Revenue Management

Key information

Start date:
To be confirmed

Contact details:


The pace of change within the hotel, tourism and hospitality sector is intense. Keeping up with the latest strategy for revenue management is essential to ensure business growth. By participating in this course, individuals and organisations can introduce the latest thinking into their strategy and ensure maximum value is gained from each room and guest.

Our course leaders have 40 years’ of experience between them within independent and large hotel groups. They understand and can articulate the challenges around seasonality, yield management and the pressure of adapting pricing to suit demand. 

The well-respected course includes competitive simulations and practical advice, which can be immediately transferred back to the organisation. We can deliver our teaching in your business, or individuals can join the open course. We offer this two-day course aimed at helping businesses take a more dynamic approach to their revenue strategy.

A printable version of the course information is available in the revenue management short course document (PDF).

Nathalie, I want to thank you, Janel and Sylvia for a wonderful two days. I thoroughly enjoyed this class and wish to now do the forecasting module. I really can’t speak highly enough of the course.

Gary Redmond, General Manager, Batty Langley's Hotel

Course content

  • Distribution and transaction costs
  • Market segmentation
  • Pricing and its relationship to value
  • Revenue management: its evolution and future
  • The customer, who they are, how they book and how to reach them
  • The importance of online reputation and reviews
  • Trends around the management of big data

Learning and teaching methods

Practical examples, discussions and exercises are integrated throughout the programme to enhance and apply theoretical learnings.

In small groups, attendees will take part in a competitive simulation, managing their own 4* property for one year, responding to market conditions. Participants have the opportunity to make strategic decisions concerning:

  • Distribution
  • KPI and financial analysis and interpretation
  • Pricing and market segmentation
  • Sales and marketing
  • Strategic planning and capital expenditure.

Course leader

Sylvia Ganbert profile image

Sylvia Ganbert

Senior Teaching Fellow

Course contributor

Janel Clark

Janel Clark

Head of Learning and Development Heyward Group

Entry requirements

There are no formal entry requirements for this course.


This course is targeted at current revenue managers and colleagues seeking to develop their understanding of revenue management from serviced apartments, bed and breakfast, resort and spas or residential conference venues.

Fees and funding

Fees are to be confirmed

How to apply

Bookings are not currently open for this course. Please register your interest by emailing


Terms and conditions

When you accept an offer of a place at the University of Surrey, you are agreeing to comply with our policies and regulations and our terms and conditions. You are also confirming you have read and understood the University's prospective student privacy notice.

Further details of our terms and conditions will follow.


This online prospectus has been prepared and published in advance of the commencement of the course. The University of Surrey has used its reasonable efforts to ensure that the information is accurate at the time of publishing, but changes (for example to course content or additional costs) may occur given the interval between publishing and commencement of the course. It is therefore very important to check this website for any updates before you apply for a course with us. Read the full disclaimer.

Course location and contact details

Campus location

Stag Hill

Stag Hill is the University's main campus and where the majority of our courses are taught. 


University of Surrey
Surrey GU2 7XH