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Revenue Management as a Business Process REV RoadMap® Product Definition Competitive Benchmarking Strategic Pricing Demand Forecasting Distribution Management Business Mix Manipulation
Traditional Reservations CRS Connect to GDS + 800# PMS Property Voice Reservations GDS Travel Agent Reservations Manager
Distribution Management - Present CRS Central Reservation System GDS Global Distribution Systems Onward Distribution Proprietary Website www.yourhotel.com IDS Internet Distribution Systems PMS Property Management System DORM Director, Revenue Management
The “Mechanics” of Onward Distribution Four ways that Internet sites receive hotel information & rates. Switch Reservations Smaller websites GDS Extranet E-Mail
The Price Triangle Fair Price (Rate of the Day) Corp Meeting – no rooms Price Volume of Sales (duration of day parts & number of covers) 0 295 $405 “ Retail” Demand – Customers seeking fair price “ Premium” Demand – Customers willing to pay higher than fair market price e.g. Incentive Group “ Discount” Demand – Customers seeking lower than fair market price e.g. Association Dinner