Revenue Management

Revenue Management

Introduction

This course will provide participants with the knowledge, skills, and competencies required to develop and execute strategic revenue management processes in hospitality organizations. Participants will learn how to integrate multiple data sources and analyze them to improve hotel performance through price optimization, demand forecasting, availability control, and inventory allocation.

Who Should Attend?

Front Office Manager, Revenue Manager, Sales and Marketing Manager, Operation Manager.

Organization

MAH Training & Education Center

Outcome

Upon completion of the course, participants will be able to:

- Understand the key concepts of Revenue Management and its application of tactics and strategies to maximize hotel’s revenue opportunities
- Learn how to systematically apply proper processing tools to enhance hotel revenue

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No	Topic	Topic Description
1	Performance Measurement	Internal Measures: Revenue, Occupancy %, Average Daily Rate, RevPAR, Contribution Margin, Identical Net Revenue, Marginal Revenue Consideration, GOPPAR, Other Measures External Measures: Competitive Set, Market Share
2	Tactical Revenue Management	Forecasting: Forecasting Demand, Forecasting Room Availability Tactical Rate Management: Rate Structure, Tactical Discounting, Dynamic Pricing Stay (Duration) Control: Minimum Stay Requirement, Stay Through, Close to Arrival Capacity Management: Overbooking Displacement Analysis
3	Strategic Revenue Management	Demand Generation Marketing Strategies: Marketing Segmentation, Market Targeting, Market Positioning, Market Mix Management ‘ Strategic Pricing: Competing on Price, Rate Parity Revenue Streams Management Strategic Packaging Distribution Channel Management: Voice, GDS, Internet
4	E-Commerce & Distribution Channel Management	Type of distribution channel Definition of e-commerce & site category Distribution channel management
5	Food & Beverage Revenue Management	Menu Pricing Methods: Product Cost Percentage, Product Cost Plus, Contribution Margin Differential Pricing Factors Affecting Value Perceptions Revenue Generating Efficiency Who Should Attend Front Office Manager, Revenue Manager, Sales and Marketing Manager, Operation Manager

Expert

Tee Kah Huat

Tee Kah Huat Harvey has worked in the hospitality training field for over 10 years conducting diploma and certificate programs in Finance Management, Revenue Management, Internal Control, Fraud Detection and prevention, Income Audit, and Risk Management. He is enthusiastic and passionate about imparting his knowledge and experience to working adults pursuing in hotel management. Professional Registration HRD Corp Accredited Trainer Qualification Certified Hospitality Trainer (CHT) Certified Internal Auditor (CIA) Certified Public Accountants