Glosario Revenue Dataria

Revenue Glossary

At Dataria, we like to keep things simple.
This glossary is made for anyone on the team — whether you’re in revenue, management, front desk or marketing — to quickly check what each technical term we use actually means.

No fluff. No pointless jargon.

ADR

Average price per sold room, per day. 👉 On average, how much are you charging for each room someone actually stays in?

Advance Booking or ADV

(ADV. Bookings made well ahead of arrival date. 👉 Helps you understand the pace and adjust prices.

Average length of stay

Average of nights per booking. Formula: Total nights / Number of Bookings 👉 If they book you many times a single night… check your mix.

Booking Engine

Tool that allows direct online reservations on the hotel website. 👉 Where you book without intermediaries.

Booking Window

(Active distance from date). Time between booking date and arrival date.👉 How many days are left for the stay.

Bottom Rates

Lowest possible rates a hotel is willing to offer. 👉 The ground of your profitability.

Cancellations

Bookings that are cancelled before arrival. 👉 Important to differentiate between refundable and non-refundable.

Channel Manager

📊 What is a Channel Manager? A Channel Manager is a system that connects the property management system (PMS) of a hotel with various online distribution platforms (such as OTAs, GDS, direct reserve engines). Sync in real time availability, fees and reservations to avoid overselling and maximize exposure. 🧮 How

Channel Mix

Breakdown of bookings by channel (direct, OTA, GDS, etc.). 👉 Where are your bookings actually coming from?

Collaborative Benchmarking

Comparing with other hotels ethically and using real (not puffed-up) data. 👉 Checking out the competition – but keeping it classy.

Competitive Set

(Compset). Group of competitor hotels used as benchmark in pricing and performance strategy. 👉 Your “healthy rivals”: same segment, zone or type of client.

Cost Per Available Room

(COSTPAR). Operating costs divided by the number of available rooms.👉 What it costs you to have a room ready, whether you take care of it or not. Formula: Operating Costs / Available Rooms.

Cross-selling

Suggesting complementary products or services. 👉 “Do we add breakfast or late check-out?”

Customer Lifetime Value

(CLV) (For hotels). Total value a guest brings across all their stays. 👉 It’s not all about that first booking – think long game.

Day Use Room

Booking type. Room rented for a few hours during the day, not overnight. 👉 Perfect for scales, work, short getaways.

Democratic BI

Business Intelligence that’s easy for the whole team to use, not just the data nerds. 👉 Like what we do at Dataria – so everyone can make smart choices.

Dependency Index

How much your business leans on a single channel or guest type. 👉 If it’s all riding on Booking.com… yeah, that’s a red flag.

DUS Rate

(Double Use Single). Rate for a double room used by one person. 👉 A single customer, but in a double room.

Dynamic Booking Window

Constantly tweaking prices based on how far out the bookings are. 👉 A booking 30 days in advance isn’t the same as one made last-minute.

Ethical Rate Fencing

Clear, honest reasons behind price differences. 👉 If you’re charging more, make sure it makes sense – and say why.

Forecast

Sales projection based on historical data and current demand. Very useful to control in real time the fulfillment of your main goals in the different indicators (KPIs).👉 Allows you to anticipate and adjust prices or personal.

Forecasting

The continuous process of updating predictions based on new data. 👉 More than predicting punctually, it’s tuning all the time.

GDS

Global Distribution System. 📊 What is a GDS? A GDS (Global Distribution System) is a technology platform that enables hotels to distribute their room inventory directly to travel agencies, especially offline and corporate agents. It acts as a bridge between a hotel’s system and the travel agents booking on behalf

Green Revenue Metrics

Tracking profit with sustainability in mind. 👉 Can you charge more because you’re genuinely eco?

Gross Operating Profit per Available Room or GOPPAR

(GoPPar). Gross operating profit divided by the number of available rooms. 👉 It goes beyond RevPAR because it includes operating costs. 📊 What is GOPPAR? GOPPAR stands for Gross Operating Profit Per Available Room. This key metric in the hotel industry shows the net operating profit generated by each available

Hotel Budget

(Hotel Budget). Annual plan of income, expenses and expected profitability.👉 Your economic roadmap for the year.

Hotel Market

📊 What is Hotel Market? In hotel revenue management, “Hotel Mareket” is a term used to describe the geographical or commercial market where the hotel competes. It includes the local demand, competition, and economic factors influencing performance. 🧮 Factors defining Hotel Market ✅ Importance of Hotel Market 📘 Practical example

Hybrid Dynamic Pricing

Mix of automation + human judgement to set rates. 👉 How we do it at Dataria: tech gives the suggestion, you make the call.

IT Manager

(Information Technology Manager). Person in charge of the hotel’s technology infrastructure. 👉 The person who makes everything digital and technological work.

Kiss Rule

(KISS: Keep it simple, stupid). Principle to simplify processes and avoid unnecessary complexity. 👉 Don’t complicate rates or processes: simple sells.

Last Minute

Bookings made shortly before arrival, usually less than 48 hours. 👉 Opportunity or time bomb.

Lead Time

Gap between booking date and check-in. 👉 How far in advance are people booking?

LOS (Length of Stay)

Average number of nights guests stick around. 👉 How long do folks usually stay with you?

Market segmentation

Grouping customers by behaviour or booking channel. 👉 Not all guests are looking for the same thing, right?

Nesting

Technique. Prioritising reservations by revenue contribution. 👉 The system chooses the most profitable rate according to business rules.

Occupancy (%)

Percentage of rooms sold vs. total available. 👉 How full is your place tonight?

OTA

(Online Travel Agency). Intermediary platforms that sell rooms online to the final customer. Example: Booking, Expedia, etc. 👉 The online agencies that we all use… but they charge commission.

Overbooking

Selling more rooms than you’ve got, banking on cancellations. 👉 A bit risky – but smart if you know what you’re doing.

Personalisation

Adapting the guest experience, offers or communication to individual preferences and behaviours.It can involve customised emails, room suggestions, price recommendations or upselling strategies based on guest data. 👋 Personalisation isn’t spying — it’s understanding. The better you know your guest, the easier it is to offer exactly what they need…

Pickup

New bookings made over a set period. 👉 How fast are rooms flying off the shelf?

PMS

Property Management System — A Hotel Management System technology. 📊 What is a PMS? A PMS (Property Management System) is the core operational software of a hotel. It handles everything from guest arrivals and departures to room allocation, billing, housekeeping status, reporting and integrations with other systems like channel managers,

Positioning

Positioning of a hotel in the market. 📊 What is hotel positioning? Positioning refers to how your hotel is perceived by potential guests in relation to other accommodations. It’s not just about price, star rating or location — it also involves your online reputation, perceived quality, design, services, reviews, and

Pricing

📊 What is pricing? Pricing refers to determining the right room rates to balance occupancy and profitability. It takes into account demand trends, competitor rates, special events, seasonality, and customer segments to adjust prices dynamically or periodically. 🧮 Key factors that influence pricing ✅ Importance of pricing 📘 Practical pricing

Profit per channel

Actual profit per channel – not just sales numbers. 👉 Which one’s bringing you real cash, not just bookings?

Property Management System

(PMS). Software used to manage hotel operations like check-in, billing, housekeeping, etc.👉 The ‘operational brain’ of the hotel.

Rack Rates

Official public room rates without any discounts. 👉 The “list price” that no reseller usually pays.

Rate Parity

Keeping your prices the same across all channels. 👉 What you try to avoid to stop losing margin for no good reason.

Revenue

👉 Income generated solely from the sale of hotel rooms. 📊 What is Revenue? Revenue is the total money earned from rooms sold over a specific period, excluding other sources like food or events. 🧮 Revenue Formula Revenue = Average Daily Rate (ADR) × Number of rooms sold ✅ Importance

Revenue Management

👉 The strategic process of optimising a hotel’s revenue by managing pricing, distribution, and availability. 📊 What is Revenue Management? Revenue Management uses data analysis and strategies to sell the right room, to the right customer, at the right price, at the right time to maximise total hotel revenue. 🧮

RevPAR

(Revenue per Available Room) Average income per available room – it’s ADR × Occupancy. 👉 Tells you how well your rooms are really performing, booked or not.

Seasonality

Fluctuations in demand depending on the season or time of year. 👉 You don’t sell the same in August as in January.

Staffing

Strategic planning of staff based on expected occupancy. 👉 How many people do you need today at reception or in flats according to your reservations.

Total Revenue

All income generated by the hotel: Rooms + F&B (Food & Beverage) + Extras + Other Services. 👉 Everything that goes in the box, not just for sleeping.

Total Revenue Per Available Room or TRevPAR

Total income from all sources, per available room 📊 What is TRevPAR? TRevPAR stands for Total Revenue per Available Room. It measures the total revenue (rooms, F&B, spa, parking, etc.) generated per available room in a given period. 🧮 Formula Trevpar = Total Income / Rooms Available ✅ Why is

Upselling

Encouraging guests to upgrade to higher-value products. 👉 “Do you want a room with a view for only €20 more?”