We get it. Your RMS keeps spitting out weird rates, misreads demand and doesn’t “get” your hotel. It’s frustrating.
NB: This is an article from Topline Revenue, one of our Expert Partners
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But before jumping to replace it, consider this: it may not be broken. It may just need better configuration, cleaner data, or more tailored support.
In most cases, it comes down to one simple truth: your RMS is only as good as the inputs it receives.
Let’s take a look at why RMS tools seem to fall short – and how you can start getting better results from the tech you already have.
The Real Problem
Your RMS doesn’t guess. It calculates. And it calculates based on what you feed it.
If your system is full of:
- Outdated business rules
- Incorrect room-type configurations
- Missing or irrelevant historical data
- Bad segmentation setups
…then it’s no surprise the outputs feel off. Think of it like asking a calculator to solve a math problem with the wrong formula – it’s doing its job, just not with the right information.
If it’s been a while (6–12 months) since you’ve reviewed your RMS inputs, it might be time for a refresh. Systems need regular tuning to reflect current realities.
When Manual Decisions Disrupt Your RMS Performance
It’s common for revenue managers to override RMS recommendations – and sometimes, it’s the right call. But frequent or reactive overriding can unintentionally teach the system: “Ignore what you’re trying to learn.”
Too many overrides = broken feedback loop.
We’ve seen cases like:
- Teams overriding most system suggestions “just to be cautious”
- GMs removing length-of-stay rules without understanding their purpose
- Last-minute rate changes triggered by competitor price shifts
All of this affects how your RMS learns. When the system constantly sees its logic rejected, it struggles to improve – and trust in it continues to erode.
The fix:
- Override only when there’s a clear, data-backed reason (like a major event or sudden shift in demand)
- Keep track of overrides and the “why” behind them
- Train your team to adjust upstream inputs (like demand forecasts) rather than just the final rates
What Your RMS Needs from You to Forecast Accurately
Many revenue teams assume forecasting is the RMS’s strong suit – and it can be. But only if it’s being fed the right data, regularly.
If your system isn’t receiving:
- Updated pacing assumptions
- Market-level event data
- New corporate or group block information
…it will rely on historical trends alone, which often aren’t enough in today’s fast-moving environment.
RMS tools aren’t built to guess. They reflect the logic and data you provide. And if you don’t give it new intelligence, you’re setting yourself up for forecasting blind spots.
