Exclusive Interview | Kammelh Kishorre, Founder & Managing Director & Examiner – Revenue Management, RedSKY Hospitality
/“The future of hotel revenue management hinges on data driven strategies, personalization, automation, and advanced analytics will undoubtedly shape the industry.
Hotels that harness the potential of these trends will not only optimize revenue streams but also elevate guest experiences.”
Tell us about your journey. How did it all start?
My journey has been quite a unique one. I initially aspired to become a commercial airline pilot, but financial constraints prevented me from pursuing that dream. Instead, I enrolled in a three-year hotel management course at IHM Pusa, Delhi, where I found my passion for the hospitality industry, specifically in the front office. While studying, I started my first business called ‘Elegant Caterers’ which provided me with valuable experience in dealing with clients, time management, organizational skills, and financial management.
After completing my hotel management course, I had the opportunity to travel to the United Kingdom, where I began my career as a receptionist in a 617-room Heathrow Airport hotel. Simultaneously, I was working with KFC in the evening. Within six months, I was promoted to Front Office Supervisor, and within another two months, I became an Assistant Front Office Manager. Eventually, I was introduced to the field of Revenue Management, despite having no prior experience. My bosses at IHG were supportive and provided training, giving me a two-month timeline to learn revenue management practices and apply them in real business.
Impressed by my performance, I was entrusted with overseeing two key properties in the IHG Portfolio: Crowne Plaza Heathrow and Holiday Inn Heathrow. During this time, I completed my Revenue Management Degree and Honors course organized by IHG. Later, I joined the Revenue Development and Training Team, where we supported over 650 hotels in Europe, the Middle East, and Africa with system installations, revenue management training, system training, and revenue audits.
I eventually moved to India and joined The Lalit Suri Hospitality Group as Corporate Head of Revenue Management and Distribution. During my tenure, I launched the Central Reservation Office for the group and made various strategic changes to capture market share. The CMD and directors at The Lalit were supportive and gave me the freedom to innovate. After two years in India, I decided to start my own venture, leading to the foundation of RevMutu, which is now rebranded as RedSKY Hospitality. We were the first company to offer revenue management support for hotels in India, starting in 2012.
During the COVID-19 pandemic, we developed a software called Precium, which recommends hotel room price points using various algorithms and machine learning. We are continually enhancing the system for accurate forecasting and other functionalities to support revenue managers and hotel owners in making the right business decisions. In 2022, we signed a Global Preferred Partnership agreement with Sabre Hospitality, where we became the official resellers and Level 1 support providers for three continents: Asia, the Middle East, and Africa.
Tell us about RedSKY. How did this all come about?
RedSKY Hospitality emerged from a vision I had when I moved to India in 2009. After working as the Corporate Head of Revenue Management and Distribution for a Luxury Hotel Chain in India for two years, I decided to start something of my own. I realized that revenue management was the field I excelled in, and it was the only thing I wanted to pursue. So, I took a chance and started a Hotel Revenue Management Support company. At the time, many people discouraged me, stating that hotel owners in India would never share confidential data with an outsider. I decided to give it a two-month trial, and that’s how
RedSKY, initially known as RevMutu, was born in 2012. To my surprise, we received an overwhelmingly positive response from hotels. Hotel owners saw a significant growth in revenues through electronic channels with our support. We didn’t actively engage in business development or sales during our initial years; our growth came organically through referrals and positive word-of-mouth from our satisfied clients. We recognized a gap in the Indian market – often, the front office and reservation teams in hotels manage price points and electronic channels without proper revenue management or analytics training. Revenue management in India was largely based on gut feeling rather than data analytics. We saw an opportunity to apply revenue analytics and turn this data into actionable insights to help hotels generate revenues the right way. RedSKY Hospitality has always been dedicated to bringing quality to revenue management practices while exploring new, unconventional ways to optimize revenue.
What do you think it takes to succeed in this industry?
Success in the hospitality industry, especially in revenue management, requires a combination of skills and qualities. Firstly, it is essential to have a deep understanding of market dynamics and the behavior of your property. In revenue management, you need to be analytical and data-driven. Instead of making decisions based on gut feeling, it is crucial to use accurate data to make informed choices.
1. Adaptability is another key factor. The industry is constantly evolving, and successful revenue managers need to be open to change, new strategies, and emerging technologies. Staying updated with the latest industry trends and technological advancements is crucial for success.
2. Effective communication and interpersonal skills are also important. Revenue managers often need to work with various departments within a hotel, from the front office to sales and marketing. Being able to communicate your strategies and collaborate effectively with others is essential.
3. Lastly, it is important to have a passion for revenue management and a commitment to ethical and honest business practices. At RedSKY Hospitality, we focus on quality over quantity and maintain a culture of inclusivity and diversity. Our core principles include not signing up with competitor hotels, maintaining honesty and integrity, and ensuring data confidentiality. These principles have been instrumental in our success.
Share with us 5 skills that you think will be critical for a hospitality career in the future.
● Passionate to work for Hospitality Industry
● Impact and Influence : If you can’t sell an idea you will never be able to implement it
● Innovation & Opportunity Exploration : Passionate about exploring new opportunities
● Resilient & Problem Solving person Someone who does not give up easily; someone who finds solutions when faced with obstacles
● Relationship management : someone who can maintain a good relationship & communication with both internal and external stakeholders.
In terms of other skills:
● Excel Knowledge
● Mathematical Calculation formulas
● Good Communication Skill – Written and Verbal
● System knowledge is preferred, not requirement – Channel Manager, OTA Extranet,
● GDS etc.
What does the future look like?
The future of hotel revenue management hinges on data driven strategies, personalization, automation, and advanced analytics will undoubtedly shape the industry. Hotels that harness the potential of these trends will not only optimize revenue streams but also elevate guest experiences, ensuring they remain competitive in the ever-evolving landscape of the hospitality sector. Customer behaviour matching with offerings, using AI will help the hotels to target the right customer at the right price.
What are the attributes you look for while selecting or hiring?
When it comes to hiring for RedSKY Hospitality, we place a strong emphasis on certain attributes and qualities. We seek individuals who are driven by dedication and have a strong desire to learn and grow. Passion for the field of revenue management is a significant asset, as it is a complex and dynamic domain.
We value a positive attitude and adaptability. The hospitality industry can present unexpected challenges, and having a positive mindset and the ability to adapt to different situations is crucial. Effective communication skills are also highly regarded since our staff often interacts with clients and colleagues from diverse backgrounds.
Inclusivity is a core principle for us, and we actively look for candidates who appreciate and support diversity in the workplace. We are committed to creating an inclusive and supportive work environment where every individual’s unique perspective and talent are valued and celebrated.
We are open to hiring both fresh graduates and experienced professionals, as we believe in providing opportunities to individuals who are eager to learn and grow in their careers. Our doors are wide open to everyone, regardless of gender, gender identity, sexual orientation, or physical abilities.
We seek individuals enthusiastic about a career in the Hospitality Industry. We value convincing skills and a fundamental understanding of Hotel Terminology. Our openings cater to experienced professionals, but we also reserve positions for freshers.
Through a rigorous 6-month training, we mold fresh talent into proficient Revenue Managers, providing them a platform to flourish within our organization.
Additionally, we are partnering with colleges for a specialized Management Training Program, aiming to groom students for a successful journey in Hotel Revenue Management.
What is your favorite interview question and why?
As a hotel professional, what do you foresee as the future of Hotel Revenue Management, considering evolving technologies and market trends? Additionally, where do you see yourself in the field of Hotel Revenue Management in the next 5 years, given the industry’s dynamic nature?
Making a vision into a reality can be very daunting. We would love a deep dive into your process for all your initiatives.
Transforming a vision into reality is indeed a challenging and multi-faceted process. Our approach at RedSKY Hospitality involves several key principles and steps:
1. Clear Vision: The first and foremost step is to have a clear and well-defined vision. This vision serves as the foundation for all our initiatives. It is essential to articulate what we want to achieve and why it matters.
2. Research and Analysis: Once we have a vision, we conduct thorough research and analysis. This involves studying market trends, industry needs, and potential challenges. We gather data to make informed decisions.
3. Innovation and Unconventional Thinking: We believe in thinking outside the box and exploring unconventional ways to achieve our goals. It is important to be open to new ideas and approaches that may not have been tried before.
4. Team Collaboration: Our team plays a crucial role in bringing our initiatives to life. We have a fantastic team that supports us during both challenging and successful times. Collaboration and open communication within the team are essential for success.
5. Ethical Business Practices: We always focus on conducting business ethically and honestly. Maintaining integrity and trust is a core principle for us. We ensure data confidentiality and do not sign up with competitor hotels, which are integral aspects of our ethical approach.
6. Technology and Innovation: In today’s rapidly evolving world, technology and innovation are key drivers. We continuously look for ways to leverage technology to improve our services. For instance, during the COVID-19 pandemic, we developed the Precium software, which uses algorithms and machine learning to recommend hotel room price points.
7. Flexibility and Adaptability: We remain flexible and open to change. The ability to pivot and adjust our strategies in response to evolving circumstances is critical. We believe in continuous learning and staying updated with the latest trends and technologies.
8. Continuous Improvement: Even after launching initiatives, we focus on continuous improvement. We gather feedback, analyze results, and make necessary adjustments toensure that our vision is being realized effectively.
Our process involves a combination of vision, research, innovation, a strong team, ethical practices, technology, flexibility, and a commitment to improvement. It is a journey that requires dedication, persistence, and a willingness to adapt to changing landscapes.
