The Occupancy Chessboard: Thinking 10 Moves Ahead in Hotel Revenue Management

For years, I have maintained that Revenue Management in hospitality is more like a game of chess than a simple mathematical exercise. In both scenarios, mistakes do not exact an immediate price, but they do over time. And the higher the level of play—or competition—the more costly each misstep becomes. Strategy is not merely about knowing how to move the pieces, but about anticipating your opponent’s moves, recognising patterns, imagining possible scenarios and preparing intelligent responses. In other words, it is about thinking ten moves ahead.

But how does this translate into the reality of hotel operations? How can a hotel director design occupancy strategies that not only respond to demand, but anticipate it and optimise it profitably? What follows is a reflection drawn from practice, direct observation, and the successes and mistakes made on the daily revenue management chessboard.