Every hotel — from a 12-key boutique in Alaçatı to a 480-key all-inclusive in Antalya — has the same five revenue segments. The mix is different. The discipline of separating them is the same. A revenue manager who cannot rattle off their segment mix from memory is not yet doing the job.
Segment 1: Transient leisure
The walk-in or short-lead-time individual booking, paying a published rate, staying 1-4 nights. This is the segment that responds most to dynamic pricing, the segment that flows through OTAs, and the segment whose lead time you can model from history. Usually 35-55% of total roomnights for an urban property; 60-80% for a leisure resort.
Segment 2: Transient corporate
Individual business traveler, often booking through a TMC or a corporate booking tool (Concur, SAP Concur, Egencia). They book at a negotiated rate that you set annually. Lower lead times, very price-insensitive midweek, highly price-sensitive weekends.
Segment 3: Group
Multi-room block — wedding, conference, sports team, tour operator. Booked 60-365 days out at a negotiated group rate, often with concessions (free meeting room, complimentary upgrades). The segment with the lowest contribution per room but the highest predictability.
Segment 4: Wholesale / tour operator
Sold to a third party (TUI, Coral Travel, Anex Tour) who packages your room with flight and ground transport. Booked 6-18 months out at a net-of-commission rate that is typically 18-28% below your BAR. The segment that fills shoulder and low seasons but cannibalizes peak if you let it.
Segment 5: Other
Crew, government, complimentary, house use. Small in roomnight terms but the segment that owners get most emotional about ("why are we giving away rooms to airline crew?"). The answer is "because they pay €110 in cash for what would otherwise be a vacant room on a Tuesday in February" — but you have to be ready with that answer.