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CONTENTS:
1. Introduction 3
2. Revenue Management 5
4. Inventory Allocation 7
5. Volume Relationships 9
6. Conclusion 11
Revenue management:
It is an art & science of predicting real time customer demand to
determine the optimal price & availability of a product.
Or in laymen terms we can say selling the right product to the right customer at the right time at
a right price thereby maximizing the overall revenue.
In hotel industry yield management is done by the rates the hotel will charge & the no. of
rooms available for each rate based on projected occupancies for a fixed period.
This pricing is based on the elasticity of demand for selected customer segments.
Revenue analysis
• Good data
• Ability to segment markets
• Perishable inventory
• Ability to sell in advance
• Low marginal sales cost
• Booking pattern data
• Excellent management information system(MIS)
• Customized software’s & system like oracle, Fidelio
• Ability to fence customer segments
• An overbooking policy
Now in order to develop rational pricing we have to look upon these factors.
Customer:
• Who are my customers?
• What are they buying?
• What are they willing to pay for the quality offered?
• How do they book the room?
Property:
• What is the quality of my product?
• What economic return is desired?
• What are my past pricing actions and results of those actions?
• What are my roomnights, rate, and mix trends by segments?
Market:
• What is the state of the economy?
• What is the market outlook?
• What is demand strength, It’s pattern & it’s consistency?
• What my competitors are doing & what will be there reaction?
Inventory allocation:
Level 1 strategy:
• Focus on volume.
Level 2 strategy:
• Focus on mix rate & volume
• Hotel requalifies special corporate discounts
• Limiting discounts in peak time
Level 3 strategy
• Focus on rate
• Remove non producing accounts from discounts
• NLRA for new customers
Sales strategies:
Establishing & communicating what can be sold & when?
REVPAR allows us to measure the success of balancing occupancy and ADR resulting in
maximized revenue.
Volume Relationships
Business goal: to maximize revenue can lead to poor customer experience.
For example early yield management techniques cancels the booking made by travel agents during
high occupancy periods in order to save travel agents commission but it will ultimately result in loss
to future business.
• Demonstrate control
• Have the ability to move market share
• Demonstrate Control
• Have day of week patterns that build shoulder night occupancy
• Provide volume during periods of low demand
Rate integrity can also be applied to these VIP’s & CIP’s(commercial important persons)
Rate integrity:
Conclusion:
Although yield management may be ethical, it may not be viewed as fair by the
guest. A study of perceived fairness of yield management demonstrated that many
common yield management techniques were viewed as highly un acceptable by
survey respondents
Unacceptable practices
Acceptable prices
The staff must be well trained to explain the differences in ratesFor example
sometimes a customer staying longer might be charged higher than the guest
staying for few days, one might expect a concession for longer stays because longer
stays may take a guest in a period of high occupancy where rate is high.
Hotels should be able develop fences to prohibit customers from one segment
receiving prices intended for other. For example a business traveler exhibit less
elastic behavior towards price as compared to leisure traveler then a hotel can ask
for 30 day advance reservation for Friday & Saturday night stay this will effectively
fences out business travelers to pay higher prices to stay during business weeks
with little or no advance reservation.
In the end I would like to say that yield management if used properly can provide
extra revenue to hotels & benefits to customer also.