Revenue Management

We offers this two-day course aimed at helping businesses take a more dynamic approach to their revenue strategy.

18 - 19 September


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.


The programme 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.


  • 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

18 September  9am - 6:30pm
19 September 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

Contact us

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

Find us

School of Hospitality and Tourism Management
University of Surrey