As the year wraps up and inboxes go quiet (or at least pretend to), it’s time to zoom out (Pun intended). 😍
Not to forecast. Not to re-price. Not to debate whether next year’s budget is “ambitious but achievable”. Just to reflect.
Because if there’s one thing this year’s newsletters had in common, it’s this:
👉 Revenue management was never the hardest part.
👉 Humans were.
What this year really taught us
1. Revenue management is no longer a function. It’s a survival skill. We talked about silos, alignment, OTAs, AI, static vs dynamic pricing, loyalty myths, and why Excel alone won’t save you. The pattern was clear: hotels that treated RM as a commercial brain thrived. The rest… reacted.
2. Tools didn’t fail us. Expectations did.
Systems got smarter. Dashboards got prettier. But decision-making? Still messy.
The gap between knowing and doing remained the most expensive line item on the P&L.
3. Everyone wanted “alignment”. Few wanted the conversation. Commercial alignment became the buzzword of the year. Yet most teams still spoke different languages, chased different KPIs, and wondered why meetings felt like group therapy without a therapist.
4. AI showed up. And it didn’t ask for permission.
From pricing to booking to automation, AI quietly started doing what many hoped humans would do faster. Which raised the real question we kept circling back to:
👉 What’s the value of a Revenue Manager when machines do the math? (Spoiler: judgment, storytelling, leadership, and knowing when not to follow the model.) Go human go!!!
But here’s the part we rarely talk about
None of this is done alone. Not the thinking. Not the decisions. Not the resilience.
Behind every “strong” commercial leader is a support network that keeps them sane while markets go insane. And for me, this year made that painfully obvious.
We moved countries. From Germany to the UAE. New life. New systems. New schools. New everything. It is not the first time we moved continents or countries, but this time you add a travel schedule that took me out 3 weeks a month … and the truth is simple:
This only worked because of my wife. She carried the load when I was on planes, stages, calls, and workshops. She kept the family steady while I kept chasing ideas. She made the impossible look… normal.
Revenue managers talk a lot about leverage. This is what real leverage looks like.
So before we jump into next year…
Before new strategies, new tools, new ambitions.
Take a second to thank: the partner who held the fort … the colleague who talked you down … the team member who absorbed chaos .. the family that made space for your madness
Because performance isn’t built in isolation. It’s built on trust, patience, and people who’ve got your back.
Final note: I’ll be back next year with more stories, more uncomfortable truths, and more “why are we still doing it like this?” moments.
Until then: Slow down. Be present. Hug your people. And remember:
no forecast matters if you burn out the ones who help you deliver it.
Merry Christmas. 🎄 And a strong, calm, profitable start into the New Year.
Love, Fabi
Bit about me: I’m Fabian Bartnick aka. Fabi – The Commercial Growth Leader. I’ve built and exited hospitality tech companies, trained thousands of leaders worldwide in sales, marketing and revenue management, and helped businesses in multiple industries align their commercial teams for measurable growth.
If you’re ready to align your sales, marketing, and data into one unstoppable growth engine connect with me on LinkedIn.
