BY KRISTINE HUFFMAN AND PULSE STAFF

MAKING MORE MONEY next year is always the expectation — but how can you get there ? Sure , you ’ ll need to control expenses as much as possible , but you ’ ll need to increase your topline revenue as well . Adam Hayashi , Accor North & Central America ’ s vice president of revenue management , recently shared several insights about applying yield management strategies to spas as a way to bring more to the top line .“ Take baby steps ,” he advises . “ When you ’ re adopting a revenue management culture , you don ’ t want to throw too much in the beginning because at the end of the day , getting your frontline staff to buy into what you ’ re doing is important . They ’ re the ones who are going to be speaking with a guest . It should be seamless . It should be something that flies under the radar .”

Hayashi ’ s approach to creating a revenue management culture in spas is to move through three stages .

STAGE ONE : Variable Pricing “ When we started this process , the majority of our spas had seven-day-a-week pricing ,” Hayashi shares .“ This usually means some days it ’ s too high . And some days it ’ s too low . And it ’ s probably very rarely right . It doesn ’ t take into account customer segmentation , or any type of demand acknowledgement .” Hayashi offers some practical advice : “ To get started , look at your business . Maybe you ’ re busier on Saturday than Monday night . Are you underpriced on Saturday or are you overpriced on Monday ?

( CONTINUED ON PAGE 22 )

20 PULSE n OCTOBER 2023