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1. Introduction
2. Agenda
3. Setting the context
4. Objectives of pricing
5. Fundamental principles
6. Two sides of revenue management
7. A revenue manager's dilemma
8. Incremental revenue impact
9. Veritec Lodge: impact of pricing decisions
10. Length-of-stay controls
11. Impact of length-of-stay controls
12. Financial impact of LOS controls
13. Offer presentation
14. Upgrade likelihood
15. Booking in excess of capacity
16. Peak night utilization
17. Impacts of reducing spoilage
18. "Invisible" revenue
19. Collaboration is key!
20. Pricing is multi-dimensional
21. Case study: value added offering
22. The challenge
23. Case study: critical issues
24. Alternative approaches
25. The economics of discounting
26. Risks and benefits of discounting
27. Frequent traveler package
28. Frequent traveler package: net impact analysis
29. Opaque pricing
30. Measure, measure, measure...
31. Summary
32. Thank you
33. Appendix

Topics Covered

• Setting the context
• Fundamental principles
• Two sides of revenue management
• A revenue manager's dilemma
• Incremental revenue impact
• Length of stay controls
• Offer presentation
• Booking in excess of capacity
• 'Invisible' revenue
• Critical issues and alternative approaches
• The economics of discounting
• Frequent traveler packages
• Opaque pricing

Links

Series:

• Practical Pricing and Revenue Management

Categories:

• Finance, Accounting & Economics
• Marketing & Sales

Talk Citation

Publication History

• Published on October 29, 2009
• Archived on May 28, 2025