Segments, rate categories and channels on one page

Most owner reviews I sit in open with occupancy and ADR. Very few open with segmentation, and that's usually where the real story is.

I've put the room revenue framework on one page. Every room night carries three tags. The segment says who booked. The rate category says on what terms. The channel says how the booking reached us.

The definitions look dry until they hit the P&L. An OTA Merchant booking is recorded net of commission, while OTA Retail is recorded gross. Put both in one bucket and your rate comparison is off before you've started. A loyalty member on a promotion belongs in Discount. Wholesale revenue is recognised on the stay dates, not the day the contract's signed.

None of this is new. It sits in USALI. I still find hotels where front office, revenue and finance code the same booking three different ways.

If your segment report and your P&L don't reconcile, this page is a good place to start.

Non multa, sed multum.