Hotel Revenue
Online Course

Driving Hotel Revenues

Driving Hotel Revenues is an online course where you will develop a comprehensive knowledge base related to three key areas of hospitality marketing and sales:
- Distribution Channels
- Revenue Management
- E-Marketing and Social Media



Week 1 to 5 Distribution Strategy:
- Introduction to distribution
- Introduction to hotel distribution
- Distribution channel management
- Distribution channel: direct booking
- Distribution channel: direct sale
- Channel performance fundamentals
- Channel performance fundamentals
- Distribution channel challenges
- Hotel distribution: challenges and solutions
- Final assessment
Week 6 to 10 Revenue Management
- What is Revenue Management?
- Pricing strategy
- Forecasting
- Overbooking
- Inventory allocation and capacity control
- Group request management
- Revenue management implementation
- Latest trends in revenue management
- Final assessment
Week 11 to 15 E-Marketing & Social Media:
- Seeing the big picture of digital marketing
- Building a strong brand with content marketing
- Social media, user-generated content, and digital performance
- Digital marketing challenges and what’s next
- Final assessment


Learning Outcomes

Distribution Strategy

  • Describe the scope of distribution management and its challenges
  • Illustrate consumer expectations and behavior across distribution channels
  • Describe market segments across distribution channels
  • Define how distribution channel value is evaluated and make decisions
  • Identify key issues and challenges of distribution management
  • Recognize the need to utilize data and insights for marketing strategies


Revenue Management

  • Apply different methods to forecast future demand
  • Identify new data sources and conduct a comprehensive data analysis
  • Distinguish between revenue optimization and revenue generation
  • Evaluate hotel performance using KPIs

  • Discuss the key trends in revenue management for hospitality businesses


Digital Marketing & Social Media Strategies

  • Apply market segmentation techniques

  • Interpret digital marketing analytics to distinguish customers
  • Develop strategies for customer relationship management
  • Explain the key issues and challenges of digital marketing
  • Integrate digital marketing with traditional marketing activities


Who Should Join

This course is designed for hospitality professionals, hotel owners, entrepreneurs starting a hospitality business and any professional with business experience wishing to update their skills and learn how to drive hotel revenues.

Course Advantages

  • A learning manager moderates the course
  • An online course accessible whenever and wherever
  • Course content based on EHL’s MBA in Hospitality program
  • A Certificate of Completion delivered and certified by EHL


Course overview

  • Next intakes 12 September 2022
  • Length 3 x 5 weeks
  • Effort 8 hours / week
  • Course delivery Online
  • Language English
  • Price CHF 5,940
Lecture Videos
Executive Interviews
Interactive Exercises
Reading & Case Studies

Course instructors



Dr. Cindy Heo

Assistant Professor
Revenue Management


Dr. Elisa Chan

Assistant Professor


Dr. Hillary Murphy

Digital Marketing

« Since my background is eCommerce, I wanted to learn more about revenue management to become more familiar with the topic. The course gave me a better understanding on the subject of revenue management and helped me for my day to day decision making process. The shown videos were very clear and easy to understand and most important related to the practical side of the business. The time invested was absolutely worth it, and my clients benefit already from the positive results in the current set OTA rate strategy. »
Luka Zecevic
Founder & Director of Askalu Consulting