REVolution® toolkit

Module 5: REVolution® Business Mix Manipulation – “Manipulating Business Mix & Pricing to Drive RevPAR”

Understanding how shifts in your market mix impact RevPAR and market penetration is essential if a hotel revenue management team is to react quickly to short-term changes in micro-market conditions. This workshop will help to pin-point how the mix needs to shift to maximize profitability. It is also a valuable training session for sales, marketing and key operations management to stress the impact of contract and group business decisions, as well as the impact on the operating divisions when changes in business mix are anticipated.

Topics include:

Historical market segmentation performance
Product positioning within the market place
Analysis of price points and contracted rates within market categories and sub-categories
Forecasting future RevPAR penetration (fair-share forecasting)
Developing an annual worksheet that highlights revenue variances with revised mix
Developing a sales and marketing action plan to address positive and negative variances

Module 5 includes the following hotel revenue management topics: Full day interactive workshop 5 Decision Support Tools: Transient Baseline Development Worksheet Mix Optimization Analysis (displacement analysis) Group Business Scorecard Drill-down Market Share Report (includes Quantifying RevPAR Performance template) Market Share Forecast Business Mix Worksheet 6 Standard Operating Procedures 2 two-hour coaching sessions

 

See also:

Module 1: Product Definition
Module 2: Competitive Benchmarking
Module 3: Strategic Pricing
Module 4: Demand Forecasting
Module 5: Business Mix Manipulation
Module 6: Distribution Management