Pearson New International Edition International pcl tp indd 1

MANAGING OCCUPANCY FORECAST REPORTS
FOMs track room demand with historical, current, and future data generated from
internal and external predictive data sources to improve their forecasts. A profession-
ally developed occupancy forecast is not just an estimate of the number of rooms that
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can be sold. Rather, it is a multifaceted process consisting of four essential activities
performed in the following order:
1. Generating the demand forecast
2. Establishing an initial rate strategy
3. Monitoring pickup reports
4. Modifying rate strategy (if necessary)
As suggested in Roadmap 4, several PMS reports are available to assist FOMs as
they monitor and manage their forecasts and establish their rate strategies.
PMS reports related to creating initial demand forecasts vary by the system
selected. However, every PMS produces reports that assist FOMs in forecasting
demand for their property. Some of the most important are pickup reports and
reports of 10-day forecasts, 30-day forecasts, and extended forecasts. Each will be
examined to show how it can improve FOMs’ forecasting abilities.