GLOSSAIRE
Plus de 300 termes et définitions...
Gestion des revenus hôteliers, gestion d'actifs, finances et ventes et marketing numérique,

Rate trigger
Forecasting and Availability Controls in Hotel Revenue Management
A rate trigger is usually an occupancy percentage (e.g., 79% or 95%) at which a new rate bucket goes into effect.
Reservations on Hand (ROH)
Forecasting and Availability Controls in Hotel Revenue Management
The number of reservations in the possession of the hotel for a given arrival date. Note : ROH, also known as Run of House (Inventory).
Unconstrained demand
Forecasting and Availability Controls in Hotel Revenue Management
A calculation of demand for the rooms, rates, and other products sold by a hotel—including demand which the hotel is currently incapable of satisfying—which is the sum of constrained demand plus the sum of denials. A theoretical measure of the demand for a particular service or product that is the sum of all consumers who have purchased or would purchase that product at a particular time.
"Unconstrained" refers to the elimination (in theory) of the constraint of availability.
Average Daily Rate (ADR) Definition
Intro
The average daily rate (ADR) measures the average rental revenue earned for an occupied room per day. The operating performance of a hotel or other lodging business can be determined by using the ADR. Multiplying the ADR by the occupancy rate equals the revenue per available room.
Four ingredients for a revenue management system
Intro
1. Forecast
Forecast of arrivals and departures. This is the most important ingredient. Without a forecast, you can not do revenue management. Furthermore, if you have an inaccurate forecast, you will have a failed revenue management system.
2. Overbooking Strategy
An effective overbooking strategy. As a manager, you need to work with the reality of no-shows and keep your occupancy rates high when demand is high.
3. Pricing Strategy
A coherent pricing strategy. Understand the different prices to be offered, and who is going to be offered those prices?
4. Information System
An information system to collect all of these data, enabling quick decisions-making.
Hotel Stay Duration
Intro
A lack of policies surrounding check-in, check-out, and no-shows can put a strain on a hotel's staff. Would it account for the hotel's problems with occupancy? Understand the importance of defining and managing duration.
Reducing Duration Uncertainty : For a hotel revenue management program to succeed, hotel management must be able to reduce duration uncertainty. That is, hotel revenue managers must be able to manage arrival times, departure times, and lengths of stay. Understand strategies for reducing duration uncertainty.
Tips for Managing Duration : In hotel management, it is impossible to know in advance the exact arrival and departure times of your guests. Reducing duration uncertainty — the uncertainty of when and how long each stay will be — will help manage revenue.
Introduction to Revenue Management
Intro
The goal of hotel revenue management can be summed up simply as follows: selling the right room to the right customer at the right price at the right time. On a playing field defined by duration and price, the game of hotel revenue management presents the challenge of maximizing revenue per available room.
Managing Duration - Length of Stay (LOS)
Intro
The success as a revenue manager depends on your ability to manage duration effectively. That is, important be able to make the duration of your guests' stays more predictable. Managers can work with duration, one of the two strategic levers of hotel revenue management, to increase revenue.
Measuring Revenue (RevPAR)
Intro
Some hotels have impressive occupancy levels. Other hotels have high average room rates. Still other hotels in the group have achieved good occupancy levels and better-than-average room rates. Which hotel is achieving the highest revenue?
Interpreting occupancy and rate data can be made easier by using RevPAR. Learn what RevPAR is and how it is calculated. Then decide how you would determine which hotel is achieving the highest revenue.
Measuring Success with RevPAR
Intro
There are many measures of the success of a hotel. Hotel managers and others often look at total revenues to determine if a hotel is successful. The revenue management approach recommends that hotel revenue managers use revenue per available room-night (RevPAR) as a measure.
Necessary Conditions for Revenue Management
Intro
Revenue managers focus on maximizing the revenue per available time-based inventory unit, known as RevPATI. In the case of a hotel, this time-based inventory unit is a room-night. For airlines, this unit is the seat-hour.
Occupancy (Occ) Definition
Intro
Percentage of available rooms sold during a specified time period. Occupancy is calculated by dividing the number of rooms sold by rooms available.