Pearson New International Edition International pcl tp indd 1

REVENUE MANAGEMENT
FIGURE 9
Two-day MLOS strategy.
Guest Requests for Saturday Reservation
One-
Night
Stay
Two-Plus-
Night
Stay
Accept 
Reservation 
Deny 
Reservation
294

---

hotel would want to accept such a reservation; however, a rigid CTA strategy would
prevent it.
The question of when to use MLOS and CTA strategies is subject to debate.
Many times the actual demand for a date (or dates) is not clearly known; instead,
demand must be estimated. This is especially so when one-time or first-time events
in an area strongly affect local room demand. Skillful use of MLOS and CTA strate-
gies can make a significant impact on a hotel’s overall occupancy rate. In fact, those
strategies are so important that many PMS systems flag (i.e., identify) dates for
which these approaches may be applicable.