Building a successful
Revenue Culture
Klaus Kohlmayr
Strategy - Culture – Support Director, IDeaS Advantage

IDeaS Revenue Optimization
Pricing & Real-Time
Revenue Engines: Pricing,
Optimization Forecasting, and
Consulting Optimization
Pricing &
Revenue
Optimization
Solutions
V5e V5i

The leading provider of Revenue Management
solutions worldwide

IDeaS Advantage provides…
Guidance along each step
in the journey of building,
developing or enhancing a
sustainable
Revenue Culture

It’s not rocket science!

Or is it…..?
Source: El-Haber, S and El-Taha M (2004), “Dynamic two airline seat inventory control with overbooking, cancellations and
no-shows”, Journal of Revenue and Pricing Management, Vol 3, No 2, 2004 pp 143-170

but it is getting more and more complex
Yesterday Today
Length of stay Overbooking Full Pattern UCG
Length of stay
Tripadvisor
Channel
Management Dynamic Pricing
Room types
BAR Meta-Search
Reservation
RevPAR Up-selling RevPAC Channel
Manager
Direct Channel Keyword Search
Management
Yield by Room type
Forecasting
Search Engine Optimization
Seasonal Pricing
Travel 2.0

Revenue Optimization Best Practice Processes
Systematic gathering of historical and
current market trends, including competitor
data, channels etc
Data
Collection Effective use &
Regularly review impact Data communication of the
to measure effectiveness Reporting data collected in
of process & decisions Analysis strategic decision
& Impact
making processes
Preference for lower Unconstrained Demand
cost or higher volume Distribution Forecasting Forecast for RM
channels? purposes
Determine optimal Effective mix of length
Inventory
price (per channel?) Pricing Management of stay
according to demand

Revenue Optimization is…
The right The right
Processes Culture
Consistent
Scalable
Sustainable

and the optimal alignment between..
People
$$$
Tools Processes
…according to
your particular
circumstances

To achieve a true Revenue Breakthrough!
High
Revenue
Revenue
Break
Break
through
through
Culture
Low Technology Adaptation High
Processes

Thank you
Klaus Kohlmayr
Director, IDeaS Advantage
IDeaS Singapore
+65 9730 2595
Klaus.Kohlmayr@ideas.com