REVENUE MANAGEMENT

Learning Objectives

At the end of the session, the participants are able:

  • 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.
 

Trainer

MR HALIM MERICAN

Course Outline

INTRODUCTION

  • A Brief History
  • Criteria for Effective Use: Fixed Capacity Environment, perishable Product, Varied But Predictable Demand, High Fixed Costs and Low Variable Costs

PREFORMANCE 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

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

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

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.

Time

Registration starts at 8.30 am on the first day. Classes start at 9 am end 5 pm. Morning and lunch break will be served at appropriate times.

Deposit & Payment

In order to secure the said training on a define basis, kindly effect 50% Deposit on the total costs for the training requirements upon confirmation. This deposit is non-refundable. Balance 50% of the total costs is require seven (7) days prior to the training.

Cancellation & Transfer

Please note that should this registration is cancelled fourteen (14) days before the day of the training, a 50% cancellation charge will be imposed. If cancellation is made seven (7) days before the training, full payment of the training will be levied. Please note that amendments can only be made to above arrangement by giving a minimum of three (3) working days’ notice.

 

Disclaimer – MAHTEC reserves the right to make changes to the venue, date, speaker including cancellation or postponement of the workshop if number of participants less than 10 or warranted by circumstances beyond its control.