You can find here some practical hotel courses, workshops and answers to many questions, giving you a wider perspective of hotel management!

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Revenue Management – basic level

Our course will guide you through the essential stages of Revenue Management: from the correct interpretation of historical data, analyzing trends, through building consistent pricing and segmentation rules, to managing distribution channels, dynamic pricing policy and applying restrictions to protect hotel revenues. The course will allow you to identify the opportunities in the market, develop an optimal and effective strategy and, consequently, maximize the revenues of your hotel.


Currently the courses are available only in Polish, however they will be available in English and Spanish soon. Subscribe to our newsletter to stay up to date.

Part 1: Basics of Revenue Management

  • RM definition, genesis, basic assumptions and goals
  • Guest segmentation – role, criteria of division, importance
  • Basic indicators for optimization
  • Terms and definitions related to revenue management

Part 2: Demand Prediction Mechanism

  • The main factors influencing the formation of the demand
  • Forecasting rules

Part 3: Pricing Policy

  • Types of rates
  • Methods of using bid restrictions to optimize your revenue
  • Good practices in the application of dynamic pricing policy

Part 4: Optimization of distribution channels

  • Costs, advantages and disadvantages of individual channels
  • OTA – opportunities and threats, good practices in cooperation
  • The importance of telephone booking

Part 5: Managing the mix segment

  • Purpose and methods of creating the perfect mix segment
  • Calculation of group inquiries
  • Contract evaluation criteria

Part 6: Other Optimization Techniques

  • Conditions of the length of stay and their application
  • Good overbooking practice
  • Upselling of rooms
  • TRevPAR indicator

Part 7: Summary

  • Test of the knowledge acquired during the training
  • Discussion of the results
  • Q&A session – questions from participants to the teacher

Online and on-site courses for hoteliers!

Qualpro Academy brings together and constantly expands the group of experts in various fields of management in the hotel industry. Our consultants are practitioners actively engaged in the development of modern techniques and processes as well as the implementation of innovative systems in the hotel industry. Qualpro Academy is the Manager’s Academy, which does not mean that training and courses for hotel directors are dedicated exclusively to this group. Every month we publish new courses for hotel employees of various levels, allowing to acquire new skills and broaden the competencies. Further professional development will increase the level competitiveness and value on the labour market.

Check our up-to-date offers on the Qualpro Academy! New trainings, online as well as on-site, are added on regular basis. You can find various subjects here, i.e. how to effectively implement Revenue Management and Yield Management in a hotel (through dedicated system for Revenue Management and profit optimisation) or how to effectively sell hotel products and services. Finance in Hospitality is a key area, therefore hotel accounting and the USALI system have been also included in our training offer.

The right tools are here to support you and your organisation! The answer will be Basic Excel course for hotels and Practical Use of the RMS system.

Do you have any questions? Do you want to be up to date with our new course proposals? Are you interested in any training?

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    Michał Forysiak

    Associated with the hotel industry since 2000, he has worked for such chains as Dorint, Accor and Hilton. Flesh and blood hotelier. He started his career as a receptionist, going through all the positions in the room division in the following years. It included, inter alia, the following functions: Rooms & Revenue Manager (Sofitel Wrocław), Rooms & Revenue Director (Double Tree by Hilton Łódź), Deputy General Manager (Double Tree by Hilton Hotel & Conference Center). For 15 years he has been closely associated with the broadly understood analytics in the hotel industry, combining it all the time with operational duties. As a result, in addition to revenue optimization, he was able to effectively optimize costs. Therefore, for many years, in its strategies, it has adopted the goal of optimizing the GOPPAR index. He is known in the industry as the Master of Excel. His proprietary tools can be found in many hotels. Awarded by the industry community with the title of Revenue Manager of the Year 2016 by the Horwath organization and the “Hotelarz” magazine. In his spare time, his passions are mountain biking, badminton and board games.


    Joanna Wiśniewska

    A graduate of the Maritime University in Gdynia, an expert in Revenue Management in the hotel industry, with years of experience in the Polish, British, and German markets.

    Currently serving as the Head of Revenue at LGH Hotels Management Limited in the United Kingdom, overseeing the London market, Heathrow Airport, and the M25 corridor (IHG and Best Western brands).

    Previously associated with Orbis/Accor in Poland (hotels in the Tri-City area, including Sofitel Grand Sopot) and in the United Kingdom (in several locations, including MGallery hotels).

    Additionally, with extensive experience in projects related to opening properties, rebranding, repositioning in the market, implementing new systems, as well as in marketing, sales, and Revenue Management training.

    Privately, a lover of active leisure, long journeys, music, and Les Mills sports programs.

    Cezary Sarnecki

    Cezary Sarnecki has been associated with the hotel industry since 2006. During his professional career, he performed i.a. functions of the Chief Accountant and Financial Director in the Courtyard by Marriott Hotel and in the Port-Hotel Managing Company, as well as the General Director of the Hotel and Financial Director in the DeSilva Hotels group. He was responsible for the opening of the DeSilva Katowice hotel and for the comprehensive operational and financial management of the facility, including the optimization of the hotel’s revenues and costs.

    Trainer and trainer in various training organizations, including the Chamber of Commerce of the Polish Hotel Industry, the Hotelier Academy, the Academy of Competence and postgraduate studies in HoReCa Manager and Hotel Management at Kozminski University and Health Tourism at Collegium Civitas. Author of several dozen articles dedicated to USALI and controlling in the hotel industry, published in the industry magazines “Hotelier”, “Controlling and Management Accounting”, “Management and Controlling”, “Business Hotel” and “Hotel Management” and in academic publications. A graduate of doctoral studies at the Warsaw School of Economics and international MBA studies signed by the consortium of universities: University of Warsaw, University of Antwerp, Free University of Brussels and Bergische Universitat Wuppertal. Certified Chief Accountant and member of the Accountants Association in Poland.

    Jarosław Podniesiński

    Jarosław Podniesiński has been associated with the hotel industry for over 20 years. During his professional career, he was responsible for creating and implementing a financial and accounting policy for renowned Polish hotels and international hotel chains (Marriott Hotels, Courtyard by Marriott, Czarny Potok). As a Financial Controller, Chief Accountant, acting Of the Finance Director, he was responsible for the optimization of revenues and effective cost management. He prepared pre-opening procedures before opening hotel facilities and introduced controlling procedures. He specializes in implementing international management standards in the hotel industry.

    Trainer and trainer in various training organizations, including the Chamber of Commerce of the Polish Hotel Industry and postgraduate studies in HoReCa Manager and Hotel Management at Kozminski University and Health Tourism at Collegium Civitas. He has a license of the Ministry of Finance entitling him to run an accounting office.


    “Training at a very high level. Many things were new to me, and yet they were clearly and substantively presented. Congratulations on the professionalism. What I liked the most was the presentation, the interest of the lecturer in the participants (it was not dry-handed knowledge, which is very important to me) and tasks that allowed to practice the discussed issues “


    Marta Żulińska


    “I would definitely recommend Revenue Management training. The training is a good introduction to the issue of revenue and expenditure management. Such training should be completed by all employees who have a real impact on revenues”


    Przemysław Rybałka


    “I liked the most the opportunity to listen to different points of view of people participating in the training and the ways of their work. Refreshing issues that are apparently obvious, but now we often forget about them, because, for example, we already receive ready data from systems given” on a plate “


    Adrian Juchciński 


    “What I liked most about the training was going from general to detail, which adjusted the level of understanding for all participants and a lot of practical tasks. I recommend the course to all hoteliers who want to improve their competences. Especially for receptionists, reception managers and managers of accommodation facilities”


    Anna Belowska


    “The host explained the issues in a simple, understandable way and presented examples / situations that occurred in various hotels. I would definitely recommend the training to every RM, GM, Sales and booking department in every hotel”


    Izabela Walczak

    SUN & SNOW

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