Hotel Yield Management
Hotel Yield Management – Educational Kit
INDEX INTRODUCTION GENERAL OVERVIEW 1. INTRODUCTION 1.1 The Changing Marketplace 1.2 The Paradigm Shift 1.3 How To Measure Business Performance 1.4. The Management Problem 1.5 Yield Management Users: The Current Situation 1.6 Today’s Limit In Applying Yield Management 2. WHAT EXACTLY IS YIELD MANAGEMENT 2.1 2.2 2.3 2.4 2.5 2.6 2.7 2.8 The Yield Management Definition The Trade-off Between Rate and Revenue The Revenue Impact Of Rate Differentiation Market Segmentation And Fencing When Do Segments Book The Information Problem Hotel Yield Management Objectives The History Development 03-12 13 13-14 14-15 16-17 17-19 19-21 21-22 23-24 24-25 25-26 26-28 29-30 30 31-32 33 33-34 35 35-36 38-39 39-43 44 45 45-47 47-49 50-53 53-56 56 56 56-61 61-62 62 63 63 64 64-65 63 66-67
3. PRECONDITIONS FOR THE SUCCESSFUL APPLICATION OF YM 3.1 Basic Yield Management Requirements 3.2 Yield Management Benefits In View Of Property Types 3.3 Basic Yield Management System Requirements 4. TYPICAL YIELD MANAGEMENT SYSTEM LAYOUT 5. THE YIELD MANAGEMENT CONCEPT 5.1 5.2 5.3 5.4 The Yield Management Control Dimensions Methods Of Capacity Control Yield Management Decision Support Tools Forecasting Techniques
6. RESERVATION CONTROLS 6.1 6.2 6.3 6.4 6.5 6.6 The Sales Control Toolbox Overbooking Physical Inventory Optimal Inventory Allocation Rate Classes Duration Control How To Manage Group Requests Managing Product Inventory
7. RESERVATION SYSTEM TOPICS 7.1 Separate And Nested Booking Classes 7.2 Virtual Nesting Structure 7.3 Hotel Yield Management: Where are we going
INDEX
Page 1of 81
8. HOW HOTEL ROOMS WILL BE BOUGHT & SOLD TOMORROW 8.1 8.2 8.3 8.4 8.5 8.6 The Communication Highways Reservation Processing: Manual versus Total Access Electronic Distribution Distribution Channels & Cost Control The Difference Between Hotels and Airlines Final Remarks – Outlook
68 68 69 69-73 73-74 74 74-75 76-77 78-81
DEFINITION OF TERMINOLOGY
INDEX INTRODUCTION GENERAL OVERVIEW 1. INTRODUCTION 1.1 The Changing Marketplace 1.2 The Paradigm Shift 1.3 How To Measure Business Performance 1.4. The Management Problem 1.5 Yield Management Users: The Current Situation 1.6 Today’s Limit In Applying Yield Management 2. WHAT EXACTLY IS YIELD MANAGEMENT 2.1 2.2 2.3 2.4 2.5 2.6 2.7 2.8 The Yield Management Definition The Trade-off Between Rate and Revenue The Revenue Impact Of Rate Differentiation Market Segmentation And Fencing When Do Segments Book The Information Problem Hotel Yield Management Objectives The History Development 03-12 13 13-14 14-15 16-17 17-19 19-21 21-22 23-24 24-25 25-26 26-28 29-30 30 31-32 33 33-34 35 35-36 38-39 39-43 44 45 45-47 47-49 50-53 53-56 56 56 56-61 61-62 62 63 63 64 64-65 63 66-67
3. PRECONDITIONS FOR THE SUCCESSFUL APPLICATION OF YM 3.1 Basic Yield Management Requirements 3.2 Yield Management Benefits In View Of Property Types 3.3 Basic Yield Management System Requirements 4. TYPICAL YIELD MANAGEMENT SYSTEM LAYOUT 5. THE YIELD MANAGEMENT CONCEPT 5.1 5.2 5.3 5.4 The Yield Management Control Dimensions Methods Of Capacity Control Yield Management Decision Support Tools Forecasting Techniques
6. RESERVATION CONTROLS 6.1 6.2 6.3 6.4 6.5 6.6 The Sales Control Toolbox Overbooking Physical Inventory Optimal Inventory Allocation Rate Classes Duration Control How To Manage Group Requests Managing Product Inventory
7. RESERVATION SYSTEM TOPICS 7.1 Separate And Nested Booking Classes 7.2 Virtual Nesting Structure 7.3 Hotel Yield Management: Where are we going
INDEX
Page 1of 81
8. HOW HOTEL ROOMS WILL BE BOUGHT & SOLD TOMORROW 8.1 8.2 8.3 8.4 8.5 8.6 The Communication Highways Reservation Processing: Manual versus Total Access Electronic Distribution Distribution Channels & Cost Control The Difference Between Hotels and Airlines Final Remarks – Outlook
68 68 69 69-73 73-74 74 74-75 76-77 78-81
DEFINITION OF TERMINOLOGY