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Travel Distribution India 2008 Revenue Maximization
Travel Distribution India 2008 Revenue Maximization
Travel Distribution India 2008 Revenue Maximization
Travel Distribution India 2008 Revenue Maximization
Travel Distribution India 2008 Revenue Maximization
Travel Distribution India 2008 Revenue Maximization
Travel Distribution India 2008 Revenue Maximization
Travel Distribution India 2008 Revenue Maximization
Travel Distribution India 2008 Revenue Maximization
Travel Distribution India 2008 Revenue Maximization
Travel Distribution India 2008 Revenue Maximization
Travel Distribution India 2008 Revenue Maximization
Travel Distribution India 2008 Revenue Maximization
Travel Distribution India 2008 Revenue Maximization
Travel Distribution India 2008 Revenue Maximization
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Travel Distribution India 2008 Revenue Maximization

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Revenue Management has come of age

Revenue Management has come of age

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  • A new perrspective. Must compliment you for a very simple and straight presentation. Can i please speak to you. Please forward me your contact details, i would like to explore this in detail
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  • 1.  
  • 2. Travel Distribution India 2008 Revenue Maximization (RM) November 26, 2008 Taj Lands End, Mumbai www.lemontreehotels.com
  • 3. The Lemon Tree Hotel Company <ul><li>Lemon Tree Hotels: India’s fastest growing, upscale, full </li></ul><ul><li>service, moderately priced hotel chain </li></ul><ul><li>Red Fox Hotels: Economy hotel brand, under development </li></ul>
  • 4. RM Intersects Distribution, CRM & Operations
  • 5. Controlling Costs Is Critical To Bottom Line Success
  • 6. Distribution Strategy <ul><ul><li>Maintain rate parity </li></ul></ul><ul><ul><li>Dynamic pricing and packaging </li></ul></ul><ul><ul><li>Explore new distribution avenues </li></ul></ul>
  • 7. RM In Hotel Development Operation Development Site Selection Distribution Optimization Profitability Ratios ROI Revenue management
  • 8. Purchase Influencers Location Brand/Flag Services Facilities/Amenities Price Static Dynamic Determinant (can’t be changed) Static (can be changed) Incremental Filter/Stimulant
  • 9. Pricing Considerations
  • 10. Target: R EV PAR Optimization Demand Focus: Occupancy Focus: ARR
  • 11. <ul><li>Understand competition </li></ul><ul><li>Drive severe cost control </li></ul><ul><li>Pursue R EV PAR, not ARR </li></ul>RM Today: Strategic Not Tactical
  • 12. Customer Is King Value to the customer Value to the enterprise Market Unqualified Customer Prospective Customer Customer Satisfied Customer Repeat Customer Sell Fulfill Care
  • 13. Effective RM Optimized Revenue Performance Costs
  • 14. <ul><ul><li>Leverage your brand </li></ul></ul><ul><ul><li>Invest in effective technology </li></ul></ul><ul><ul><li>Build successful partner relationships </li></ul></ul>Key Drivers: RM Success
  • 15. www.lemontreehotels.com [email_address] Thank You

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