Day 1

Where every dollar comes from and where it leaks

Module: module-01

The Big Problem

Most hotel operators cannot name their exact revenue per available room from last Tuesday, let alone tell you which channel produced it at what cost. Revenue leaks through invisible cracks: unsold rooms, underpriced weekends, OTA commissions nobody tracks, and F&B revenue walking out the door to the restaurant down the street.

Today's Objective

Complete a full-spectrum revenue audit that exposes every dollar entering and leaving your property.

The Revenue Stream Audit Framework

Step 1: Room Revenue Channel Breakdown List every booking source for the last 90 days: brand.com, Booking.com, Expedia, phone/walk-in, travel agents, corporate contracts, group bookings. For each channel, capture: total room nights, gross revenue, commission or cost per booking, net revenue after commissions.

Step 2: Ancillary Revenue Inventory Catalog every non-room revenue source: restaurant/breakfast, bar, room service, spa services, parking, laundry, minibar, event space rental, concierge commissions. Assign each a monthly dollar amount and a profit margin percentage.

Step 3: The Leakage Analysis For each revenue stream, ask: What percentage of potential revenue are we actually capturing? A 50-room hotel running 65% occupancy is leaving 35% of room revenue on the table. A restaurant open to guests only (not the public) is likely capturing under 20% of potential F&B spend.

The Three Numbers That Matter Most

RevPAR (Revenue Per Available Room) = Total Room Revenue / Total Available Rooms

TRevPAR (Total Revenue Per Available Room) = Total Revenue (all sources) / Total Available Rooms

GOPPAR (Gross Operating Profit Per Available Room) = Gross Operating Profit / Total Available Rooms

Calculate these three metrics for the last 90 days. Write them down. They are your baseline.

Today's Action Items

1. Pull a 90-day report from your PMS for all revenue sources
2. Calculate RevPAR, TRevPAR, and GOPPAR
3. Identify your top 3 revenue leaks (unsold inventory, underpricing, or commission drain)
4. Set your 90-day revenue growth target (a specific dollar amount, not a percentage)

Revenue Insight

The average independent hotel loses 22-30% of potential room revenue to three causes: poor pricing, OTA commissions, and unsold inventory. Fixing just one of these in the next 30 days typically adds $15,000-$50,000 in annual revenue for a 40-room property.

Clozo Academy Proprietary Curriculum — The Hotel Growth System