Online course in Revenue Management

Educational Programme

Definition and history: from airlines to hospitality.
The 4 pillars of Revenue Management: product, price, place, promotion.
The underlying logic: sell the right product, to the right customer, at the right time, at the right price.

Key concepts and performance indicators (KPIs)
ADR (Average Daily Rate): the importance of the average price.
Occ./Occ % (Occupancy Rate): the employment rate.
RevPAR (Revenue Per Available Room): the most important KPI for profitability.
Other indicators: GOPPAR, N-RevPAR, TRevPAR.

Demand and market analysis:
How do you segment your customers? (by type, channel, motivation).
Analysis of seasonality, events and competition.

Strategic Pricing:
Difference between cost, price and value.
Pricing strategies.

Availability Management (Yield Management):
The importance of “barriers”: booking restrictions, minimum length of stay (LOS), packages.
Differentiated availability: how to open and close sales for different rates.
Forecasting Techniques (Demand Forecasting):

Simple and advanced forecasting methods.
The importance of historical data and their correct interpretation.
The displacement.

Daily, weekly and monthly reporting:
Pace Report: how are bookings performing compared to the previous year or the budget.
Pick-up Report: the trend of new bookings day by day.
RevPAR analysis by segment, channel and day of the week.

The Role of Competition (Comp Set):
How to choose a group of comparable hotels.
Analysis of competitors' prices and strategies

Technology at the service of Revenue Management:

CRS (Central Reservation System): the brain of distribution.
PMS (Property Management System): operations management.
RMS (Revenue Management System): the algorithms that support decisions.
Channel Manager: centralised channel management.

Online distribution strategies:

The role of Booking Engines (direct bookings).
The importance of OTAs (Online Travel Agencies) such as Booking.com and Expedia.
Global Distribution System (GDS) and metasearch management.
The challenge of disintermediation: how to stimulate direct bookings.

Beyond the hotel: Revenue Management in other sectors
Restaurants, spas, meeting rooms.
The logic of Total Revenue Management

Practical exercise in Applied Revenue
Target setting, pricing strategies, channel management and forecasting.

Legislation module - 8 hours

Tourism legislation
The Tourism Code and the Protection of Travellers
Constitutional organs
Local authorities and provinces
Municipalities
The framework law on tourism
Public Administration and Tourism
Indirect tourism administration
The tourism enterprise
Accommodation facilities

The online Revenue Management Course is intended for hotel owners, managers and operators who are motivated to make the most of their business.

Private Certificate of Course Attendance

Certificate of project work

Financing possibilities

Reworking and updating the CV

for dissemination to companies in the sector at the end of the training course.

Propaedeutic phase:

50 hours minimum self-study for the teaching material provided in the preparatory phase and during lectures including the possibility of reviewing lectures recorded on the platform;

Realisation of a project work

ONLINE CLASSROOM PHASE : 30 hours

Legislation module: 08 hours