Oversell strategy
Set overbooking levels from historical no-show, cancellation, and wash data, so the hotel sells full without gambling with guests' nights.
Why This Matters
Empty rooms from timid selling and walked guests from reckless selling are both leadership failures. HIG's standard is explicit: overbook to the science, walk to the ladder. Data-driven oversell converts predictable attrition into revenue while keeping walk risk deliberate and small.
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