Revenue Management for Restaurants, Catering & Events

Revenue Management for Restaurants, Catering & Events

Introduction

Mastering revenue management in food and beverage requires more than filling seats—it demands strategic pricing, demand forecasting, and data-driven decision-making.

Designed for Revenue Managers in the Hospitality and Food & Beverage professionals, this 2-day workshop delivers practical frameworks in dynamic pricing, menu engineering, and RevPASH optimization. Participants will learn to balance occupancy with average spend, apply value-based pricing to increase sales conversion, and leverage key metrics like ProPOST and ProPAST to guide ongoing growth.

Through real-world case studies and interactive sessions on up-selling, catering reservations management, and digital reputation tools, this programme transforms operational challenges into measurable profitability across all your lifestyle assets.

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

Up-coming Public Intake

KLCC | 18 & 19 May 2026
Penang | 21 & 22 May 2026
2 days | RM2,500/pax | Download brochure to reserve your seat(s) or,
Hit Get Proposal for In-house quote. Share as much details in the comment section i.e: no. of pax, learning gaps, location, etc.

Outcome

By the end of the program, participants will be able to:

- Implement practical revenue management techniques to optimise pricing, space, and duration.
- Apply menu engineering and value-based pricing to increase sales conversions and profitability.
- Leverage demand forecasting, reputation management, and digital tools to attract and retain customers.
- Utilise up-selling and negotiation skills to increase incremental revenue and minimise waste.
- Monitor performance using key metrics to guide ongoing strategy and growth.

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

No	Topic	Topic Description
1	Introduction: Restaurant & Catering Revenue Management	Core principles of branding, competition, and data management. Fundamentals of demand forecasting for informed decision-making.
2	Food & Beverage systems: Transform Your POS into a Central Data Hub	Identify valuable data on customer preferences and purchasing behavior to personalise service and drive loyalty. Identify Revenue Opportunities to track key performance indicators like average check size, item popularity, and sales mix to identify hidden opportunities for up-selling and menu optimisation.
3	Menu Engineering & Design; Psychology, Perception, and Profitability	Strategies to increase value perception on printed and digital menus. Using menu psychology to influence choices and increase margins.
4	Pricing it Right: Going beyond tables, seats, and head-count.	Menu pricing based on demand, competitiveness, and food cost. Using the right pricing techniques to increase sales conversion and grow profitability.
5	Capacity & Duration Management; Maximising RevPASH and Turnover	Optimising reservations, table assignments, and seat turnover. Monitoring and measuring key metrics like RevPASH (Revenue per Available Seat-Hour).
6	Digitalisation: Technology for Restaurant Business	Leveraging technology and online platforms to drive direct business. Reputation management and digital marketing for restaurants and catering.
7	Catering Sales Optimisation: From Prospecting to Maximum Profit	Prospecting, proposal development, and revenue maximisation for events. Managing catering reservations to minimise displacement and maximise profit.
8	Food & Beverage Selling Skills: The right product to the right customer at the right time.	Questioning techniques, handling objections, and strategic up-selling. Identifying revenue opportunities through improved guest engagement.
9	Performance Measurement: Metrics that Drive Continuous Improvement	Monitoring success with metrics like ProPOST, and ProPAST. Implementing a continuous improvement on space utilisation.
10	Action Planning: Turning Insights into Implementation	Developing a personalised strategy for implementation. Interactive session to address specific challenges and opportunities.

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.