Pearson New International Edition International pcl tp indd 1

REVENUE MANAGEMENT
SECTION REVIEW AND DISCUSSION QUESTIONS
Section Objective:
Discuss how revenue managers use information about room
types, market codes, and track codes to help maximize RevPar.
Section Summary:
Some hotels naturally have rooms of different types that can be
sold at different rates. Common room-type distinctions are made because of loca-
tion in the hotel and guestroom features, including type of beds. Revenue
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REVENUE MANAGEMENT ESSENTIALS
Revenue managers maximize room revenue by managing room inventories while
applying analytical and technical knowledge of hotel reservation and Front Office
systems. They develop, implement, monitor, and control revenue (money) and sales
(rooms) strategies and interact with the DOSM to ensure the proper mix of tran-
sient, group, and other guestroom allocations to maximize RevPar. When they
understand how to best use their room types, market codes, and track codes, they can
address the important tasks of managing their hotel’s occupancies and ADRs.
Revenue managers must also objectively evaluate their own efforts so that improve-
ments can be implemented. Roadmap 3 shows that this section of the chapter 
focuses on essential tactics used by revenue managers.