Revenue Management

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

11 - 12 June 2019


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 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.


  • 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 course 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 and 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.


Our next course is on 11 and 12 June 2019.

  • Day one: 9:30am - 6:30pm followed by a drinks reception to actively encourage networking with other participants and speakers.
  • Day two: 9am - 5pm.


The course 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.


£700 per person. This includes catering, parking, learning materials as well as a networking drinks reception at the end of day one.

Please note, there is a 10% discount for group bookings.


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


    Group of students sat around a table writing notes and using an iPad

    "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

    Contact us

    Find us

    School of Hospitality and Tourism Management
    Austin Pearce Building (AP)
    University of Surrey
    GU2 7XH