RM
SUMMARY
Sarah van Notten
ACADEMIC YEAR 2019 - 2020 | BLOCK D
,SARAH VAN NOTTEN RM | ACADEMIC YEAR 2019 – 2020 | BLOCK D
2
, SARAH VAN NOTTEN RM | ACADEMIC YEAR 2019 – 2020 | BLOCK D
TABLE OF CONTENTS
LU 1: Characteristics of Revenue Manager .................................................................................................. 5
LU 2: Market Segmentation, Segment Worth .............................................................................................. 5
LU 3: Equations, Averages, Variances, STR, Market Share ............................................................................ 5
LU 4: Forecasting ....................................................................................................................................... 8
LU 5: Pricing, Micro-Economics, Game Theory ............................................................................................. 9
LU 6: Displacement .................................................................................................................................. 13
LU 7: Tactical Revenue Management Tools ............................................................................................... 15
LU 8: Distribution Channels....................................................................................................................... 18
LU 9: Revenue Strategy ............................................................................................................................ 20
TIPS
• ROUNDING: what guidelines are there? Where and when to round?
• MARKET SHARE/STR: always be specific and mention exact numbers/indices.
• BOOKING PACE: double check the question, make sure to work with the right segment and right year.
• DISPLACMENT: make sure you do what’s asked ( “base your answers on revenue”, don’t use CM).
• ACCOUNT VALUE: propensity is almost never to be used - only if you can’t get to total year figures
• DISTRIBUTION CHANNELS: know the difference channel contribution % VS channel efficiency %.
• DISTRIBUTION CHANNELS: use the correct rates (net vs gross) for wholesalers.
• PRICE ELASTICITY: double-check the sign.
MONTHS & DAYS
January 31
February 28 (29 in leap years)
March 31
April 30
May 31
June 30
July 31
August 31
September 30
October 31
November 30
December 31
3
SUMMARY
Sarah van Notten
ACADEMIC YEAR 2019 - 2020 | BLOCK D
,SARAH VAN NOTTEN RM | ACADEMIC YEAR 2019 – 2020 | BLOCK D
2
, SARAH VAN NOTTEN RM | ACADEMIC YEAR 2019 – 2020 | BLOCK D
TABLE OF CONTENTS
LU 1: Characteristics of Revenue Manager .................................................................................................. 5
LU 2: Market Segmentation, Segment Worth .............................................................................................. 5
LU 3: Equations, Averages, Variances, STR, Market Share ............................................................................ 5
LU 4: Forecasting ....................................................................................................................................... 8
LU 5: Pricing, Micro-Economics, Game Theory ............................................................................................. 9
LU 6: Displacement .................................................................................................................................. 13
LU 7: Tactical Revenue Management Tools ............................................................................................... 15
LU 8: Distribution Channels....................................................................................................................... 18
LU 9: Revenue Strategy ............................................................................................................................ 20
TIPS
• ROUNDING: what guidelines are there? Where and when to round?
• MARKET SHARE/STR: always be specific and mention exact numbers/indices.
• BOOKING PACE: double check the question, make sure to work with the right segment and right year.
• DISPLACMENT: make sure you do what’s asked ( “base your answers on revenue”, don’t use CM).
• ACCOUNT VALUE: propensity is almost never to be used - only if you can’t get to total year figures
• DISTRIBUTION CHANNELS: know the difference channel contribution % VS channel efficiency %.
• DISTRIBUTION CHANNELS: use the correct rates (net vs gross) for wholesalers.
• PRICE ELASTICITY: double-check the sign.
MONTHS & DAYS
January 31
February 28 (29 in leap years)
March 31
April 30
May 31
June 30
July 31
August 31
September 30
October 31
November 30
December 31
3
