Pearson New International Edition International pcl tp indd 1

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
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