Revenue Management
Objectives
Students should be able to recognize key concepts and terminologies in revenue management, apply methods and techniques to evaluate the hotels KPI and structure segmented action plans adjusted to each operational sector of the hotel.
General characterization
Code
2614
Credits
3.5
Responsible teacher
Duarte Oliveira Pimentel
Hours
Weekly - Available soon
Total - Available soon
Teaching language
English
Prerequisites
n/a
Bibliography
Bodea, T. & Ferguson, M. (2014). Segmentation, revenue management, and pricing analytics . New York, NY: Routledge.
Dempsey, D. & Kelliher, F. (2017). Industry Trends in Cloud Computing Alternative Business-to-business Revenue Models . City: Palgrave Macmillan.
Hayes, D. & Miller, A. (2011). Revenue management for the hospitality industry . Hoboken, N.J: Wiley.
Hayes, D., Ninemeier, J. & Miller, A. (2017). Hotel operations management . Boston: Pearson
Hereter, G. (2017). Introduction to revenue management for hotels: tools and strategies to maximize the revenue of your property . USA: Createspace Independent Publishing Platform.
Legohe¿rel, P., Poutier, E. & Fyall, A. (2013). Revenue management for hospitality and tourism . Woodeaton, Oxford: Goodfellow Publishers Ltd.
McGuire, K. (2016). Hotel pricing in a social world: driving value in the digital economy . Hoboken, New Jersey: John Wiley & Sons, Inc.
Wood, R. (2017). Hotel accommodation management . Abingdon, Oxon New York, NY: Routledge is an imprint of the Taylor & Francis Group, an Informa Business.
Teaching method
Regarding teaching methodologies , the techniques used are associated with active learning and Problem Based Learning:
. Concept presentation using audio and visual material.
. Student participation in learning based on Q&A during class
. Analysis and discussion of real or theoretical cases
. KPI calculations and analysis exercises performed by students individually and in group
Evaluation method
Regular Exam Period
Final exam with multiple choice, exercises and essay questions: 100%
Subject matter
1. General concepts of Yield and Revenue Management. 2. Balance Scorecard and KPIs (REVPAR, TREVPAR, GOP, GOPAR, ALOS). 3. Competitive Set analyzis (FS, MS, REVPAR INDEX, MPI). 4. Calculation of tariffs and strategies (Hubbart method, Reputation pricing). 5. Forecasting Management (OTB, Pick-up, Booking Pace, Booking Window). 6. Price discrimination. 7. Channel Management (Rate Parity, Overbooking, Overcontracting)