Revenue management practices in the accommodation establishment in a competitive environment

The priority goal of accommodation establishments in today's competitive world is to profit and to maintain this profitability. Ensuring to reach these goals is only possible through the strategies and policies designed by businesses. Each unsold room directly causes the loss of the business in hotels. For this reason, capacity utilization and pricing are gaining importance as there is intense competition in hotel enterprises with fixed capacity. Revenue management is a managerial tool that commonly practised in the hotels to manage the allocation of their capacity in order to maximize revenue. In this research, it tried to explain the applications of the revenue management in relation to the competition. The topics such as how the hotels follow their competitors, what strategies they apply to provide competitive advantage, what they pay attention to when determining their prices, and so on have been investigated. The research has been made in 5 star hotels in İstanbul. The study has 3 chapters. On the first chapter competition and strategy of the competition have been tried to be defined. On the second chapter revenue management and applications of the revenue management have been discussed with literature review. On the third chapter interview has been made with revenue managers and analysts who works 5 star hotels in İstanbul. Predetermined questions related with competition and revenue management have been asked to examine their strategies and activities in a competitive environment. Keywords: Hospitality Establishments, Competition, Revenue Management