predictions in line with the demands expected by the hotels, and when calculating these predictions, they consider the factors that will affect the market such as realized reservations, past numbers, future reservation potentials, weather and season reports, workload in the market, and special day calendars. The data collected by the revenue management information systems are presented to the hotel reservation system with detailed reports. Thanks to these reports, it has been concluded that revenue managers can increase revenue and profitability with the decisions they take on price determination. Keywords: Revenue management practices, Profitability in hotels, Room pricing