HSMAI: KPIs guide for the hospitality commercial strategist

A resources to assist hoteliers as they develop and align their commercial strategies, distinguishing who should use what measures and when

Mar 21, 2023

HSMAI’s Sales, Marketing, and Revenue Optimization Advisory Boards have been talking a lot about KPIs - Key Performance Indicators - all while the question “What is success?” continues to elude their disciplines in practice throughout the industry.

Key takeaways

  • Ninety percent of the revenue leaders in attendance declared that RevPAR is not the leading indicator which they consider to measure success;
  • Today’s successful leaders focus on total revenue and its relation to profit;
  • This suggests that our industry's “headline KPI” should be TrevPAR or GOPPAR versus RevPAR.

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