Pearson New International Edition International pcl tp indd 1

MANAGING FORECAST DATA
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instantaneously. In fact, with immediate (less than 60 seconds) updating of Web-
based pricing and with the ability to contact past guests by e-mail, an FOM might,
in only minutes, “publish” reduced room rates on literally thousands of Web sites. The
FOM could also e-mail selected guests such as those who had stayed on previous
Sunday nights, who might impulsively decide to take advantage of a reduced-price
room. The overall result might be a significant increase in room sales. To maximize
RevPar, FOMs must know when room demand is strong (or weak) enough to dic-
tate changes in pricing strategies, and to obtain this knowledge, FOMs need accu-
rate room forecast data.