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Questioning when and where your demand will come, who will be booking at your property, which hotels will you have to compete, and identifying challenging periods or seasons are important to manage expectations. Mapping out these questions out in your strategy will help to set realistic goals.
Ultimately, prioritising achieving a fair share of direct sales empowers hotels to establish stronger control over guest data to increase profitability, and maintain autonomy over their brand image and customer experience. This is one of the first steps when creating a revenue management strategy, performing thorough market research.
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