Evaluation of Hotel Revenue Management Practices in Selected Hotels in Enugu State, South East Nigeria

This study evaluates revenue management practices adopted by selected hotels in Enugu State, South East Nigeria. Revenue management, involving the strategic use of dynamic pricing, demand forecasting, and inventory control, has become a critical discipline in modern hotel operations, yet its systematic adoption among Nigerian hotels outside major commercial cities remains poorly documented. A descriptive survey design is used with structured questionnaires administered to revenue managers, general managers, and front office supervisors across 14 hotels in Enugu metropolis. Variables assessed include use of demand forecasting tools, pricing strategy types, occupancy performance tracking, and channel distribution management. Findings indicate that only 29 percent of sampled hotels use a formalised revenue management system, while the majority rely on static pricing or reactive price adjustments based on competitor observation. Hotels affiliated with international brands demonstrate significantly more sophisticated revenue management practices. Occupancy rates in hotels employing systematic revenue management average 67 percent, compared to 48 percent among hotels using ad hoc pricing approaches. The study recommends that hotel operators in Enugu invest in entry-level revenue management training, adopt accessible property management systems with built-in analytics, and join hotel associations that provide shared market intelligence for the sector. Keywords: revenue management, hotel pricing, occupancy rate, Enugu State, hospitality operations