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Navigable Slide Index

1. Introduction
2. Background
3. What really makes the difference?
4. Agenda
5. Setting the context
6. Incremental revenue impact
7. Veritec Lodge: impact of pricing decisions
8. Benefits of superior staff
9. Collaboration is key
10. Working together (or not)
11. Make staff responsible, not computers
12. Valuing your staff
13. Invest in appropriate decision support tools
14. Roles and responsibilities
15. Benchmarking roles and responsibilities
16. Measure, measure, measure . . .
17. A revenue manager's dilemma
18. Understanding your customers
19. Market segmentation
20. Understanding the competition
21. Predicting competitor response
22. Competitor response analysis
23. Revenue sensitivity analysis
24. Summary of pricing proposal
25. Training programs
26. Focus of a training program
27. Some reasons that training "fails"
28. Desirable elements of a training program (1)
29. Desirable elements of a training program (2)
30. Training programs: final thoughts
31. Summary
32. Key opportunity areas
33. Success indicators
34. Thank you

Topics Covered

• Strategies and tactics enabling staff to make better decisions
• Incremental benefits arising from better pricing decisions
• Obtaining greater value from training programs
• Examples and illustrative case studies of corporate pricing decisions

Links

Series:

• Practical Pricing and Revenue Management

Categories:

• Finance, Accounting & Economics

Bite-size Case Studies:

• Staff cooperation in the hospitality industry: seasonal slump to winter wonderland

Talk Citation

Publication History

• Published on October 28, 2009