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14º Workshop Trend


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14º Workshop Trend

  1. 1. Beth Wada 28/09/2012 1
  2. 2. Revenue ManagementTENDÊNCIAS Beth Wada 28/09/2012 2
  3. 3. http://agenda-susana-mendes- guest.html#!/2011/04/hospede-guest.html Beth Wada 28/09/2012 3
  4. 4. Beth Wada 28/09/2012 4
  5. 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%. Beth Wada 28/09/2012 5
  6. 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. Beth Wada 28/09/2012 6
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  12. 12. Revenue Management e oViajante 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. Beth Wada 28/09/2012 12
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  14. 14. ekwada@anhembi.brMUITO OBRIGADA! Beth Wada 28/09/2012 14