Hotel management. Revenue management

1. REVENUE MANAGEMENT

HOTEL MANAGEMENT
REVENUE MANAGEMENT

2. Revenue Management OBJECTIVES

REVENUE MANAGEMENT
OBJECTIVES
ADOPT A COMPETITIVE SET FOR THE HOTEL
DEVELOP FORECASTING MODEL
STIMULATE DEMAND
PUSH FORWARD THE HOTEL ON POTENTIAL DISTRIBUTION CHANNELS
OPTIMIZE DIRECT SALES AND DISTRIBUTION VIA WEBSITE
STRUCTURE THE PRICING MANAGEMENT

3. Revenue Management Forecasting

REVENUE MANAGEMENT
FORECASTING
COMPETITIVE SET
MARKET PROFILES
GROUP PROFILES
NGRT, GRT, NSH, CNCL
BLOCKS
HISTORY
OVERRUN SUPPORT
RESERVATION TRENDS
EVENTS CALENDAR
PLANS FOR RENOVATIONS
NEW OPENINGS

4. Revenue Management ROOMS Forecast

REVENUE MANAGEMENT
ROOMS FORECAST
Information Needed
ARRIVALS
RATIOS
% NO-SHOWS
WALK-INS
STAYOVERS
% WALK-INS
NO-SHOWS
UNDERSTAYS
% OVERSTAYS
CHECK-OUTS
OVERSTAYS
% UNDERSTAYS

5. Revenue Management ROOMS FORECAST

REVENUE MANAGEMENT
ROOMS FORECAST
Total Number of Guest Rooms
-
Number of Out-of-Order Rooms
-
Number of Stayovers
-
Number of Reservations
+ Number of Reservations X
Percentage of No-Shows
+ Number of Understays
-
Number of Overstays____________
= Rooms Available for Sale

6. Revenue Management Forecasting – MONTHLY PICK UP analysis

REVENUE MANAGEMENT
FORECASTING – MONTHLY PICK UP ANALYSIS

7. Revenue Management Forecasting – DAILY PICK-UP and pace

REVENUE MANAGEMENT
FORECASTING – DAILY PICK-UP AND PACE

8. Revenue Management room Forecast - SAMPLE

REVENUE MANAGEMENT
ROOM FORECAST - SAMPLE

9. Revenue Management booking curve

REVENUE MANAGEMENT
BOOKING CURVE

10. Revenue Management structuring room rates

PUBLIC
RATES
REVENUE MANAGEMENT
STRUCTURING ROOM RATES
RACK RATES
BEST AVAILABLE RATES (BAR1…BAR6)
SPECIAL RATES
CORPORATE RATES
PROMOTIONAL RATES
INCENTIVE RATES
PACKAGE RATES
COMPLIMENTARY RATES

11. Revenue Management yield management

REVENUE MANAGEMENT
YIELD MANAGEMENT

12. Revenue Management yield management – controlling demand

REVENUE MANAGEMENT
YIELD MANAGEMENT – CONTROLLING DEMAND
CAPACITY MANAGEMENT
DISCOUNT ALLOCATION
DURATION CONTROL

13. Revenue Management yield management – duration control

REVENUE MANAGEMENT
YIELD MANAGEMENT – DURATION CONTROL
MIN LENGTH OF STAY
MAX LENGTH OF STAY
CLOSE TO ARRIVAL
CLOSE

14. Revenue Management yield management – duration control

REVENUE MANAGEMENT
YIELD MANAGEMENT – DURATION CONTROL

15. Revenue Management yield management – duration control

REVENUE MANAGEMENT
YIELD MANAGEMENT – DURATION CONTROL

16. Revenue Management yield management – duration control

REVENUE MANAGEMENT
YIELD MANAGEMENT – DURATION CONTROL

17. Revenue Management yield management - revpar

REVENUE MANAGEMENT
YIELD MANAGEMENT - REVPAR