A few days ago, walking along a beach in Zanzibar – Yes, I was on a little vacation! – I stumbled into a living, breathing masterclass in revenue management. No spreadsheets. No dashboards. Just sun, sand, and a dozen hustlers with better pricing instincts than most systems I’ve seen.

Let me explain.

The Beachfront Revenue Ecosystem

On the beach, you have a web of people all trying to sell something: tours, starfish walks, massages, wooden shields, hair braiding, coconuts.

Each one operates independently, yet somehow… interdependently.

Jay, for example, sold us a starfish walk. Except he didn’t do the walk — he subcontracted it to three other guys. Those three delivered the experience perfectly, split the profit, and went back to competing again by the afternoon.

It’s messy, fragile, and kind of brilliant. Because this, right here, is revenue management in real life. You see what i did there 😉

🧩 Lesson 1: Collaboration is situational

Just like in hotels, everyone claims to work “together” … until the deal changes.

The beach guys collaborate only when it makes commercial sense. One day they’re partners, the next they’re competitors.

Sound familiar? Sales, Marketing, Revenue, Distribution … all supposedly “aligned,” until the month-end meeting comes and someone needs to explain the drop in conversion. Eat what you kill….

True alignment isn’t about structure. It’s about timing and shared gain. It is NOT about being nice, but it IS about relationships and commercial sense.

Lesson 2: Pricing is a performance

Their pricing game? A thing of art.

The first number you hear? Never real. It’s an anchor, a signal, a test of how much you want it and how much power they have.

Then comes the “discount.” Not because the price changed, but because the relationship did.

The comes the “My friend” …. special re-targetting. One more for you….just you…give me a hug.

But above all: They’re not selling a product. They’re selling a feeling …. of being clever, getting a deal, being part of the tribe.

And guess what? We fall for it every time. Hotels do the same with promotions, “members-only” rates, or “flash sales.” Same psychology, different beach.

️ Lesson 3: Specialization drives margin

Everyone on that beach had a niche. Massage lady doesn’t touch the starfish business. Starfish guy doesn’t sell coconuts. Woodcarver doesn’t braid hair.

And yet they all share the same customer: you.

They’ve mastered micro-segmentation — the same way a smart hotel knows when to upsell, when to cross-sell, and when to stop pushing altogether.

But when they overstep, when the masseuse starts pitching boat rides, you can feel the tension. It’s like Sales trying to do Revenue’s job. The balance collapses fast.

️ Lesson 4: Power and Perception

Even on the beach, politics exists.

Hotel staff versus beach vendors. “Don’t buy from them, buy from me.” Whispers, alliances, little turf wars.

It’s the same fragile ecosystem hotels live in — corporate vs. leisure, OTA vs. direct, head office vs. property. Everyone fighting for control of the same guest, same wallet, same credit.

And somehow, we all think we’re the main character. Dear Revenue Peeps – We are the guide, NOT the hero!!!

Lesson 5: Repeat business is survival

After the tour, one of the guides came back. “Tomorrow, maybe dolphins?”

He didn’t push hard. He just planted the seed. A quiet little loyalty program — no app, no CRM, just human memory and timing.

That’s what good revenue management does too. It’s not just about selling once. It’s about staying in the customer’s head long enough for the next booking to feel natural.

The revenue ecosystem — whether a 5-star hotel or a sun-drenched Zanzibar beach — is a fragile dance of independence, cooperation, timing, trust, and power. Tip the balance too far in one direction, and it all collapses.

Revenue management isn’t just numbers. It’s understanding who does what, when, and why — and then pricing that dance accordingly.

Love, Fabi

Bit about me: I’m Fabian Bartnick aka. Fabi – The Commercial Growth Leader. I’ve built and exited hospitality tech companies, trained thousands of leaders worldwide in sales, marketing and revenue management, and helped businesses in multiple industries align their commercial teams for measurable growth.

TL;DR: I make people better and companies more money.

If you’re ready to align your sales, marketing, and data into one unstoppable growth engine, connect with me on LinkedIn.

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