Pearson New International Edition International pcl tp indd 1



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Professional Front Office Management Pearson New International Edition by Robert Woods, Jack D. Ninemeier, David K. Hayes, Michele A. Austin (z-lib.org)

Pricing Inventory
In a perfect world, FOMs would sell all of their rooms every day at rack rate.
Unfortunately, the hotel world is not perfect; therefore, most FOMs offer travel-
ers discounts on room rates on nights with weak demand to increase occupancy
rates. For purposes of the current discussion, recognize that the PMS serves sever-
al important pricing-related functions:

Reporting overall ADRs for selected historical periods (e.g., yesterday, last
week, last month, and last quarter)

Reporting overall ADRs for selected historical days (e.g., all past Mondays,
Wednesdays, or Fridays)

Reporting overall ADRs for selected historical periods by room type (e.g.,
kings, double-doubles, and suites sold during selected time periods)

Reporting future ADRs based on current booking pace reports for the first
three functions

Maintaining the FOM’s current discount and pricing strategy for every future
date that a reservation can be made and for every room type
197



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