,Inhoud
Hoorcollege 1: Revenue management 1: the basis................................................................................3
1.1 Revenue Management.................................................................................................................3
1.2 Customer worth calculation.........................................................................................................4
Hoorcollege 2: Revenue management...................................................................................................5
2.1 Inventory management per channel & capacity management.....................................................5
2.2 New business models...................................................................................................................5
Hoorcollege 3: Revenuemanagement; forecasting and budgetting........................................................7
3.1 Types of forecasting......................................................................................................................7
3.2 What is unconstrained/constrained demand?.............................................................................7
3.3 Performance and how to improve business.................................................................................8
Hoorcollege 4: Revenuemanagement 2.................................................................................................9
4.1 Sheet.............................................................................................................................................9
4.2 Revenue management 3: forecasting and performance results.................................................11
4.3 Customer worth calculation........................................................................................................11
Hoorcollege 5: Chapters: 3, 4, 5, 8 (tentamen!!!).................................................................................12
5.1 Conditions for effective revenue management..........................................................................12
5.2 Cost based pricing VS. Value based pricing.................................................................................14
Hoorcollege 6: Distribution Management............................................................................................16
6.1 Distribution management...........................................................................................................16
6.2 G.D.S. = global distribution system.............................................................................................16
6.3 I.D.S. = internet distribution system...........................................................................................16
6.4 Revenue management in practice..............................................................................................17
6.5 Trends (tentamen!!)...................................................................................................................18
Hoorcollege 7 - Budgeting....................................................................................................................19
7.1 Strategic process revenue management....................................................................................19
7.2 Yield calendar.............................................................................................................................19
7.3 Forecasting.................................................................................................................................20
7.4 Demand forecast........................................................................................................................20
7.5 How to improve business results?..............................................................................................21
Oefenvragen tentamen (zonder antwoorden).....................................................................................21
, Hoorcollege 1: Revenue management 1: the basis
Conditions for revenue management:
- perishable products/service
- high fixed costs
- low variable costs
- limited and fixed inventory
- time criterial
- highly segmented
Selling….
At the right price:
-price elasticity: how much does price influence the demand?
-cost and value based pricing
-set various prices for various segments
-customer centric approach: place customers in the middle. Focus on their needs&wants
The right product:
-segmenting should lead to differentiating
-implementing price conditions: price fencing
-price fencing is neccessary to prevent customers from buying the cheaper product
At the right time:
-displacement analysis:
- which customer will you except when one room left? Could you have made more
revenue by accepting different guests? What is the optimal business mix?
-forecasting
-supply and demand: when do we offer what price & product?
To the right customer:
-segmenting -optimal
business mix
In the right place:
-Inventory management, PUP
1.1 Revenue Management
Questions from sheet:
1. What elements should an organisation look at to determine a price? What tools exist to
deterime a ‘right’ price?
Elements: cost/value based pricing, competition, forecasting
Tools: bench marking, swot analysis
Hoorcollege 1: Revenue management 1: the basis................................................................................3
1.1 Revenue Management.................................................................................................................3
1.2 Customer worth calculation.........................................................................................................4
Hoorcollege 2: Revenue management...................................................................................................5
2.1 Inventory management per channel & capacity management.....................................................5
2.2 New business models...................................................................................................................5
Hoorcollege 3: Revenuemanagement; forecasting and budgetting........................................................7
3.1 Types of forecasting......................................................................................................................7
3.2 What is unconstrained/constrained demand?.............................................................................7
3.3 Performance and how to improve business.................................................................................8
Hoorcollege 4: Revenuemanagement 2.................................................................................................9
4.1 Sheet.............................................................................................................................................9
4.2 Revenue management 3: forecasting and performance results.................................................11
4.3 Customer worth calculation........................................................................................................11
Hoorcollege 5: Chapters: 3, 4, 5, 8 (tentamen!!!).................................................................................12
5.1 Conditions for effective revenue management..........................................................................12
5.2 Cost based pricing VS. Value based pricing.................................................................................14
Hoorcollege 6: Distribution Management............................................................................................16
6.1 Distribution management...........................................................................................................16
6.2 G.D.S. = global distribution system.............................................................................................16
6.3 I.D.S. = internet distribution system...........................................................................................16
6.4 Revenue management in practice..............................................................................................17
6.5 Trends (tentamen!!)...................................................................................................................18
Hoorcollege 7 - Budgeting....................................................................................................................19
7.1 Strategic process revenue management....................................................................................19
7.2 Yield calendar.............................................................................................................................19
7.3 Forecasting.................................................................................................................................20
7.4 Demand forecast........................................................................................................................20
7.5 How to improve business results?..............................................................................................21
Oefenvragen tentamen (zonder antwoorden).....................................................................................21
, Hoorcollege 1: Revenue management 1: the basis
Conditions for revenue management:
- perishable products/service
- high fixed costs
- low variable costs
- limited and fixed inventory
- time criterial
- highly segmented
Selling….
At the right price:
-price elasticity: how much does price influence the demand?
-cost and value based pricing
-set various prices for various segments
-customer centric approach: place customers in the middle. Focus on their needs&wants
The right product:
-segmenting should lead to differentiating
-implementing price conditions: price fencing
-price fencing is neccessary to prevent customers from buying the cheaper product
At the right time:
-displacement analysis:
- which customer will you except when one room left? Could you have made more
revenue by accepting different guests? What is the optimal business mix?
-forecasting
-supply and demand: when do we offer what price & product?
To the right customer:
-segmenting -optimal
business mix
In the right place:
-Inventory management, PUP
1.1 Revenue Management
Questions from sheet:
1. What elements should an organisation look at to determine a price? What tools exist to
deterime a ‘right’ price?
Elements: cost/value based pricing, competition, forecasting
Tools: bench marking, swot analysis
