The Voice of Revenue Managers

ZS and The Hospitality Sales & Marketing Association International (HSMAI) have partnered to develop this Voice of Revenue Manager (VoRM) study to better understand how Revenue Managers are allocating their time. Among the key findings:

  • Less than half of RMs time is dedicated to revenue generating activities (49% on average)
  • RMs spend on average 5 weeks of full-time effort on RFPs and 6 weeks of full-time effort on budgets (between 8-17 weeks total on just these two activities across chain scales)
  • RMs spend about 76% of their weekly time on non-stakeholder facing activities and only 18% of time with stakeholders. 13% of their week is spent updating the many systems they interact with, and only 5% in revenue strategy meetings.

The following resources are available:

» Study Press Release: ZS and HSMAI study shows hospitality revenue stumbling blocks

» Feature Article: Are revenue managers spending enough time actually generating revenue?

» Study Reports:

  • Full Report
  • Chain Scale Breakdown: Upper Upscale
  • Chain Scale Breakdown: Upscale
  • Chain Scale Breakdown: Luxury
  • Chain Scale Breakdown: Midscale

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» Study Videos

Results Commentary by study co-author Paresh Bhandari, ZS

Results Overview from Kelly McGuire, Managing Principal for Hospitality, ZS

Industry Implications with Rosewood Hotels


Categories: Revenue Management
Insight Type: Reports, Tools, Videos