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.
(Retroactive volume-based discount or bonus) 👉 A smart incentive that rewards sales performance. 📊 What is a Sales Rappel? In the hotel industry (and in business more broadly), a sales rappel is a retroactive discount or bonus granted when a client (such as an agency, company, or tour operator) reaches
Fluctuations in demand depending on the season or time of year. 👉 You don’t sell the same in August as in January.
Strategic planning of staff based on expected occupancy. 👉 How many people do you need today at reception or in flats according to your reservations.
🔄 What is Stay Frequency? Stay Frequency measures how many times, on average, a guest stays at the hotel during a specific period (e.g., one year). It is particularly useful to assess active loyalty and engagement from returning customers. 👉 Stay Frequency formula Stay Frequency=Total number of stays by returning
What is Sustainable Ancillary Revenue Share?❓ Sustainable Ancillary Revenue Share is the percentage of ancillary revenue (F&B, upselling, experiences, wellness…) that comes from sustainable options. 👉 It shows whether sustainability is profitable beyond the room. Formula of Sustainable Ancillary Revenue Share 🧮 Sustainable Ancillary Revenue Share = Sustainable ancillary 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 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
👉 Wholesale travel company that sells holiday packages to travel agencies. 📘 What is a Tour Operator? A tour operator buys hotel rooms and services in bulk to create travel packages sold via agencies. ✅ Why is it important? It provides volume and demand stability, especially in leisure destinations. 💡
👉 Companies that coordinate complete travel experiences. 📘 What are Tour Organisers? Tour Organisers are companies that arrange and coordinate travel services for groups or individuals, often bundling accommodation, transport and activities. 📊 Formula of Tour Organisers No mathematical formula — performance is measured via contracted volume and revenue contribution.
👉 When you predicted less demand than what actually arrived. 📘 What is Underforecast? Actual demand is higher than predicted demand. ✅ Why is it important? It often leads to underpricing and operational stress. 💡 Practical example Forecast: 60 %Actual: 85 %Underforecast = 25 points. 🔄 Disambiguation The opposite of
Encouraging guests to upgrade to higher-value products. 👉 “Do you want a room with a view for only €20 more?”
👉 Percentage estimate of bookings that will not convert into actual stays (due to cancellations, no-shows, or early departures). 📘 What is the Wash Factor? The Wash Factor, also known as the cancellation factor, is the estimated percentage of reservations that will not materialise. It accounts for guest behaviour like
📖 ¿What is Yield? Yield refers to the revenue generated from room sales compared to the hotel’s maximum potential revenue. Yield Management is the tactical practice of adjusting prices and availability based on demand to maximise room revenue. 📐 Formula Yield (%) = (Actual Revenue / Maximum Potential Revenue) ×
