The challenge for revenue managers is that their traditional target metric, revenue per available room (RevPAR), does not take acquisition costs into account. Metrics that would come closer are ProPAR, or profit per available room, or Net RevPAR, which is Revenue minus (commissions plus total sales and marketing) divided by available rooms. To get even more granular, there is also ProPOR, or profit per occupied room. With industry observers calling for new revenue metrics that take acquisition costs into account, could we finally be entering the era where planners can say they actually do get better rates by going direct and cutting out commissionable middlemen? It’s possible, considering how high and fast commission spending has risen. One hospitality executive quoted in the Hotels article - Scott Dahl, vice president of technology at Hersha Hospitality Management - goes so far as to say it’s “sort of a joke” that the RevPAR metric “treats a room we sell directly to a customer and one sold through an intermediary with a 20 percent margin, each at the same price, as having the same value.” Get the full story at MeetingsNet and Hotels magazine (electronic edition) Read also "The rising costs of hotel guest acquisition"