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Reputation = Revenue
Agathe Lirzin
Mba
Summary
I. Revenue management
II. Dedicate Revenue manager
III. A bright future
IV. However
V. The question is …
VI. In hospitality
VII.Increase direct booking
VIII.Recommendations
REVENUE MANAGEMENT
« selling the right product to the right customer at
the right time to the right price »
And some conditions :
Find resources to sell
Perishable inventory
Customers willing to pay different price for the
same product.
DEDICATE REVENUE MANAGER
Managing rates & inventory
Analyze and report
Do a segmentation and channel management
Do Budget and forecast
Do meeting and arbitrate
Do strategic goal = MOST IMPORTANT ROLE
CHANNEL
PROLIFERATI
ON
METASEARCH
RISING COSTS
OF
ACQUISITION
RATE PARITY
REVIEWS
A bright Future
NEW
METRICS
NEW
PRICING
STRATEGY
NEW TITLE
HOWEVER
Revenue management improve the hotel
management but a greater portion of the
revenue goes to OTA  METASEARCH.
THE QUESTION IS …
With the cost of acquisition rising, how should
hoteliers shift strategy to maintain profitability?
IN HOSPITALITY
Dream Search
Book Stay
INCREASE DIRECT BOOKING
• Discount thought booking directly on the
hotel website
• Adapt to the guest (different markets)
• Choose the channel that suit you
• Be on the google, tripadvisor, trivago, kayak
SITEMINDER
• Add more metasearch and channel thought
direct website …
RECOMMENDATIONS Pricing : Make you at
the place of customer
Distribution plan, play
favoritism with sites
Know lifestyle value of
customer
Maximize the
demand, be the
creator
Implement new
metrics
Have a positive online
reputation
Benchmark the KPI
Use management
tools like reviewpro
to help you

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Reputation = revenue