Pearson New International Edition International pcl tp indd 1

REVENUE MANAGEMENT
3
=
100
,
300
Room
nights
sold
,
Rooms
sold
=
LO
S
266

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required to clean a stayover room are almost always lower than those required for a
check-out. At the front desk, it is less labor intensive to reserve a room for and to
check in and check out one guest for three nights than it is to complete these processes
for three guests each staying one night.
Room Rate Management
Guests are becoming increasingly sophisticated about locating, comparing, and
selecting their hotels. In most consumer surveys, the location of a hotel is the most
important reason for its selection by a guest. The second most important considera-
tion is price (i.e., room rate). Many guests will travel a significant distance from their
desired location to secure a room with a lower room rate. The decision to select a
hotel based on its location and rate is most often made without guests contacting the
hotel directly. Instead, they receive their information from one or more varieties of
revenue generators: the hotel’s franchisor-operated or independently affiliated