细看酒店Revenue Management.ppt

Why is Revenue Management Important ? Perishable Hotel Products Low Variable Cost The RM Revolution Revenue Management Organization RM Organization Director/Manager, Revenue Management Reservations Manager/Supervisor Weekly RM Meeting RM Workshop to kick off RM revolution The RM Revolution Revenue Management Organization Focus on RevPAR RGI The RM Revolution Revenue Management Organization Focus on RevPAR RGI Pricing Pricing Structure Rack Corporate (COR) SET1 / WVB / SURE5 or SURE WVS / SUREH 7-day advance reservations 14-day advance reservations 21-day advance reservations 60-day advance reservations The RM Revolution Revenue Management Organization Focus on RevPAR RGI Pricing Upselling The RM Revolution Revenue Management Organization Focus on RevPAR RGI Pricing Upselling Overselling, Rate Closure LOS Control Overselling Inadequate Overselling Adequate Overselling The RM Revolution Revenue Management Organization Focus on RevPAR RGI Pricing Upselling Overselling, Rate Closure LOS Control Group Revenue Management Group Revenue Management Group Revenue Management Group Revenue Management Group Revenue Management Group Revenue Management The RM Revolution Revenue Management Organization Focus on RevPAR RGI Pricing Upselling Overselling, Rate Closure LOS Control Group Revenue Management Topline Prophet, Delphi RevMax Tools What’s your ACTUAL Share? How to use RGI to plan your strategies Pricing Demand Simulation - Advance Reservations Rates Arrival Date Start of Mth 2 Mths Before 1 Mth Before 10% 20% 20% 40% 40% 60% 75% 95% $ $ $ $ Upselling 1. Front Desk 2. Reservations 3. FB Outlets, Room Service, Banquet, Catering, etc Room Inventory Control 1. Oversell by Room Type 2. Status by Rate Categories Min. Length-of-Stay (MLOS) Frequency of Overselling/Statusing Daily or Twice Daily for arrival dates with high pick-up Weekly for arrival dates further out into the future Day of Arrival 90 Days Prior Room Capacity Inadequate Over-Selling ‘Walking’