01What is Revenue Management and Why It Matters?An introduction to the philosophy of revenue management: the right room, to the right guest, at the right price, channel, and time. Why running a hotel and revenue management are not the same thing — and why RM became one of the most valuable roles in a hotel.9 min02The room as a perishable good — the root of the RM mindsetThe perishable-inventory concept: an unsold room is lost forever — you cannot sell it later. Why this makes a hotel work differently from any other retail business, and why this idea is the root of the entire revenue management profession.8 min03The three core KPIs: occupancy, ADR, RevPARThe definition, formulas and business meaning of revenue management's three base metrics. On Hotel Peaqplus City's example: how to compute monthly occupancy, ADR and RevPAR — and why none of them is enough on its own.11 min04RevPAR vs. TRevPAR — the full guest valueWhy isn't measuring room revenue enough? TRevPAR (Total Revenue per Available Room) also brings in F&B, spa and meeting revenue. Two segments at the same ADR, yet with completely different total guest value.9 min05The optimal mix — why 100% occupancy isn't the goalA watershed insight: 96% occupancy at a low ADR can be worse than 88% at a high ADR. A concrete worked example at Hotel Peaqplus City comparing three mix scenarios — an introduction to yield thinking.10 min06Channels and distribution basicsHow does the guest reach the hotel? OTAs, direct, corporate, group, GDS, metasearch, wholesale, walk-in. Each channel comes with a different cost, guest type, booking window and guest value — and plays a different role in the strategy.11 min07Rate parity and the distribution rulesWhy can't we freely price differently on every channel? The rate parity rule, OTA contracts and deranking. What the BAR (Best Available Rate) is, and how a hotel can still legitimately run several price points using rate fences.9 min08Segments and markets — who are our guests?Leisure, business, group, MICE, corporate, wholesale. What a segment is, and why each segment behaves completely differently — different booking window, length of stay, price sensitivity and ancillary spend. The segment table is the starting point of strategy.11 min09Seasonality and demand patternsHow to recognize a hotel's demand pattern: high / shoulder / low season, the weekday vs. weekend pattern, and event-driven peaks. Seasonality works on three layers at once, and they multiply together — a hotel's seasonality fingerprint is unique.10 min10The booking window (lead time)What the booking window is, and why measuring it is critical. How it varies by segment and by season, and what you can say about the guest who books 90 days ahead versus the one arriving tonight. The booking window is the RM's most important anti-panic tool.9 min11Length of stay and average length of stay (ALOS)Length of stay as a strategic metric. Why a 4-night booking is often more profitable than four 1-night ones. How to calculate ALOS, and why it is critical to look at it by segment. Length of stay is an RM variable on par with ADR.9 min12A day in the life of an RM — morning, noon, and nightA concrete daily routine: the morning pickup check, booking reports, compset watching, price revisions, the weekly revenue meeting. An average Monday for Hotel Peaqplus City's revenue manager, walked through — how the building blocks from the earlier lessons fit into real daily work.11 min13The basic pricing logic: BAR and the rate structureHow a hotel's rate structure is built: the BAR as the anchor rate, the category premiums, the packages, the promotions, the discount tiers. The rate-plan concept, and how a modern system handles dozens of rate plans at once for the same room.11 min14Compset — who our competitors areThe definition of the competitive set: not necessarily the 4-star nearest to you. What we choose a compset by (location, category, target audience, price range), why the model is three-tiered, and why it must be reviewed annually.10 min15The RM ecosystem — PMS, CHM, RMS, BIWhich systems work together in a hotel? PMS (Property Management System), Channel Manager, Revenue Management System, Business Intelligence. How data flows between them, and why a revenue manager has to understand the whole technical stack.11 min