Lori McNaught, Director of Revenue Management for Olympia Companies joins Jason Emanis, from Portland, Maine. Lori talks about how revenue managers moved from gatekeepers of revenue to generators of revenue during the pandemic, and in some markets, back to gatekeepers. Working closely with Sales it was all about, ‘Who is still traveling?’ ‘ Then there was that period of working with absolutely no data. No history, no future. In some markets, working with little to no data, remains. Her pricing focus is on length of stay, mostly to do with the staff shortages everyone is experiencing. And she’s packaging versus discounting, upselling for suites. Finally, her forecasting is all about short-term, continuing with the 21-day forecast she started.