Thanks – I limited my response to 140 characters in true twitter spirit so it might have been a bit short. You are correct that every shoulder night implies a busier night before or after. If you would have asked the question 6-7 years ago I would have said yes, however in the area of dynamic pricing/Best Available Rates and increased interdependence with distribution channels, technology has moved on significantly.

Modern RMS systems help Revenue Managers determine the optimal strategies in all demand situations, including setting the optimal price and automatically uploading the changes into the various channels or systems.

What we have seen in the last 18 months is that Revenue Managers were required to make strategic rate decisions much more frequently than before and having a good Revenue Management System has often helped avoid any irrational decisions which the Hotel might have regretted later.

Hope this helps

Klaus

Surely by definition a shoulder night (day) only occurs alongside a 100% occupancy night. Hence if 100% occupancy is much rarer (due to market conditions) then shoulder nights are rarer too?

Hence the original question stands – are RMS systems inherently less useful when 100% occupancy is rarer? – i.e. in current market conditions.

This post was mentioned on Twitter by kevinlukemay: Vital reading for anyone in the hotel sector! Talking Travel Tech – Klaus Kohlmayr of IDeaS http://is.gd/6J9CF [Tnooz via @claudebenard]…