Two weeks ago, we hosted Malta’s very first Revenue Management Meet-Up, bringing together a small focused group of revenue leaders for an open and honest exchange of ideas and challenges that they face in the current local hospitality industry.

We met at Grand Hotel Excelsior Malta, who not only hosted us but also kept us refreshed throughout the evening with flowing wine and delicious canapés, the format was deliberately simple: a group of people around the table, one hour of open discussion, no slides, no presentations — just real conversations.

The discussion immediately kicked off as we asked: “What would make a meet-up like this valuable to you?” From that question, a rich and highly relevant exchange unfolded, touching on some long-standing and emerging issues:

The Supply vs. Demand Saga

One of the first topics — and perhaps the most debated — was the ongoing issue of supply and demand. This has been an industry talking point for years, yet despite consistent warnings, the number of beds on the island continues to grow:

• More hotel developments are opening or in the pipeline.
• Private rentals, particularly via platforms like Airbnb, are adding even more pressure.

With growing inventory, the same pool of guests now needs to be spread across an ever-increasing number of rooms, putting constant strain on pricing strategies.

Pricing Strategies and The “Consensus Question”

The group openly discussed the current state of undercutting — a familiar frustration for revenue managers. The idea of a common pricing consensus was raised: could the market ever adopt a coordinated strategy to help stabilise rates and protect long-term profitability? A recurring question was:

“How can we continue to deliver the same RevPAR to our owners year after year when new entrants, often with lower expectations, are happy just to cover loans and operating expenses?”

There was general scepticism about whether such a consensus could realistically be achieved in Malta. While it’s clear that stability could benefit everyone, reaching a shared approach seems unlikely due to the different financial realities between well-established operators and newer investors. However, further research and industry dialogue may be needed to explore possible frameworks or guidelines.

Pricing for Valletta Properties

Interestingly, Valletta was cited as an example where pricing has so far remained more stable compared to other areas. Despite the influx of rental properties, Valletta’s positioning and the strong appeal, have helped maintain healthy rate levels. However, with more rental developments coming even within Valletta itself, some questioned whether this stability can continue.

Flight Capacity

The conversation also touched on Malta’s inbound flight strategy. There’s growing concern about whether the number of available air seats is keeping pace with the rising number of beds. Simply put:

“We can build more hotels, but without more flights bringing guests, how can we fill the beds?”

The group expressed a strong interest in gaining more visibility into Malta’s flight capacity plans and the national strategy for increasing guest arrivals, particularly in the shoulder and winter seasons.

The Need to Think Beyond Rooms: TRevPAR

The group acknowledged the importance of focusing not just on RevPAR (room revenue) but on TRevPAR (Total Revenue per Available Room) — the revenue generated across the entire property from all services offered.

This shift in mindset encourages hotels to better monetise each guest stay and diversify revenue streams, especially when room rates are under pressure.

What’s Next?

The clear consensus from this first session: this discussion needs to continue and this community needs to grow and make an impact. We’re already planning our next meet-up for September 2025, where two major topics will be explored in more depth.

A WhatsApp group has also been created to allow for continuous knowledge sharing and informal support between peers in the months ahead.

Final Note

We want to sincerely thank everyone who attended and contributed so openly — your insights made this first session meaningful. And of course, a special thanks to Grand Hotel Excelsior Malta for not only hosting us but also keeping the conversation flowing with excellent hospitality throughout the evening.

For anyone who couldn’t make it this time:
Don’t miss the next one. The conversation has started. The community is building.

If you’d like to join the next session, suggest a topic, or contribute as a speaker or partner, feel free to contact us — we would be happy to hear from you. https://www.hospitality-malta.com/contact-us/

Hospitality Solutions Ltd. Team