serves as Chief Innovator at Sabre Airline Solutions. Prior to rejoining Sabre, he served (2000–03) as VP of CRM and Revenue & Price Optimization at i2. At Sabre (1985–99), Dr Vinod was Vice President of Airline Solutions, responsible for Pricing and Yield Management. Dr Vinod earned a PhD in Industrial Engineering from Purdue University with a concentration in operations research

Correspondence: Ben Vinod, Sabre Holdgings, 1 East Kirkwood Blvd, Office No. A2-603, Southlake, TX 76092, USA Tel: +1 817 264 2970; E-mail: ben.vinod@sabre.com

Revised 15 January 2004.

Abstract

The potential for generating incremental revenues with revenue management in the hotel industry is a well-established fact. This paper describes the various revenue management techniques with varying degrees of inventory control sophistication and the challenges faced by the hotel industry to establish a well-defined and repeatable revenue management process.