Pearson New International Edition International pcl tp indd 1

Forecasting Future Performance
Of the many future events that interest FOMs, room sales is the most important.
When FOMs predict the number of rooms that will be sold in a specified time
period, they have created a rooms forecast.
Top-10 Revenue States Jan 1 thru Mar 31 200X 
PMS Report #141
$-
$10,000
$20,000
$30,000
$40,000
$50,000
$60,000
Michigan
Pennsylvania
Indiana
Wisconsin New Jersey New York
Ohio
Illinois
Kentucky
Texas
FIGURE 6
PMS report showing a hotel’s Top-10 revenue states.
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FRONT OFFICE PROPERTY MANAGEMENT SYSTEM
FRONT OFFICE SEMANTICS
Forecast:
Estimate of future sales activity.
There is a difference between revenue and sales (number of rooms sold).
Consider Lea, an FOM whose Monday business consisted of $60,000 in revenue
because her hotel sold 400 rooms at an ADR of $150.