ishc annual conference crystal ball sound byte revenue management a discipline coming of age
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ISHC - Annual Conference Crystal Ball Sound-byte Revenue Management – A Discipline Coming of Age. San Diego Friday, October 21, 2005. Look for these Trends. Rapid evolution to profit management Scarcity of resources while raising the bar Trying to “shoe a horse on a dead run” RMS frenzy

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ishc annual conference crystal ball sound byte revenue management a discipline coming of age

ISHC - Annual Conference Crystal Ball Sound-byteRevenue Management –A Discipline Coming of Age

San Diego

Friday, October 21, 2005

look for these trends
Look for these Trends
  • Rapid evolution to profit management
  • Scarcity of resources while raising the bar
  • Trying to “shoe a horse on a dead run”
  • RMS frenzy
  • RM audits becoming a must
evolving discipline
Evolving Discipline

Revenue &

Profit

Mgmt.

Revenue

Mgmt.

Yield

Mgmt.

Inventory

Mgmt.

scarcity of resources
Coming up thru ranks hasn’t cut it

Well trained DRM’s in high demand

$75-$85k + 30% bonus – property level

Many don’t leave the brands

Tactical expertise insufficient

Scarcity of Resources
raising the bar
Raising the Bar
  • Certification initiatives
  • AHLA, HSMAI, NYU, Cornell
  • Brands working with institutions (Hyatt & University of Houston)
  • More emphasis on leadership & communication (any one can crunch numbers)
  • Not looking in ops – looking in sales w/ analytical skills
  • Executive committee member
trying to shoe a horse on a dead run
Trying to Shoe a Horse on a Dead Run

Sources: YPBR, MSNBC, hotelnewsresource.com, TIGglobal/HSMAI

growth in online lodging bookings
Growth in Online Lodging Bookings

Billions $

Source: Jupiter Communications/TGI Global HSMAI

who s going to be booking on line
Who’s Going to be Booking On-Line?

Millions

  • Baby Boomers - born 1947 - 1965
  • Generation X - born 1966 - 1977
  • Echo Boomers - born 1978 - 1997

Where is the future online market for your clients?

rms frenzy
RMS Frenzy
  • Up hill battle for the RMS companies
  • Complex markets/distribution forces hotels hand
  • Shorter lead time all segments
  • Dynamic pricing all segments
  • Dynamic inventory all segments
  • More cost effective RMS options
  • RMS’s will become standard “equipment”
  • But can’t give a Ferrari to student driver
rm audits become a must
RM Audits Become a Must
  • Feasibility studies
  • Real estate sales
  • Brand changes
  • Management company changes
  • Ownership changes
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