ID 2120 ΡΩΞΑΝΗ...

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    ID 2120

    REVENUE MANAGEMENT

    INTERNATIONAL DIPLOMA IN TRAVEL AND

    TOURISM

    ... 5 T

  • REVENUE MANAGEMENT ID 2120 3

    2016

    1

    Revenue Management

    One thing is very clear; the role revenue management will remain foundational in

    progressive organizations. Those that embrace it will have a distinct strategic advantage

    over competitors. It is the diligent efforts of those early pioneers got us to where we are today

    and have what has paved the way for the future of this discipline.1 ,

    revenue management ,

    ,

    .

    Trevor Stuart-Hill ,President & Founder Revenue Matters ,

    Hospitality Sales & Marketing Association Internationals (HSMAI) Revenue Management

    Advisory Board , .

    , .

    1 Mr. Trevor Stuart-Hill ,President & Founder Revenue Matters

    Mr. Trevor Stuart-Hill is the founder and president of Revenue Matters. He sets the cultural course, provides the strategic direction and oversees the performance for each of Revenue Matters four operating groups. He co-authored the first college-level textbook on the subject of revenue management that is currently being used for teaching this discipline around the world. He was a founding member of the Hospitality Sales & Marketing Association Internationals (HSMAI) Revenue Management Advisory Board and is an active member of both the Professional Pricing Society (PPS) and the International Society of Hospitality Consultants (ISHC). Mr. Stuart-Hill has been recognized by HSMAI as one of the hospitality industrys top 25 minds in sales and marketing. In previous corporate level roles, Mr. Stuart-Hill defined revenue management strategies including developing pricing and distribution approaches for both Sage Hospitality Resources and Destination Hotels & Resorts. Prior to forming Revenue Matters in 2009, Mr. Stuart-Hill was primarily responsible the account management function for the Americas region at Sabre Hospitality Solutions. An avid golfer and private pilot, Mr. Stuart-Hill resides in Parker Colorado.

    SHOULD YOU SAY YES,

    SHOULD YOU SAY NO?

    WHO YOU SAY YES TO, WHO

    YOU SAY NO TO?

  • REVENUE MANAGEMENT ID 2120 3

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    2

    ....2

    .......3

    YIELD MANAGEMENT ME O REVENUE MANAGEMENT .....4

    REVENUE

    MANAGEMENT ........5

    1: .5

    2: ..6

    3: ........7

    4: .........8

    5: ..........9

    6: ..........10

    ...11

    .....12

    ..........14

  • REVENUE MANAGEMENT ID 2120 3

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    To Revenue Management !

    Revenue Management

    . overbooking ,

    . 1970,

    ..

    21 .

    ..

    , , .

    1972, Revenue Management Ken

    Littlewood he two class model! he two class model ,

    (

    ).

    , 1978 ,

    , .

    ( yield management2 )

    .

    2 O Robert Crandall, American Airlines, yield

    management .

    http://www.leraterevenue.com/wp-content/uploads/2015/11/littlewoodrule.pdfhttp://www.leraterevenue.com/wp-content/uploads/2015/11/littlewoodrule.pdf%09http:/aviationweek.com/blog/law-changed-airline-industry-beyond-recognition-1978%09http:/aviationweek.com/blog/law-changed-airline-industry-beyond-recognition-1978%09http:/aviationweek.com/blog/law-changed-airline-industry-beyond-recognition-1978

  • REVENUE MANAGEMENT ID 2120 3

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    yield management

    . 1988

    Cornell

    hospitality brands yield management

    , ..

    YIELD MANAGEMENT ME O REVENUE MANAGEMENT

    To Yield management, :

    , , , .

    revenue management

    ,

    . yield

    management revenue management

    :

    President Jimmy Carter signs the Airline Deregulation Act.1978

  • REVENUE MANAGEMENT ID 2120 3

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    5

    ,

    REVENUE

    MANAGEMENT

    Revenue management !

    , Revenue management

    . ,

    revenue management

    ,

    . :

    1:

    .

    .

  • REVENUE MANAGEMENT ID 2120 3

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    .

    , .

    :

    ( Historical key performance indicators (KPI's)

    (Units sold), (Occupancy),

    (Average Rate),

    (Revenue per available room (RevPAR)

    (Market segment production by day )

    , , , ..

    (Rate plan )

    ( Channel production) ,

    (Reservation sales volume ),

    ( Pace vs. same

    point in time prior year ).

    ( Competitive intelligence )

    (benchmarking) ,

    (Publically available pricing)

    2:

  • REVENUE MANAGEMENT ID 2120 3

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    .

    , , ,

    ,

    .

    3

    .

    30-60-90

    12 .

    3:

    . ,

    (inventory ) , , , spa

    ) ,

    .

    o

    .

    3 ( )

    forecast ( ).

  • REVENUE MANAGEMENT ID 2120 3

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    8

    ,

    , .

    :

    (Bracketing ),

    () , , , ,Up-selling,

    ...

    4:

    ,

    ,

    .

    :

    - Closed (Closed) - ,

    .

    - {Closed to Arrival (CTA)}-

    CTA,

    CTA date.

    - (Min X) -

    X

    . , Min 3

    check out

    .

  • REVENUE MANAGEMENT ID 2120 3

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    - (Max X) -

    Max X

    . , Max 3

    ,

    , .

    (FPLOS full pattern length

    of stay) 7 . ,

    , 1 , 4

    . 6 ,

    7 .

    revenue management

    . ,

    .

    .

    .

    5:

    : .. , on-line , ,

    ..

    .

    1996, .

    .

    (rate parity ) .

  • REVENUE MANAGEMENT ID 2120 3

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    6:

    ,

    .

    top-down ,

    buy-in ,

    .

    , Front Office Manager ,

    Controller, , E- Commerce Manager

    Revenue Manager. H :

    (MTD) onth to day (KPI) ey performance

    indicators(Controller)

    /

    (o )

    Pace (Director of Revenue Management)

    ( Reservation Manager))

    Highlights ( )

    Front Office (Front Office Manager)

    / ( E-Commerce Manager)

    (Director of Revenue Management)

    , & (Director of Revenue Management)

    , 1

    .

  • REVENUE MANAGEMENT ID 2120 3

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    ,

    .

    .

    Revenue Management .

    :

    , revenue

    management.

    revenue management

    revenue optimization ( )

    .

    ( revenue officers )

    ,

    , ,

    Revenue Manager Revenue Optimization Manager ,

    , .

    .

    ,

  • REVENUE MANAGEMENT ID 2120 3

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    . /

    .

    To revenue optimization,

    .

    .

    .

    .

    , revenue management

    .

    .

    .

    http://www.travel-industry-dictionary.com/littlewoods-rule.html

    [ 22.11.2016]

    http://users.auth.gr/gpapahr/seminarchapters/ACC08.pdf

    [ 22.11.2016]

    http://www.infostrag.gr/syros/wp-content/uploads/2009/06/Nikolaos_Kanellos.pdf

    [ 22.11.2016]

    http://www.travel-industry-dictionary.com/littlewoods-rule.htmlhttp://users.auth.gr/gpapahr/seminarchapters/ACC08.pdfhttp://www.infostrag.gr/syros/wp-content/uploads/2009/06/Nikolaos_Kanellos.pdf

  • REVENUE MANAGEMENT ID 2120 3

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    https://repository.kallipos.gr/bitstream/11419/4256/2/00_master%20document-

    KOY.pdf

    [ 22.11.2016]

    http://hotelexecutive.com/business_review/3194/revenue-management-an-overview-

    on-past-present-and-future

    [ 22.11.2016]

    http://www.hospitalitynet.org/news/4074631.html

    [ 22.11.2016]

    https://www0.gsb.columbia.edu/mygsb/faculty/research/pubfiles/3958/Tutorials2005-

    chapter06.pdf

    [ 22.11.2016]

    http://dione.lib.unipi.gr/xmlui/bitstream/handle/unipi/6022/Christou.pdf?sequence=2

    [ 23.11.2016]

    https://opencourses.uoc.gr/cours