Pearson New International Edition International pcl tp indd 1

REVENUE MANAGEMENT
managers in hotels with rooms that do not enable obvious distinctions can be cre-
ative and develop packages that allow front office personnel to upsell rooms and,
in the process, to increase RevPar.
Market code distinctions relate to rooms that are used for different types of
guests (e.g., transient, group, and contract). Rooms of different types typically
sell for different amounts, so revenue managers must interact with other hotel
managers to ensure that rooms are sold in a way that generates the greatest
RevPar.
Revenue managers use track codes to further segment travelers. Transient
travelers, for example, may be classified as leisure, corporate, or government
guests. Market size variation, variability in ADR, date demand, and room (bed) type
all affect the number and rates of rooms that can be sold and, in turn, the hotel’s
RevPar.