Hotel Revenue Management


  • Authored by:
    Dr. Sheryl E. Kimes, Professor, School of Hotel Administration, Cornell University
  • 2½ month duration, 5-7 hours per course
  • Consists of 5 two-week courses
The Certificate in Hotel Revenue Management from eCornell
  • Authored by:
    Dr. Sheryl E. Kimes, Professor, School of Hotel Administration, Cornell University
  • 2½ month duration, 5-7 hours per course
  • Consists of 5 two-week courses

Alexandra P.

Sales Manager - Noble-Interstate
“I have been working in hospitality for over 9 years and was promoted to Sales Manager. Although I grasped the concepts and strategies of Rev. Management I did not know the building blocks behind it. This course helped me understand the “1,2,3’s” of Rev Management so that I can 1) do my job better 2) max revenue and 3) better understand our industry.”
Make a lasting impact at your organization by employing advanced revenue management techniques and strategies for your hotel operation and earn a highly recognized credential from Cornell University’s world-renowned School of Hotel Administration.

This program provides you with in-depth training in the most critical revenue management techniques and strategies that you can apply on the job immediately. This program was developed by hotel revenue management expert and pioneer Sheryl Kimes, PhD, professor of operations management in the School of Hotel Administration at Cornell University.

Course content is structured around relevant case examples and interactive exercises, giving you the experience you need to translate theory into practice.
  • Calculate and account for error and apply length-of-stay controls
  • Build booking curves, predict demand, and learn how demand influences other organizational functions
  • Develop, implement and monitor a revenue management strategy that maximizes revenue for your operation
  • Minimize costs and mitigate customer impact with a successful overbooking strategy
  • Explore various approaches to managing distribution channels including direct sales, agencies, the Internet, and opaque pricing channels
  • Implement variable pricing and discounting in the context of price elasticity, optimal price mix, perceived fairness, and congruence with positioning and sales strategies.

Alexandra P.

Sales Manager - Noble-Interstate
“I have been working in hospitality for over 9 years and was promoted to Sales Manager. Although I grasped the concepts and strategies of Rev. Management I did not know the building blocks behind it. This course helped me understand the “1,2,3’s” of Rev Management so that I can 1) do my job better 2) max revenue and 3) better understand our industry.”