Pearson New International Edition International pcl tp indd 1

MANAGING FORECAST DATA
Discussion Questions:
1. What are the advantages and disadvantages of using occupancy forecasts to
estimate room demand?
2. What are the advantages and disadvantages of using availability forecasts to
estimate room demand?
3. Do you think that PMS data will ever replace the need for an FOM’s judgment,
skill, and experience in decisions about room pricing? Why or why not?
Objective 5
Introduce the
relationship between 
room demand forecasts 
and pricing, and note 
the need to evaluate the 
effectiveness of the 
demand forecasting 
process.
Objective 3
Explain how an FOM 
can use PMS data 
relating to transient 
and group guests to 
make room demand 
forecasts.
Objective 2
Discuss how 
historical, current, and 
future data help the 
FOM to estimate 
room demand.
Objective 4
Review the basic types 
of reports that FOMs 
can use to monitor and 
manage their guestroom 
demand forecasts.
Objective 1
Review the role and 
responsibilities of the 
FOM in the 
management of rooms 
forecast data.
Managing Occupancy 
Forecast Reports
Using Predictive 
Data Sources
Tracking Room 
Demand
The FOM as 
Forecaster
• Impact on Pricing 
• Evaluation of
Effectiveness
Other Forecasting 
Issues: 
ROADMAP 2
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FOMs rely on their own skills and experience to create usable demand forecasts.
They analyze relevant historical and current data and estimate other information
applicable to the future.