The #1 Revenue Mistake Hotels Make Every Single Day With Brian Reising

Brian Reising is the Market Vice President for the US and Latin America at SiteMinder, the world’s leading hotel commerce platform that helps hotels reach more guests, manage booking channels, and optimize revenue. SiteMinder serves 56,000 hotels across 150 countries, connects properties to more than 450 distribution channels, and facilitates around 140 million reservations annually. Brian helps hoteliers navigate changing traveler demand and increasingly complex distribution strategies. He brings a unique perspective to hospitality, having transitioned into the industry after a career in manufacturing and healthcare technology. Here’s a glimpse of what you’ll learn: • [00:00] Introduction • [4:56] What surprised Brian Reising about hotel bookings and overbookings once he saw the back end • [6:04] How SiteMinder brings demand to a hotel, from the channel manager to Little Hotelier to DR Plus • [11:08] The real cost of running four OTA connections by hand, in hours and in pricing guesswork • [17:20] How to live with a rate parity clause and still give guests a reason to book direct • [19:06] The guest origin blind spot: part of one comp set was drawing guests from Brazil, the rest got none • [27:22] The single biggest revenue mistake: rates that never move all year • [31:45] Inside Dynamic Revenue Plus: event data, comp set rates, and dynamic pricing in three tiers • [40:39] What AI search and MCP connections change about how guests find and book hotels In this episode… What is the most expensive revenue mistake a hotel can make? Leaving rates untouched. That is the answer Brian Reising, Market Vice President for the US and Latin America at SiteMinder, gave host Kin Sio on The Lights On Podcast. Moving a rate up or down by $5, $10, or $20 as occupancy and local events shift is, in Brian's words, the difference between a successful year with an increase in revenue and a standard year with no increase. Brian came into hospitality from the outside, after early years in engineering and a stretch in healthcare technology. What he found was a tech landscape far more fragmented than he expected, with early adopters gluing systems together to get a full ecosystem. He also found that nothing about a hotel is standard. Bring in an operator from another industry, he says, and they assume hotels are cookie cutter. They are not. Every property sits in a different market with a different hook, a different distribution mix, and a different tech stack, which is why there is no single right answer to how a hotel should sell its rooms. Resources mentioned in this episode: • Kin Sio on LinkedIn -   / kinsio   • Lights On - https://www.lightson.co/ • Brian Reising on LinkedIn -   / brian-reising-071a24195   • SiteMinder - https://www.siteminder.com/ • SiteMinder Channel Manager - https://www.siteminder.com/channel-ma... • SiteMinder Channels Plus - https://www.siteminder.com/channels-p... • SiteMinder Dynamic Revenue Plus - https://www.siteminder.com/dynamic-re... • Little Hotelier - https://www.littlehotelier.com/ • “Why 94% of Hotels Are Invisible To AI Search With Nick Slavin” on The Lights On Podcast - https://www.lightson.co/posts/why-94-... • “Intersection of Hospitality Technology and Profitability With Travis Weber” on The Lights On Podcast - https://www.lightson.co/posts/interse... • Oshick Shams on LinkedIn -   / oshick-shams-40900b106   • Expedia - https://www.expedia.com/ • Hotels.com - https://www.hotels.com/ • Booking.com - https://www.booking.com/ • Agoda - https://www.agoda.com/ • ChatGPT - https://chatgpt.com/ • Claude - https://claude.ai/ • Gemini - https://gemini.google.com/ • Reddit - https://www.reddit.com/ • PredictHQ - https://www.predicthq.com/ • Curacity - https://www.curacity.com/ • Aven Hospitality - https://www.avenhospitality.com/ • HITEC - https://hitec.hftp.org/ • “Hidden Economics of Hotel Growth in the OTA Era With Dan Wacksman” on The Lights On Podcast - https://www.lightson.co/posts/hidden-... • “The Only Real Estate Whose Value Changes Every Morning With Neil Shah” on The Lights On Podcast - https://www.lightson.co/posts/the-onl...