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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