Скачать презентацию Revenue Management Training Easy Ez Revenue Management Solutions Скачать презентацию Revenue Management Training Easy Ez Revenue Management Solutions

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Revenue Management Training Easy (Ez) Revenue Management Solutions Revenue Management Training Easy (Ez) Revenue Management Solutions

Agenda – Day 1 § 09: 00 Revenue Management the Ez. RMS Way § Agenda – Day 1 § 09: 00 Revenue Management the Ez. RMS Way § 10: 00 Ez. RMS™ Core Module system training § § History Bookings Booking Pick-Up Special Events § 12: 30 Lunch § 13: 30 Ez. RMS™ Core Module system training § § Forecast Revenue Opportunities Analysis Configuration § 15: 00 Updating the PMS & CRS § 17: 00 Ez. RMS™ New Features § 18: 00 Questions Easy (Ez) Revenue Management Solutions

Agenda – Day 2 § 08: 30 Ez. RMS™ Overview § § § Ez-Compete Agenda – Day 2 § 08: 30 Ez. RMS™ Overview § § § Ez-Compete Ez-Bench Ez-Quote Ez-Region Ez-Budget § 12: 30 How to use Ez. RMS™ § 13: 30 Ez. RMS™ Core Module system training § Daily tasks § Weekly tasks § Monthly tasks § 14: 30 Case Study § 17: 00 Questions Easy (Ez) Revenue Management Solutions

Introduction to Revenue Management Easy (Ez) Revenue Management Solutions Introduction to Revenue Management Easy (Ez) Revenue Management Solutions

Introduction to Ez. RMSTM Easy (Ez) Revenue Management Solutions Introduction to Ez. RMSTM Easy (Ez) Revenue Management Solutions

History § A young and dynamic company founded in 1999 § New technology incorporating History § A young and dynamic company founded in 1999 § New technology incorporating lessons learnt from experience § ASP platform enabling easy access from any computer and easy upgrades and updates § Supplying to leading hotel chains Easy (Ez) Revenue Management Solutions

Some of our clients § § § § § Accor Hotels BDL Brochner Hotels Some of our clients § § § § § Accor Hotels BDL Brochner Hotels Crown Plaza Cendant Centennial Hotels Chester Grosvenor Hotel & Spa Dorchester Hotel Elite Hotels of Sweden Express by Holiday Inn First Hotels Hasting Hotels Holiday Inn Hotel Amsterdam Hotel Fouquet’s Barrière Hotel Le Bristol Paris Hotel Le Meurice Hotel Plaza Athenée Easy (Ez) Revenue Management Solutions (In alphabetical order) § § § § Leading Hotels of the World Lucien Barrière Millennium Hotels NH Hotels Paramount Group of Hotels Preferred Hotels & Resorts Worldwide Radisson SAS Radisson Edwardian Ramada Small Luxury Hotels of the World Somerston Hotels St George Lycabettus Hotel Summit Hotels The Merrion Dublin The Madison Concourse Hotel Trump Hotels

The Ez. RMS™ Setup Easy (Ez) Revenue Management Solutions The Ez. RMS™ Setup Easy (Ez) Revenue Management Solutions

Property Management System Central Reservations System Revenue Manager Internet Reservations Systems Easy (Ez) Revenue Property Management System Central Reservations System Revenue Manager Internet Reservations Systems Easy (Ez) Revenue Management Solutions

Property Management System Central Reservations System Revenue Manager Area Revenue Manager Easy (Ez) Revenue Property Management System Central Reservations System Revenue Manager Area Revenue Manager Easy (Ez) Revenue Management Solutions Internet Reservations Systems

System Information Flow Data Extract Snapshot Program (daily) Emailed (data is encoded) Property Management System Information Flow Data Extract Snapshot Program (daily) Emailed (data is encoded) Property Management System Ez. RMS Secure Server in Paris § Forecast § Revenue Opportunities § Restrictions Easy (Ez) Revenue Management Solutions

Ez. RMS™ Modules Core Module Additional Module Database loading Ez-QUOTETM Modelling & Forecasting Ez-BUDGETTM Ez. RMS™ Modules Core Module Additional Module Database loading Ez-QUOTETM Modelling & Forecasting Ez-BUDGETTM Optimisation & Control Ez-REGIONTM Ez-COMPETETM Ez-BENCHTM Easy (Ez) Revenue Management Solutions

Pricing § Pricing is an essential element of Revenue Management § Do you have Pricing § Pricing is an essential element of Revenue Management § Do you have the right price structure? § Why should you have the right price structure? Easy (Ez) Revenue Management Solutions

Decision Cycle What occupancy will I achieve? At what price do I sell at? Decision Cycle What occupancy will I achieve? At what price do I sell at? Prices (s) Occupancy Demand Levels Easy (Ez) Revenue Management Solutions What demand does this generate ?

Rate versus Occupancy? On which day does this hotel makes the highest revenue? 100 Rate versus Occupancy? On which day does this hotel makes the highest revenue? 100 Bed room hotel Easy (Ez) Revenue Management Solutions

Rate versus Occupancy? On which day does this hotel makes the highest revenue? 100 Rate versus Occupancy? On which day does this hotel makes the highest revenue? 100 Bed room hotel Easy (Ez) Revenue Management Solutions

You Have One Room to Sell, which Booking Do You Take? Reservation #1: 1 You Have One Room to Sell, which Booking Do You Take? Reservation #1: 1 Night @ 275 Reservation #2: 1 Night @ 250 Easy (Ez) Revenue Management Solutions

Profitability Calculation Reservation #1 Reservation #2 Rate Profit § Room § Breakfast 275 10 Profitability Calculation Reservation #1 Reservation #2 Rate Profit § Room § Breakfast 275 10 220 8 Profit 228 Pax 1 Pax 2 Rate Profit § Room § Breakfast § Dinner § Wine § Laundry 250 10 20 15 10 200 8 6 9 9 Profit 232 200 16 12 18 9 255 +4 + 27 Room 80% - Brf 80% - Food 30% - Bev 60% - Laundry 90% Easy (Ez) Revenue Management Solutions

Realising Total Potential! F&B Revenue Room Revenue Total Potential Revenue Other Revenue Easy (Ez) Realising Total Potential! F&B Revenue Room Revenue Total Potential Revenue Other Revenue Easy (Ez) Revenue Management Solutions

Five Core Components § Knowledge Database § Understanding of products and market motivation § Five Core Components § Knowledge Database § Understanding of products and market motivation § Forecasting § By behaviour pattern § Optimisation § Choosing the optimal revenue § Control § Ensuring optimal revenues are achieved by translating the optimal results into control values understood by the user, PMS or CRS. § Communication § Communicate controls internally & externally Easy (Ez) Revenue Management Solutions

Five Core Components § Knowledge Database § Understanding of products and market motivation § Five Core Components § Knowledge Database § Understanding of products and market motivation § Forecasting § By behaviour pattern § Optimisation § Choosing the optimal revenue § Control § Ensuring optimal revenues are achieved by translating the optimal results into control values understood by the user, PMS or CRS. § Communication § Communicate controls internally & externally Easy (Ez) Revenue Management Solutions

Knowledge Database Easy (Ez) Revenue Management Solutions Knowledge Database Easy (Ez) Revenue Management Solutions

Knowledge Database § § § § § Guest Type Business Type Room Type Day Knowledge Database § § § § § Guest Type Business Type Room Type Day of Week Day in Advance / Lead-Time / Milestone Season Special Events Market Segment Rate Category Easy (Ez) Revenue Management Solutions § § § Occupancy Revenues Booking Pick-up Cancellations Group Wash No Shows Early Departures Walk in. 's Extended Stays Book Outs Denials Waitlists

Knowledge Database § § § § § Guest Type Business Type Room Type Day Knowledge Database § § § § § Guest Type Business Type Room Type Day of Week Day in Advance / Lead-Time / Milestone Season Special Events Market Segment Rate Category Easy (Ez) Revenue Management Solutions § § § Occupancy / Volume Revenues Booking Pick-up Cancellations Group Wash No Shows Early Departures Walk in. 's Extended Stays Book Outs (relocates) Denials Waitlists

Special Events Event Categories Repetitive Events § Public Holidays § Religious Holidays § Trade Special Events Event Categories Repetitive Events § Public Holidays § Religious Holidays § Trade Shows § Exhibitions § Conferences § Sporting Events One Off Events § Day of Independence § Summer Olympics § Birth / Death of Monarch § New Year 1999 Easy (Ez) Revenue Management Solutions Unpredictable Events § Delayed Flights § Strikes § Severe Weather

Special Events Number of Bookings Forecasted Demand Example of Impacts Capacity Event Curve 1 Special Events Number of Bookings Forecasted Demand Example of Impacts Capacity Event Curve 1 Normal Curve Event Curve 2 Normal Special Event 1 Special Event 2 Easy (Ez) Revenue Management Solutions Days Booked in Advance of Arrival

Knowledge Database § § § Guest Type Business Type Room Type Day of Week Knowledge Database § § § Guest Type Business Type Room Type Day of Week Day in Advance / Lead-Time / Milestone Season Special Events Market Segment Rate Category Buckets Easy (Ez) Revenue Management Solutions § § § Occupancy / Volume Revenues Booking Pick-up Cancellations Group Wash No Shows Early Departures Walk in. 's Extended Stays Book Outs (relocates) Denials Waitlists

Rate Bucket Definition: § A ‘Rate Bucket’ in Ez. RMSTM are based on the Rate Bucket Definition: § A ‘Rate Bucket’ in Ez. RMSTM are based on the grouping of the Rate Categories or Market Segments. Ez. RMS produces Forecast and Recommendation by ‘Rate Bucket’ and by ‘Room Category’. Easy (Ez) Revenue Management Solutions

Rate Bucket by rate categories § Rules when defining a bucket: § Do not Rate Bucket by rate categories § Rules when defining a bucket: § Do not mix transient rate codes with group rate codes § Do not mix no refusal rates (LRA) with refusal rates § A given ‘Bucket’ should be composed of Rate Codes having comparable rate values (single occupancy) § A ‘Bucket’ should represent between 5 to 15% of the total business Easy (Ez) Revenue Management Solutions

Bucket Set-up by rate categories Hotel Transient 1 2 A&E Group BUCKETS S&T 3 Bucket Set-up by rate categories Hotel Transient 1 2 A&E Group BUCKETS S&T 3 4 GRH GRL I J GRH GRL RATE CATEGORIES Q&R G&H O TOU Easy (Ez) Revenue Management Solutions L F

Knowledge Database § § § § § Guest Type Business Type Room Type Day Knowledge Database § § § § § Guest Type Business Type Room Type Day of Week Day in Advance / Lead-Time / Milestone Season Special Events Market Segment Rate Category Easy (Ez) Revenue Management Solutions § § § Occupancy Revenues Booking Pick-up Cancellations Group Wash No Shows Early Departures Walk in. 's Extended Stays Book Outs Denials Waitlists

Booking Build Up Curves Number of Bookings 12 11 10 9 8 7 6 Booking Build Up Curves Number of Bookings 12 11 10 9 8 7 6 5 Days to Arrival Easy (Ez) Revenue Management Solutions 4 3 2 1 0

Five Core Components § Knowledge Database § Understanding of products and market motivation § Five Core Components § Knowledge Database § Understanding of products and market motivation § Forecasting § By behaviour pattern § Optimisation § Choosing the optimal revenue § Control § Ensuring optimal revenues are achieved by translating the optimal results into control values understood by the user, PMS or CRS. § Communication § Communicate controls internally & externally Easy (Ez) Revenue Management Solutions

Forecasting Past/History Reservations Business on the Books Future Reservations Analysis Forecast * * A Forecasting Past/History Reservations Business on the Books Future Reservations Analysis Forecast * * A revised forecast is prepared every day Easy (Ez) Revenue Management Solutions

Forecasting What does Ez. RMSTM use to make an accurate forecast? Multiplicative (pick-up) Exponential Forecasting What does Ez. RMSTM use to make an accurate forecast? Multiplicative (pick-up) Exponential Smoothing Moving Average Linear Regression Easy (Ez) Revenue Management Solutions Additive (pick-up)

Booking Curves are created Number of Bookings Bucket H @ 275 Bucket C @ Booking Curves are created Number of Bookings Bucket H @ 275 Bucket C @ 250 Bucket D @ 200 12 11 10 9 8 7 6 5 Days to Arrival Easy (Ez) Revenue Management Solutions 4 3 2 1 0

Booking Curves are created A forecast is generated determining the booking behaviour of different: Booking Curves are created A forecast is generated determining the booking behaviour of different: § § § Rate Bucket Room Categories Seasons Length of Stay Day of Week Events Easy (Ez) Revenue Management Solutions

Forecast Example § Suppose it is 5 days before arrival § Currently you have Forecast Example § Suppose it is 5 days before arrival § Currently you have 4 rooms on the books § Normally at 5 days before arrival, you have 50% of total expected rooms on the books. § What is our forecast? 8 rooms § What happens if we only have 7 rooms? Easy (Ez) Revenue Management Solutions

Five Core Components § Knowledge Database § Understanding of products and market motivation § Five Core Components § Knowledge Database § Understanding of products and market motivation § Forecasting § By behaviour pattern § Optimisation § Choosing the optimal revenue § Control § Ensuring optimal revenues are achieved by translating the optimal results into control values understood by the user, PMS or CRS. § Communication § Communicate controls internally & externally Easy (Ez) Revenue Management Solutions

Optimisation Unconstrained Demand Number of Bookings Willing to pay “H” @ 275 Willing to Optimisation Unconstrained Demand Number of Bookings Willing to pay “H” @ 275 Willing to pay “M” @ 250 Willing to pay “L” @ 200 12 11 10 9 8 7 6 5 Days to Arrival Easy (Ez) Revenue Management Solutions 4 3 2 1 0

Optimisation Number of Bookings Willing to pay “H” @ 275 Willing to pay “M” Optimisation Number of Bookings Willing to pay “H” @ 275 Willing to pay “M” @ 250 Willing to pay “L” @ 200 12 11 10 9 8 7 6 5 Days to Arrival Easy (Ez) Revenue Management Solutions 4 3 2 1 0

Capacity Optimisation Principle § When Demand is Greater than Supply. § Ensure that Sufficient Capacity Optimisation Principle § When Demand is Greater than Supply. § Ensure that Sufficient Rooms are Reserved for Essential Clients. § Cherry-Pick the Best Revenues to Fill the Remaining Space Easy (Ez) Revenue Management Solutions

Revenue Displacement Calculation of Revenue Loss / Gain due to the realisation of unexpected Revenue Displacement Calculation of Revenue Loss / Gain due to the realisation of unexpected business or business not forecasted, Ad-hoc Groups, Tour Series etc. . . Easy (Ez) Revenue Management Solutions

Revenue Displacement A simple example Capacity 100 rooms 10 Empty Rooms R: 10 Rooms Revenue Displacement A simple example Capacity 100 rooms 10 Empty Rooms R: 10 Rooms @ 300 H: 20 Rooms @ 275 M: 20 Rooms @ 250 L: 30 Rooms @ 200 D: 10 Rooms @ 150 Easy (Ez) Revenue Management Solutions

Revenue Displacement A simple example Capacity 100 rooms 10 Empty Rooms R: 10 Rooms Revenue Displacement A simple example Capacity 100 rooms 10 Empty Rooms R: 10 Rooms @ 300 H: 20 Rooms @ 275 What business would the group displace? M: 20 Rooms @ 250 L: 20 Rooms @ 200 L: 30 Rooms @ 200 GROUP: 30 Rms = 100* = 1500 = 2000 Displacement = 3600 * Cost of Sales = 10 L: 10 Rooms @ 200 D: 10 Rooms @ 150 Easy (Ez) Revenue Management Solutions 10 Empty Rooms 10 Rooms @ 150 10 Rooms @ 200

Revenue Displacement A simple example Capacity 100 rooms 10 Empty Rooms R: 10 Rooms Revenue Displacement A simple example Capacity 100 rooms 10 Empty Rooms R: 10 Rooms @ 300 H: 20 Rooms @ 275 What is the group worth? M: 20 Rooms @ 250 GROUP: 30 Rms @ 195 L: 10 Rooms @ 200 D: 10 Rooms @ 150 Easy (Ez) Revenue Management Solutions 30 Rooms @ 195 = 5850 Group Value L: 20 Rooms @ 200 = 5850

Revenue Displacement A simple example Capacity 100 rooms R: 10 Rooms @ 300 H: Revenue Displacement A simple example Capacity 100 rooms R: 10 Rooms @ 300 H: 20 Rooms @ 275 M: 20 Rooms @ 250 L: 20 Rooms @ 200 What is the additional revenue? Easy (Ez) Revenue Management Solutions = 5850 = -3600 Additional GROUP: 30 Rooms @ 195 Group Value Displacement = 2250

Five Core Components § Knowledge Database § Understanding of products and market motivation § Five Core Components § Knowledge Database § Understanding of products and market motivation § Forecasting § By behaviour pattern § Optimisation § Choosing the optimal revenue § Control § Ensuring optimal revenues are achieved by translating the optimal results into control values understood by the user, PMS or CRS. § Communication § Communicate controls internally & externally Easy (Ez) Revenue Management Solutions

Controls There are many types of controls, examples are: § § Rate Restrictions Length Controls There are many types of controls, examples are: § § Rate Restrictions Length of Stay Restrictions Overbooking Bid Price Controls are used to apply the Result of the Optimisation process and should be the same as the controls used in PMS / CRS / Manual Control processes. Easy (Ez) Revenue Management Solutions

How do you select the Best Business? § § Rate Restrictions Length of Stay How do you select the Best Business? § § Rate Restrictions Length of Stay Restrictions Overbooking Bid Price Easy (Ez) Revenue Management Solutions

Rate Restrictions Capacity 100 rooms 10 Empty Rooms R: 10 Rooms @ 300 What Rate Restrictions Capacity 100 rooms 10 Empty Rooms R: 10 Rooms @ 300 What is the lowest rate you would sell? M: 20 Rooms @ 250 L: 30 Rooms @ 200 D: 10 Rooms @ 150 Easy (Ez) Revenue Management Solutions Forecasted Demand 90 rooms H: 20 Rooms @ 275 150 However, if the cost of selling a room is 10, how much would you have to charge in order to make a profit and maybe even fill the hotel? 11

Rate Restrictions R: 15 Rooms @ 300 10 Empty Rooms R: 10 Rooms @ Rate Restrictions R: 15 Rooms @ 300 10 Empty Rooms R: 10 Rooms @ 300 H: 25 Rooms @ 275 Capacity 100 rooms What is the lowest rate you would sell? H: 20 Rooms @ 275 M: 20 Rooms @ 250 L: 40 Rooms @ 200 L: 30 Rooms @ 200 D: 10 Rooms @ 150 Easy (Ez) Revenue Management Solutions D: 10 Rooms @ 150 11

Rate Restrictions R: 15 Rooms @ 300 10 Empty Rooms R: 10 Rooms @ Rate Restrictions R: 15 Rooms @ 300 10 Empty Rooms R: 10 Rooms @ 300 H: 25 Rooms @ 275 Capacity 100 rooms What is the lowest rate you would sell? H: 20 Rooms @ 275 M: 20 Rooms @ 250 11 What is the lowest rate you would sell? L: 40 Rooms @ 200 L: 30 Rooms @ 200 “Bid Price” D: 10 Rooms @ 150 Easy (Ez) Revenue Management Solutions D: 10 Rooms @ 150

How do you select the Best Business? § § Rate Restrictions Length of Stay How do you select the Best Business? § § Rate Restrictions Length of Stay Restrictions Overbooking Bid Price Easy (Ez) Revenue Management Solutions

Length of Stay Restrictions Hotel § Hotel X has 2 rooms § A TWO Length of Stay Restrictions Hotel § Hotel X has 2 rooms § A TWO night period Easy (Ez) Revenue Management Solutions Night 1 Night 2

Length of Stay Restrictions Forecasted Demand § Guest V @ 275 § Guest W Length of Stay Restrictions Forecasted Demand § Guest V @ 275 § Guest W @ 250 § Guest X @ 225 § Guest Y @ 170 § Guest Z @ 200 Easy (Ez) Revenue Management Solutions Hotel Night 1 Night 2

Length of Stay Restrictions Forecasted Demand § Guest V @ 275 § Guest W Length of Stay Restrictions Forecasted Demand § Guest V @ 275 § Guest W @ 250 Hotel Night 1 § Guest X @ 220 275 § Guest Y @ 175 Night 2 250 § Guest Z @ 200 Total Revenue = 745 “First come first serve. . . ” Easy (Ez) Revenue Management Solutions 220

Length of Stay Restrictions Forecasted Demand § Guest V @ 275 § Guest W Length of Stay Restrictions Forecasted Demand § Guest V @ 275 § Guest W @ 250 Hotel Night 1 Night 2 § Guest X @ 220 175 § Guest Y @ 175 200 § Guest Z @ 200 Total Revenue = 750 “Minimum length of stay of two nights. . . ” Easy (Ez) Revenue Management Solutions

Length of Stay Restrictions Forecasted Demand § Guest V @ 275 § Guest W Length of Stay Restrictions Forecasted Demand § Guest V @ 275 § Guest W @ 250 Hotel Night 1 Night 2 § Guest X @ 220 275 220 § Guest Y @ 175 200 § Guest Z @ 200 Total Revenue = 895 “What would Ez. RMSTM do? ” Easy (Ez) Revenue Management Solutions

Full pattern length of stay Mon Bid Price Tue Wed Thu 210 80 400 Full pattern length of stay Mon Bid Price Tue Wed Thu 210 80 400 320 ( 210 + 210++400 ) / 3203 / 4 ( 21080 80 + 400 2 / ) ( + 80 + ) Bid price by LOS Bucket H @ 275 Bucket M @ 250 Bucket L @ 200 Easy (Ez) Revenue Management Solutions 210 145 230 252 1 night 2 nights 3 nights 4 nights Ez. RMS Recommendations Open MAX 3 MIN 2

How do you select the Best Business? § § Rate Restrictions Length of Stay How do you select the Best Business? § § Rate Restrictions Length of Stay Restrictions Overbooking Bid Price Easy (Ez) Revenue Management Solutions

Not Overbooking the Hotel Capacity 100 rooms 100 Rooms on the books Easy (Ez) Not Overbooking the Hotel Capacity 100 rooms 100 Rooms on the books Easy (Ez) Revenue Management Solutions

Not Overbooking the Hotel Capacity 5 No-Shows 10 Late Cancellations Easy (Ez) Revenue Management Not Overbooking the Hotel Capacity 5 No-Shows 10 Late Cancellations Easy (Ez) Revenue Management Solutions 100 rooms 15 unsold rooms

Overbooking the Hotel 5 No-Shows 5 Late Cancellations Capacity 110 Rooms on the books Overbooking the Hotel 5 No-Shows 5 Late Cancellations Capacity 110 Rooms on the books Easy (Ez) Revenue Management Solutions 100 rooms

Overbooking the Hotel Capacity 100 rooms 100 Rooms sold Easy (Ez) Revenue Management Solutions Overbooking the Hotel Capacity 100 rooms 100 Rooms sold Easy (Ez) Revenue Management Solutions

Overbooking the Hotel Capacity 100 rooms 110 Rooms on the books Easy (Ez) Revenue Overbooking the Hotel Capacity 100 rooms 110 Rooms on the books Easy (Ez) Revenue Management Solutions But what if?

Overbooking the Hotel 5 Extra Arrival 5 Late Cancellations Capacity 110 Rooms on the Overbooking the Hotel 5 Extra Arrival 5 Late Cancellations Capacity 110 Rooms on the books Easy (Ez) Revenue Management Solutions 100 rooms But what if?

Overbooking the Hotel Capacity 5 Relocations 100 Rooms Sold Easy (Ez) Revenue Management Solutions Overbooking the Hotel Capacity 5 Relocations 100 Rooms Sold Easy (Ez) Revenue Management Solutions 100 rooms

Cost of relocation Costs § Room 200 § Taxi 20 § Phone 10 Relocation Cost of relocation Costs § Room 200 § Taxi 20 § Phone 10 Relocation Cost = 230 § Extra “L bucket” reservation @ 200 Not worth it! § Extra “H bucket” reservation @ 275 Worth it! Easy (Ez) Revenue Management Solutions

How do you select the Best Business? § § Rate Restrictions Length of Stay How do you select the Best Business? § § Rate Restrictions Length of Stay Restrictions Overbooking Bid Price Easy (Ez) Revenue Management Solutions

Bid Price Capacity 100 rooms M: 30 Rooms @ 250 L: 45 Rooms @ Bid Price Capacity 100 rooms M: 30 Rooms @ 250 L: 45 Rooms @ 200 Forecasted Demand 110 rooms H: 25 Rooms @ 275 What rates do we accept to get the highest revenue? 200 Bid Price D: 10 Rooms @ 150 Easy (Ez) Revenue Management Solutions

Bid Price Capacity 100 rooms M: 30 Rooms @ 250 Demand H: 25 Rooms Bid Price Capacity 100 rooms M: 30 Rooms @ 250 Demand H: 25 Rooms @ 275 L: 45 Rooms @ 200 D: 10 Rooms @ 150 Easy (Ez) Revenue Management Solutions

Bid Price Capacity 100 rooms 10 Empty Rooms M: 25 Rooms @ 250 L: Bid Price Capacity 100 rooms 10 Empty Rooms M: 25 Rooms @ 250 L: 35 Rooms @ 200 D: 10 Rooms @ 150 Easy (Ez) Revenue Management Solutions Forecasted Demand 90 rooms H: 20 Rooms @ 275 What rates do we accept to get the highest revenue? Cost of Sales = 10 10 + 1 Bid Price 11

Five Core Components § Knowledge Database § Understanding of products and market motivation § Five Core Components § Knowledge Database § Understanding of products and market motivation § Forecasting § By behaviour pattern § Optimisation § Choosing the optimal revenue § Control § Ensuring optimal revenues are achieved by translating the optimal results into control values understood by the user, PMS or CRS. § Communication § Communicate controls internally & externally Easy (Ez) Revenue Management Solutions

Communication § Revenue Management Meeting § Communicate § Internal Controls § External Controls Easy Communication § Revenue Management Meeting § Communicate § Internal Controls § External Controls Easy (Ez) Revenue Management Solutions

Communicate Controls Internal Phone / Reception § Ez. RMSTM Recommendation § Revenue Meeting Decisions Communicate Controls Internal Phone / Reception § Ez. RMSTM Recommendation § Revenue Meeting Decisions External CRS / GDS Internet Easy (Ez) Revenue Management Solutions

Five Core Components § Knowledge Database § Understanding of products and market motivation § Five Core Components § Knowledge Database § Understanding of products and market motivation § Forecasting § By behaviour pattern § Optimisation § Choosing the optimal revenue § Control § Ensuring optimal revenues are achieved by translating the optimal results into control values understood by the user, PMS or CRS. § Communication § Communicate controls internally & externally Easy (Ez) Revenue Management Solutions

Summary – Revenue Management § To sell the right product, to the right customer, Summary – Revenue Management § To sell the right product, to the right customer, at the right time, at the right price for the right duration § Can be applied when - Capacity is Fixed - Product is Perishable Demand is Variable - Differing Prices are Sold Simultaneously or Single Price is sold for Multiple Nights. § Is critical for the fundamental decision making process. (Price, Capacity, Demand) § Efficiency of RM can be measured by using – REVPAR TREVPAR. § Revenue Management can be implemented by utilising the 5 core components. Easy (Ez) Revenue Management Solutions

Thank You Easy (Ez) Revenue Management Solutions Thank You Easy (Ez) Revenue Management Solutions

Easy (Ez) Revenue Management Solutions Easy (Ez) Revenue Management Solutions