Hotel Management: Distribution, Revenue and Demand Management Specialization

Starts Nov 21

Hotel Management: Distribution, Revenue and Demand Management Specialization

Build a Hospitality Business. Prepare for a professional career in the hotel industry in just three courses.

About This Specialization

Market hospitality services, manage demand, and optimize revenue. This Specialization covers the basics of hotel demand management, distribution, and revenue management. You’ll learn how e-commerce intermediaries such as online travel agencies are impacting the already-complex hospitality sector, and you’ll explore tools and techniques that will help you effectively market hospitality services and maximize business revenue in this new global industry landscape. In the final Capstone Project, you’ll evaluate the importance of hotel branding in business success through a hands-on, real-world case study. During the sessions, you will hear from senior hotel industry executives commenting on distribution, revenue and demand management issues. We will also interview two leading Online Travel Agents on how to maximise online business for your property, and have partnered with Duetto and SnapShot, two leading hospitality industry companies, to gain access to cutting edge knowledge, thus insuring that the competencies that you gain will make you operational immediately as well as bang up to date on industry trends.

Created by:

Industry Partners:

4 courses

Follow the suggested order or choose your own.


Designed to help you practice and apply the skills you learn.


Highlight your new skills on your resume or LinkedIn.

Beginner Specialization.
No prior experience required.
  1. COURSE 1

    The fundamentals of hotel distribution

    4 weeks, 2-4 hours/week

    About the Course

    In today’s hotel sector an increasingly complex network of traditional and web based channels have to be managed to insure hotel success. Key questions include: how should you distribute over the web? What should you include on your website s
  2. COURSE 2

    The Fundamentals of Revenue Management: The Cornerstone of Revenue Strategy


    About the Course

    With a fixed capacity, a highly disposable product and high fixed costs, hotels are a natural candidate for the application of revenue management. Originally developed by the airlines in the 1970s, these analytics-based techniques help predict
  3. COURSE 3

    Demand management: Breaking down today’s commercial silos

    4 weeks, 4 - 5 hours per week

    About the Course

    The biggest challenge facing the hospitality industry over the next 5 years is the lack of integration between the key commercial disciplines of sales, revenue, distribution and finance and the negative impact this will continue to have on delivering ass
  4. COURSE 4

    Hôtel “De l'étoile” - a hotel in crisis?

    Upcoming session: Jan 28
    4 weeks of study, 2-4 hours/week

    About the Capstone Project

    In this case study based exercise, you will apply the knowledge you have gained about distribution, revenue and demand management to a ‘real’ world case – Hotel “De l'étoile” - a prestigious upmarket internationally branded property in Paris tha


  • ESSEC Business School

    Marked by a deep humanistic tradition, ESSEC Business School trains tomorrow’s managers to make thoughtful connections between economic progress and social issues.

    For over a century, ESSEC has been developing a state-of-the-art educational program that gives the individual pride of place in its learning model, promoting the values of freedom, openness, innovation and responsibility. Preparing future managers to reconcile personal interests with collective responsibility, giving consideration to the common good in their decision-making, and weighing economic challenges against the social costs are some of the objectives ESSEC has set for itself. Its ultimate goal? To create a global world that has meaning for us all.

  • Peter O'Connor

    Peter O'Connor

    Professor of information systems, Director of the MBA in Hospitality Management
  • Nicolas Graf

    Nicolas Graf