#35 Fabian Bartnick, Restaurant and Bar F&B Revenue Management

"Certainty at times doesn't mean black and white. Certainty means I'm going to go in the right direction based on the data that I have."

Fabian Bartnick began his career in hospitality by chance, starting at the front desk and night shifts at Heathrow, where he was introduced to revenue management through hands-on projects. He quickly progressed through roles in reservations and multi-property revenue management, eventually joining IHG and later moving to the technology side with Ideas, where he helped build the consulting division for EMEA. Fabian’s journey led him to co-found a company focused on revenue management for restaurants (F&B), leveraging his expertise in tech, revenue management, and events. His approach emphasizes the importance of both data-driven decisions and human insight, especially in dynamic environments like restaurants, where immediate feedback and adaptability are crucial. Fabian is recognized for pioneering the adaptation of revenue management principles from rooms to F&B, advocating for immersive learning, and fostering collaboration between operations and revenue teams.

Chapter
00:00:00 Introduction and cultural anecdotes
00:04:30 Fabian’s background and entry into revenue management
00:13:20 Early training and learning by doing
00:23:10 The role of mindset and non-data information
00:29:40 Embracing uncertainty and decision reversibility
00:36:00 Transition to RMS technology and industry observations
00:46:30 Founding a restaurant revenue management company
00:54:00 Challenges in F&B data and operational realities
01:06:00 Table and seat optimization vs. menu and server performance
01:15:00 Personal learning habits and advice for young professionals

Music

• Rage Against The Machine - Killing In The Name

• Disturbed - The Sound of Silence

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