The document discusses trends in revenue management and the changing expectations of business travelers due to economic pressures. It summarizes the results of a survey which found that executives now prioritize basics over luxury when traveling, expect fewer and shorter trips while demanding better rates. They also prefer trusted hotel brands over unknown options. Budget hotels have new opportunities but must still offer minimum service levels to compete. Revenue management techniques aim to optimize profits by selling varying amounts of fixed, perishable resources to different customer segments.

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2. Revenue Management
TENDÊNCIAS
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3. http://minhapeleemelhorqueasua.blogspot.com.br/
2010/09/alegrando-luciana-hoteis.html
http://agenda-susana-mendes-
silva.blogspot.com.br/2011/04/hospede-
guest.html#!/2011/04/hospede-guest.html
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4. http://www.amadeus.com/au/x155978.html
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5. A pesquisa...
 The Economist Intelligence Unit surveyed 354
executives worldwide in November and December
2008 to obtain their views on how the global
economic downturn will feed into corporate travel
plans, with particular focus on the impact on the
hotel sector. All of the executives surveyed travel at
least once a quarter for business, with 37% travelling
more than once a month and 7% travelling weekly.
Forty-four percent of the executives in this survey
were C-Level/board level, with the remaining senior
executives and other managers. Geographically,
respondents were split as follows: North America
29%, Europe 29%, Asia-Pacific 29% and Rest of the
World 13%.
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6. Algumas conclusões...
 The expectations of business travelers are changing.
Economic pressures mean that executives now care less
about luxury and instead are concentrating on whether
hotels deliver on the basics.
 The downturn will lead to fewer, shorter business trips and
executives expect to downgrade hotels. Travel buyers will
take advantage of this fall in demand to extract the best
possible room rates.
 Business travelers will be less likely to take their chances
with the unknown, preferring trusted brands.
 It is a time of real opportunity for budget hotels. But they
will need to compete on more than price. Despite the
downturn, executives still expect a minimum level of
service.
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12. Revenue Management e o
Viajante Austero
 Revenue Management is a technique to optimize the revenue
earned from a fixed, perishable resource. The challenge is to sell
the right resources to the right customer at the right time.
 Revenue Management implements the basic principles of supply
and demand economics in a tactical way to generate incremental
revenues. There are three essential conditions for revenue
management to be applicable:
 That there is a fixed amount of resources available for sale.
 That the resources sold are perishable. This means that there is a time
limit to selling the resources, after which they cease to be of value.
 That different customers are willing to pay a different price for using the
same amount of resources.
 Revenue Management is of especially high relevance in cases
where the constant costs are relatively high compared to the
variable costs. The less variable costs there are, the more the
additional revenue earned will contribute to the overall profit.
www.dspace.iimk.ac.in
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13. http://www1.folha.uol.com.br/comida/1155026-especialistas-criticam-
o-tomate-brasileiro-cujo-preco-e-o-maior-dos-ultimos-dez-anos-em-
sp.shtml
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14. ekwada@anhembi.br
MUITO OBRIGADA!
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