Pearson New International Edition International pcl tp indd 1

MANAGING FORECAST DATA
Some of these guests dining on the hotel patio are enjoying dinner which is part of the
weekend special package which they purchased.
SECTION REVIEW AND DISCUSSION QUESTIONS
Section Objective:
Discuss how historical, current, and future data help the FOM
to estimate room demand.
Section Summary:
An occupancy forecast considers the net number of rooms
available on a specific date and deducts from that number the estimated number
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USING PREDICTIVE DATA SOURCES
FOMs must properly apply historical, current, and future forecast data to sell guest-
rooms. Every hotel has unique characteristics that influence forecasting. In addition,
the types of guests a hotel serves affect an FOM’s choice of predictive data and tech-
niques and strategies for their use. As Roadmap 3 indicates, it is important to 
understand the use of predictive data sources.
In the hotel industry, individual guests are classified several ways. Most com-
monly, FOMs consider guests as transient travelers or as part of a group.