MID-YEAR HOSPITALITY PERFORMANCE MASTERCLASS
Sales Audit, Revenue Recovery & H2 Strategic Planning (2 Days)
Industry Focus : Hospitality (HRDCorp SBL Khas Claimable)
Program Overview
In today’s highly competitive hospitality environment, mid-year performance is a critical turning point for every hotel. Many organisations complete the first half of the year (H1) without a clear understanding of where revenue was lost, which strategies underperformed, and how internal misalignment between Sales, Front Office, and Revenue teams affected overall results.
This masterclass, designed under Hospitality Management, provides a comprehensive mid-year audit framework that enables participants to evaluate their current performance, identify revenue leakages, and reposition their strategies for a stronger second half (H2).
Participants will be guided through real hotel performance analysis, including key metrics such as ADR, occupancy, RevPAR, and segmentation strategies. The program goes beyond theory by focusing on practical, data-driven decision making, enabling teams to align operations, improve conversion rates, and optimise revenue channels.
By the end of the two days, participants will walk away with a clear, actionable H2 strategic plan, ensuring their hotel is positioned to maximise revenue, improve market share, and enhance operational efficiency moving forward.
Learning Outcomes
Upon completion of this program, participants will be able to:
- Conduct a structured mid-year sales and revenue audit using practical tools
- Analyse key hospitality performance indicators (ADR, Occupancy, RevPAR, TRevPAR) effectively
- Identify revenue gaps, inefficiencies, and missed opportunities across departments
- Evaluate sales performance by market segment (Corporate, OTA, Leisure, MICE)
- Develop data-driven forecasting and pricing strategies for H2
- Strengthen collaboration between Sales, Front Office, and Revenue teams
- Apply upselling, cross-selling, and conversion strategies at the Front Office level
- Build and present a comprehensive H2 action plan aligned to business goals
- Improve decision-making using real-time performance insights and metrics
Learning Methodologies
This masterclass adopts a highly practical, hands-on learning approach to ensure participants can immediately apply concepts in their workplace:
- 1. Interactive Lectures
Focused delivery of key concepts, frameworks, and industry practices tailored to the hospitality sector.
- 2. Real Hotel Case Studies
Analysis of actual performance scenarios, allowing participants to identify challenges and propose solutions based on real data.
- 3. Data Analysis Workshops
Participants will work with sample datasets to interpret key metrics such as ADR, RevPAR, and occupancy trends.
- 4. Group Discussions & Strategy Sessions
Collaborative learning through sharing of industry challenges, insights, and best practices across different hotel segments.
- 5. Practical Exercises
Hands-on activities including:
• Sales audit assessment
• Revenue gap identification
• H2 forecasting and planning
- 6. Role Play Simulations
Front Office scenarios focused on:
• Upselling techniques
• Guest engagement
• Conversion improvement
- 7. Capstone Presentation
Participants will develop and present their H2 Strategic Plan, integrating all learnings from the program.
Features
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DateJuly - October 2026
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Time8:30 Am – 6:00 Pm
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Duration2 Days
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VenueASK-HRD Academy, Kuala Lumpur
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Inclusion• 16 hours of Master Class• 2 Lunch + 4 Coffee Breaks• Subject Focus Master Class• Training Materials• Sales Mapping for 2nd Half of the year• Hospitality Sales Tool Kit• Certificate of Participation
Who Should Attend
- HR Managers and Executives
- Payroll and Compensation Specialists
- Finance and Accounts Personnel
- Admin Managers and Supervisors
- Business Owners and Directors
Entry Fee
RM2850.00 per person (West Malaysia)
RM2950.00 per person (East Malaysia)
RM2950.00 per person (East Malaysia)
(fully HRDCorp SBL Khas Claimable)
Itinerary
