Illustrative sample — not client results
Revenue Opportunity Check — sample structure
How a Revenue Opportunity Check is structured: what gets reviewed, how findings are framed, and what the property receives at the end. The content below is illustrative and describes method, not a client outcome.
Challenge
Pricing discipline had drifted and demand windows were being recognised late, with no repeatable review cycle in place.
Diagnosis
Rate logic was reactive rather than pace-driven, restriction management was inconsistent, and channel economics were not reviewed as a whole.
Actions
Structured rate review by date, a ranked 30–60 day action list with named owners, and a defined weekly pricing cycle.
Expected outcomes
Pricing decisions made before demand windows close, restrictions applied deliberately rather than reactively, and a forecast management can hold the work against. No revenue figure is claimed — outcomes depend on market, execution and starting position.
Illustrative sample — not client results
The weekly action sheet
Once the diagnostic is complete, this is the working document produced each week. Every row carries an owner and a deadline, and the result is recorded at the next review.
Weekly revenue action sheet
Week commencing 25 Aug · sample property
| Period | Signal | Pace | Issue | Action | Owner | Due | At next review |
|---|---|---|---|---|---|---|---|
| Thu 4 – Fri 5 Sep | Congress confirmed | 91% on books | Rate unchanged since June; last 6 rooms underpriced | Raise BAR €40, apply 2-night MinLOS | Hotel team | Mon 25 Aug | Applied — sold out at higher ADR |
| Sun 7 – Mon 8 Sep | Post-event trough | 38% on books | Pace 9pp behind prior year, no stimulus in market | Open 20 rooms to discounted mobile rate; lift MinLOS | Hotel team | Wed 27 Aug | Applied — pickup +11 rooms |
| Sat 13 Sep | Marathon | 89% on books | Closed to arrival is blocking 1-night high-rate demand | Remove CTA, hold rate, monitor daily | Kanik Advisory → Hotel team | Fri 29 Aug | Pending next review |
| Weeks 5–8 out | Soft booking window | 3–4pp behind | Late pickup masking a weak forward window | Review comp-set pricing at 6 weeks out; test €10 reduction | Kanik Advisory | Ongoing | Under review |
Thu 4 – Fri 5 Sep
Congress confirmed- Pace
- 91% on books
- Issue
- Rate unchanged since June; last 6 rooms underpriced
- Action
- Raise BAR €40, apply 2-night MinLOS
- Owner
- Hotel team · due Mon 25 Aug
- At next review
- Applied — sold out at higher ADR
Sun 7 – Mon 8 Sep
Post-event trough- Pace
- 38% on books
- Issue
- Pace 9pp behind prior year, no stimulus in market
- Action
- Open 20 rooms to discounted mobile rate; lift MinLOS
- Owner
- Hotel team · due Wed 27 Aug
- At next review
- Applied — pickup +11 rooms
Sat 13 Sep
Marathon- Pace
- 89% on books
- Issue
- Closed to arrival is blocking 1-night high-rate demand
- Action
- Remove CTA, hold rate, monitor daily
- Owner
- Kanik Advisory → Hotel team · due Fri 29 Aug
- At next review
- Pending next review
Weeks 5–8 out
Soft booking window- Pace
- 3–4pp behind
- Issue
- Late pickup masking a weak forward window
- Action
- Review comp-set pricing at 6 weeks out; test €10 reduction
- Owner
- Kanik Advisory · due Ongoing
- At next review
- Under review
The management view
The same information condensed into a single board: current position, forward pace, the demand calendar, and where channel mix is costing net revenue.
Sample revenue board
68 rooms · city centre · independent
Rolling 30 days from 1 Sep
ADR
142EUR
+4.1% up, vs same period prior year
Average daily rate — room revenue divided by rooms sold.
Occupancy
71.4%
−2.3pp down, vs same period prior year
Rooms sold as a share of rooms available.
RevPAR
101EUR
+0.9% up, vs same period prior year
Revenue per available room — ADR multiplied by occupancy.
Booking pace
By weeks before arrival · departures Sep–Oct
Rooms on the books as % of capacity
Weeks before arrival
- Current
- Prior year
Where are we behind pace? Pace runs 8 to 9 percentage points behind prior year at eight to six weeks out, crosses over at four weeks, and finishes 11 points ahead at one week. Late pickup is compensating for a soft booking window, which concentrates revenue in the least controllable part of the curve.
Demand calendar
Next 14 days · % on books
- Mon1Normal, 64% on books
- Tue2Normal, 68% on books
- Wed3Strong, 79% on books
- Thu4Compression, 91% on books, Congress
- Fri5Compression, 94% on books, Congress
- Sat6Strong, 83% on books
- Sun7Soft, 41% on books
- Mon8Soft, 38% on books
- Tue9Normal, 57% on books
- Wed10Normal, 62% on books
- Thu11Strong, 76% on books
- Fri12Strong, 81% on books
- Sat13Compression, 89% on books, Marathon
- Sun14Soft, 44% on books
- Compression
- Strong
- Normal
- Soft
Two compression clusters — a congress on 4–5 Sep and a marathon on 13 Sep — sit next to soft Sunday and Monday trailers on 7–8 Sep. Both need pricing decisions before the booking window closes.
Channel mix
Rolling 30 days
Share of room revenue · gross vs net of commission
| Channel | Gross | Net |
|---|---|---|
| Direct | 24% | 24% |
| OTA — primary | 46% | 38% |
| OTA — secondary | 18% | 14% |
| Corporate / TA | 12% | 11% |
- Gross share
- Net of commission
How is channel mix affecting net revenue? The primary OTA delivers 46% of gross room revenue but 38% after commission. Direct is 24% gross and 24% net. Shifting five points of volume from the secondary OTA to direct would retain roughly one fifth more revenue per booking on those rooms.