Hotel Revenue Management

A 2 day programme in hotel revenue management, introducing a more collaborative approach to understanding and controlling demand.

19 - 20 June


The 2 day short course aims to broaden an understanding of revenue management, promising some hard work, fun interactive exercises and the opportunity to network.

Attendees will leave being able to contribute more effectively to the discussions and decisions being made in their business, aware of current developments and trends and having made new contacts in their industry.


The course has been developed to suit those who have had little exposure to revenue management previously, but have an interest in understanding the role of a revenue manager in a hotel.  It is meant as a foundation course, perhaps for those who are looking for a move into Revenue Management, or to be able to contribute more to this function in an existing role.


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

Delivery 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:

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

Course leaders

The programme will be delivered by Sylvia Ganbert, Teaching Fellow at the University of Surrey and Janel Clark, Head of Consultancy and Education at Next Generation. Sylvia has recently returned to the UK following 4 years in Dubai, working in some of the most exclusive properties within Tiara Hotels & Resorts, Fairmont Raffles Hotels International and InterContinental Hotel Group.

Between them, Sylvia and Janel have combined experience of over 40 years in the area of revenue management, having worked worldwide in both independent and large group hotel businesses. They are perfectly placed to provide sound teaching, demonstrating first-hand experience along with an understanding of current challenges and developments in the area of revenue management. Facilitators are approachable and welcome participants questions.

Dates and times

19 June  9am - 6:30pm
20 June 9am - 5pm

There is a drinks reception at the end of day 1 and attendees are actively encouraged to network with both other participants and speakers throughout the event.


The workshop will take place in a dedicated space at the University of Surrey campus in Guildford, set amongst the vibrant student atmosphere, with catering from Lakeside restaurant.

Standard pricing

£700 per person.

10% discount for group booking.

Book now

You can book your place on this course through our online store.

Contact us


The stag statue on the University of Surrey campus

"The revenue simulation was a working practice of how strategy, pricing, investment and profitability work in reality."

Previous attendee

"Relevant, stimulating and well presented."

Previous attendee

Hotel revenue management flyer

Contact us

  • Phone: +44 (0)1483 686300
  • Fax: +44 (0)1483 686346

Find us

School of Hospitality and Tourism Management
University of Surrey