Objectives

At the completion of this course, students should be able to:
1. Explain the concept of revenue management and the history of its development.
2. Identify the business traits that create the environment appropriate for the use of revenue
management.
3. Distinguish between strategic and tactical revenue management and explain why this
distinction is important.
4. Identify internal and external measures that can be used to judge a property’s performance.
5. Discuss the challenges that managers have in determining the effectiveness of revenue
management tactics and strategies.
6. Explain how forecasting demand and room availability drives tactical revenue management.
7. Identify ways to implement tactical rate management and stay controls to maximize
hospitality revenue.
8. Define capacity management and how to use it for revenue management.
9. Perform and use displacement analysis.
10. Explain how revenue management plays a role in generating demand and creating
marketing strategies for a hospitality property.
11. Explain how strategic pricing and revenue streams management contribute to revenue
management efforts at the strategic level.
12. Identify opportunities for strategic packaging and ways to manage distribution channels for
the greatest effect.
13. Describe the capabilities of automated revenue management systems.