1st week session

1. Revenue Management … Yield Management

2. CMH … 3rd Year

3. Liz Craig

5. Help Hotels + Hotel Groups – Internet Revenue

10. Who, What, When, What Price, Which Channel

11. Who to sell What to, When, At What Price Through Which Channel

12. Who – which customers

13. What - product, offer or services

14. When – at what time in the purchase cycle

15. What Price – how much should be charged

16. Which Channel – where does the customer purchase

17. Right product, offer, service Right customer Right time Right price Right channel

19. OBM – Optimum Business Mix Planning

20. Who … which customers

23. When – at what time in the purchase cycle

30. What Price – how much should be charged

33. Which Channel – where does the customer purchase

41. Core concepts – Supply + Demand

42. Demand > Supply = Maximum price

43. Demand < Supply = Discount price

44. Supply = Demand = Packaging + Conditions

45. Key Idea – use price to divert demand to excess capacity

46. Example – when you consume

48. RM – works best

49. Perishable commodity Fixed capacity Fluctuation in demand Customer price elasticity Market driven pricing Forecast demand patterns

56. Eiffel Exercise – Mission Maximize Demand

58. Customers – Who are they, when do they come… how do they get there?

59. Cannot change….. Hours of operation Number of elevators Speed of elevators

60. What Revenue Management is NOT

61. Computer Program

62. Sales & Promotion

63. Only about Pricing

64. Only about Guestrooms

65. Only 1 person’s job

66. Revenue Management …

67. Revenue Management … Revenue Maximization

68. Interested …?

69. Online Resource Center [email_address]