Restaurant & Catering Revenue Management

Restaurant & Catering Revenue Management

Introduction

In today’s competitive F&B and Hospitality landscape, maximizing revenue is not just about filling seats, it’s about strategic pricing, demand forecasting, and data-driven decision-making. The Restaurant & Catering Revenue Management program equips industry professionals with cutting-edge techniques to optimize profitability, enhance operational efficiency, and leverage customer insights for sustainable growth.

Designed for restaurant managers, catering operators, and F&B leaders, this comprehensive course delves into dynamic pricing, cost control, menu engineering, and demand analysis. Through real-world case studies and actionable frameworks, you’ll learn to balance occupancy with average spend, adapt to market fluctuations, and unlock new revenue streams—transforming challenges into opportunities.

Elevate your business’s financial performance with proven methodologies tailored for the foodservice sector.

Who should attend: General and Hotel Managers, Food & Beverage Directors, F&B and Restaurant Managers, Revenue Managers, E-Commerce Manager, Reservations, Sales & Marketing, Catering & Convention, Financial Controllers, Owners and Stakeholders.

Outcome

At the end of this program, participants will be able to:

- Understand core principles of revenue management and its impact on restaurant profitability.
- Implement effective pricing strategies based on market demand, cost, and competition.
- Utilize menu engineering techniques to enhance sales and profitability.
- Manage catering events to maximize space utilization and minimize revenue displacement.
- Leverage digital platforms and online strategies for customer engagement.
- Monitor key metrics to measure revenue performance effectively.
- Identify hidden opportunities to drive continuous financial growth.

Select to design your own content and request for a customized quotation

No	Topic	Topic Description
1	UNDERSTANDING: The principles of revenue management	The 4Ws and 1H of Revenue Management How branding and positioning impact your revenue management strategies. Systems and your Point of Sale (POS): More than just an ordering system and cash register machine. Competitor and SWOT analysis Restaurant Revenue Management (RRM) and what it takes.
2	DEMAND & CAPACITY MANAGEMENT: Right Product, Right Customer	Identifying, creating and capturing demand. Tracking demand is more than tracking covers. Duration management: Reservations, arrival, meal time and departure. Table management. Diner’s experience
3	PRICING: Pricing it Right	Basic pricing strategies Internal and external impact on pricing Demand + Cost + Competition Value Perception + Value-based Pricing + Value Propositions Reputation Management
4	MENU ENGINEERING: Going beyond just designing an attractive menu to increase overall sales and profitability	The primary goal Data needed for analysis Elements for a successful menu engineering
5	CATERING REVENUE MANAGEMENT: Maximising revenue contribution of each event for each period that the space is available	What revenue management needs to know to revenue manage function space and catering events Data Management: Segmentations for customer, market and catering Factors that impact profitability Group Pricing Information gathering to identify prospect potential and opportunities to maximise revenue Minimise displaced revenue and maximise space utilisation Diary Audits Measuring Success
6	MAXIMISING OPPORTUNITIES: The Generation of Digital-Savvy Customers	The OTAs of today’s restaurant business Online marketing Up-selling: face-to-face and online
7	MONITORING SUCCESS: If you don’t measure, you cannot manage	For the restaurant business For the function space and catering business

Expert

Bobby S H Saw

Bobby Saw is a certified trainer under the Ministry of Human Resources Malaysia for the Human Resources Development Corporation (HRDC), bringing over 35 years of extensive experience in the hospitality industry across both property and corporate roles. His career, which began in Malaysia, has spanned multiple regions including the Middle East, Africa, India, Maldives, Thailand, Vietnam, Philippines, China, and Hong Kong. Throughout this journey, he spearheaded revenue management, distribution, e-commerce, and digital marketing functions, contributing significantly to organisational growth and industry best practices. Since 2018, Bobby has specialised in delivering revenue management training workshops and consultancy services, partnering with organisations to strengthen commercial strategies and operational outcomes. His international training portfolio includes open workshops in Manila, Bangkok, Saigon, and Colombo, in addition to collaborations with leading training providers abroad. He has also appeared as a keynote speaker and panelist at major industry events such as No Vacancy, Web in Travel, ITCMA, Hotel Management Summit Thailand, and the Hotel Marketing and Revenue Conference. His academic contributions include conducting revenue management winter classes at the School of Hotel & Tourism Management, Hong Kong Polytechnic University, where he was also invited as “Professor of the Day” to teach master’s-level students. Bobby’s training workshops stand out for their strong industry relevance, shaped by decades of hands-on leadership in revenue management and commercial strategy. Participants benefit from real-life case studies, practical solutions to workplace challenges, and insights drawn from his ongoing engagement with academia, hotel systems, and digital marketing partners. This ensures his content remains not only practical but also up to date with evolving industry trends.