Travel Distribution India 2008 Revenue Maximization (RM) November 26, 2008 Taj Lands End, Mumbai www.lemontreehotels.com
The Lemon Tree Hotel Company <ul><li>Lemon  Tree  Hotels:  India’s  fastest  growing,  upscale,  full  </li></ul><ul><li>s...
RM Intersects Distribution,  CRM & Operations
Controlling Costs Is Critical To Bottom Line Success
Distribution Strategy <ul><ul><li>Maintain rate parity </li></ul></ul><ul><ul><li>Dynamic pricing and packaging </li></ul>...
RM In Hotel Development Operation Development  Site Selection Distribution Optimization Profitability Ratios ROI Revenue m...
Purchase Influencers Location Brand/Flag Services Facilities/Amenities Price Static Dynamic Determinant (can’t be changed)...
Pricing Considerations
Target: R EV PAR Optimization Demand Focus: Occupancy Focus: ARR
<ul><li>Understand competition </li></ul><ul><li>Drive severe cost control  </li></ul><ul><li>Pursue R EV PAR, not ARR </l...
Customer Is King  Value to the customer Value to the enterprise Market Unqualified Customer Prospective Customer Customer ...
Effective RM Optimized Revenue Performance Costs
<ul><ul><li>Leverage your brand  </li></ul></ul><ul><ul><li>Invest in effective technology   </li></ul></ul><ul><ul><li>Bu...
www.lemontreehotels.com [email_address] Thank You
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Travel Distribution India 2008 Revenue Maximization

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RM Today is strategic not tactical.
The key is is anticipating and influencing consumer behavior in order to maximize revenue

Published in: Business, Travel
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Travel Distribution India 2008 Revenue Maximization

  1. 2. Travel Distribution India 2008 Revenue Maximization (RM) November 26, 2008 Taj Lands End, Mumbai www.lemontreehotels.com
  2. 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>
  3. 4. RM Intersects Distribution, CRM & Operations
  4. 5. Controlling Costs Is Critical To Bottom Line Success
  5. 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>
  6. 7. RM In Hotel Development Operation Development Site Selection Distribution Optimization Profitability Ratios ROI Revenue management
  7. 8. Purchase Influencers Location Brand/Flag Services Facilities/Amenities Price Static Dynamic Determinant (can’t be changed) Static (can be changed) Incremental Filter/Stimulant
  8. 9. Pricing Considerations
  9. 10. Target: R EV PAR Optimization Demand Focus: Occupancy Focus: ARR
  10. 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
  11. 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
  12. 13. Effective RM Optimized Revenue Performance Costs
  13. 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
  14. 15. www.lemontreehotels.com [email_address] Thank You

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