With a fixed capacity, a highly disposable product and high fixed costs, hotels are a natural candidate for the application of revenue management. Originally developed by the airlines in the 1970s, these analytics-based techniques help predict consumer behavior at the hotel’s market level so that the hotel can sell each room each night at the optimum price.
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课程信息
您将获得的技能
- Pricing
- Revenue Management
- Forecasting
- Segmentation Analysis
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ESSEC商学院
For over a century, ESSEC has been developing a state-of-the-art educational program that gives the individual pride of place in its learning model, promoting the values of freedom, openness, innovation and responsibility. Preparing future managers to reconcile personal interests with collective responsibility, giving consideration to the common good in their decision-making, and weighing economic challenges against the social costs are some of the objectives ESSEC has set for itself. Its ultimate goal? To create a global world that has meaning for us all.
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Getting Started with Revenue Management
Welcome! In this first module, you will understand what revenue management is, why it’s important, simple steps to get started, how revenue management can increase profit through booking curve management and how effective yielding can improve a hotel’s profits. Moving forward, we’ll share best practices and better prepare you for today’s complex digital age.
Introduction to Segmentation
In this second module we will discuss segmentation 101, four things to consider while determining segmentation, as well as our best practices in regards to working with properties who need to go through a re-segmentation exercise, and presenting you with some key takeaways.
Introduction to Forecasting & Budgeting
In this third module, you will have an overview of forecasting and its basic terminology, explore forecasting goals, trends and tools, and understand how to link forecasting and budgeting together.
Introduction to Pricing
This last module should help tie together concepts from the previous three modules to give you a practical understanding of the fundamentals of revenue management. You will understand why pricing is important, the difference between common pricing strategies, and what are the 7 most common pricing mistakes. After that we will revisit the topic of Big Data, automated systems, and system connectivity as it and discuss best practices for pricing.
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- 5 stars70.08%
- 4 stars21.47%
- 3 stars5.66%
- 2 stars1.38%
- 1 star1.38%
来自营收管理基础:营收策略的基石的热门评论
Good course. To be honest, I didn't like the final exam. I think the exercises are too simplified and have a lot of assumptions, specially for the elasticity of demand of some customer segments
The course is so helpful and it was delivered in a very clear term, the instructor are very knowledgable of the subject with excellence presentation skills.
Everything was able to connect deeply into my experience based knowledge to enhance better thinking towards hotel operation and finance. Thank you.
I value specifically the repetition of concepts across videos and readings - it meant it really solidified the learning and knowledge so that I now can confidently apply it.
关于 酒店管理:分销、营收和需求管理 专项课程
Market hospitality services, manage demand, and optimize revenue.

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