Certificate of Achievement
has completed the following course:
Universidad de Palermo
This course develops the Revenue Management technique that allows revenue optimisation and improves business profitability. In addition, new trends in market segmentation are presented, and forecasting for different customer segments is introduced.
4 weeks, 3 hours per week
Gabriel Foglia
Dean, School of Business
Universidad de Palermo
Transcript
Learning outcomes
- Explain the basic concepts of Revenue Management and what its competitive potentialities are.
- Explore the behavior of hotel market, and trends of the new type of consumers and competencies.
- Identify strategies to optimise incomes and business profits, as well as the optimisation and profitability on distribution channels.
- Compare the most important tools used in online marketing and e-Commerce for Revenue Management.
- Evaluate between different techniques to obtain market information.
- Investigate the benefits of market segmentation, choosing the right competitive map and subsequent positioning in terms of price.
- Reflect on your own practices.
Syllabus
- Major functional components.
- Psychological and cultural resistances.
- Revenue Manager Profile.
- Price elasticity of demand.
- Market segmentation.
- Competitors analysis and strategic positioning.
- Hotel vital signs.
- Benchmarking.
- Rates and KPI’s.
- Demand Forecast.
- Dynamic hotel rates.
- Forecast.
- Demand calendar.
- Errors and deviations.
- Capacity restrictions.
- Last-minute rates and cancellations.
- Pricing Strategy.
- Hospitality sector trends.
- Online and offline parameters.
- Management and distribution software.
Issued on 3rd June 2022
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