Learning Block I Revenue Management Certificate

Module 1 deals with the basics of revenue management. The course module familiarizes the participants with the fundamental principals of modern Revenue Management. Apart from the basic concepts, i.e. Kimes „Strategic Levers of Revenue Management“, their application („Demand Calendar“) and the most important key figures/ratios are covered.

Module 2 deals with Strategic Planning, Control and Calculation of Revenues. The focus is laid on mid- and longterm obejctives of Revenue Management. Key elements of this module are Compset, Positioning, benchmarking and performance monitoring.

Module 3 covers how revenue management can be integrated into day-to-day operations. By structuring Revenue Management into daily, weekly and monthly tasks the application and operations side are demonstrated, discussed and familiarized. This includes the organisation and structure of Revenue Meetings, which can be applied directly in the participants hotel/organisation.

Module 4 deals with the application of the strategies learned in other revenue-relevant areas. As in many companies Revenue Management is solely applied in Rooms Divisions, this module concentrates on the application in other revenue generating departments. For F&B, banquets and conferences, and Spa, examples get analysed, key benchmark figures developed and potential measures discussed.

Module 5 deals with the implementation of what has been learned in practice and case studies. Aside of the familiarisation with the necessary theory, the knowledge transfer and application into the daily work life are central points of the program. To achieve this, tasks have to get resolved, in groups or as individuals, using real or ficticious examples. Upon request participants may use their own hotel/company as an example to work on during the course.