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Rm Cmh 3rd Year
1.
Revenue Management …
Yield Management
2.
CMH …
3rd Year
3.
Liz Craig
4.
5.
Help Hotels +
Hotel Groups – Internet Revenue
6.
7.
8.
9.
10.
Who, What, When,
What Price, Which Channel
11.
Who to
sell What to, When, At What Price Through Which Channel
12.
Who –
which customers
13.
What -
product, offer or services
14.
When –
at what time in the purchase cycle
15.
What Price
– how much should be charged
16.
Which Channel
– where does the customer purchase
17.
Right product,
offer, service Right customer Right time Right price Right channel
18.
19.
OBM –
Optimum Business Mix Planning
20.
Who …
which customers
21.
22.
23.
When –
at what time in the purchase cycle
24.
25.
26.
27.
28.
29.
30.
What Price
– how much should be charged
31.
32.
33.
Which Channel
– where does the customer purchase
34.
35.
36.
37.
38.
39.
40.
41.
Core concepts
– Supply + Demand
42.
Demand > Supply
= Maximum price
43.
Demand < Supply
= Discount price
44.
Supply = Demand
= Packaging + Conditions
45.
Key Idea –
use price to divert demand to excess capacity
46.
Example –
when you consume
47.
48.
RM –
works best
49.
Perishable commodity
Fixed capacity Fluctuation in demand Customer price elasticity Market driven pricing Forecast demand patterns
50.
51.
52.
53.
54.
55.
56.
Eiffel Exercise
– Mission Maximize Demand
57.
58.
Customers –
Who are they, when do they come… how do they get there?
59.
Cannot change….. Hours
of operation Number of elevators Speed of elevators
60.
What Revenue Management
is NOT
61.
Computer Program
62.
Sales &
Promotion
63.
Only about
Pricing
64.
Only about
Guestrooms
65.
Only 1
person’s job
66.
Revenue Management …
67.
Revenue Management
… Revenue Maximization
68.
Interested …?
69.
Online Resource
Center [email_address]
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