洲际集团收益管理培训The Revenue Room PPT.ppt

Revenue Room Workshop New Zealand – November 2003 Objectives Measurement Objectives A weekly meeting to review and action revenue The venue where …... Measurement Improve Revenue Yield Increase RGI Increase in CAPS ‘Team’ Score Critical Success factors General Managers ‘champion’ the approach Permanent location / home Permanent whiteboard Total Revenue Environment Departmental specialists take ownership Best Practices Revenue Room Discipline Purpose End Result Success Criteria Revenue Room Purpose To develop an integrated, proactive approach to managing all revenue streams. End Result Revenue Room in your hotel by Feb 29th 2004 Success Criteria Measured revenue increase Steal market share (M.P.I.) Integrated and focused approach What is a Revenue Room? Permanent roomPermanent whiteboard Opportunities Actions Permanent promotional board Location / Catchment Map Venue for revenue discussion and action Mission control AttendeesRevenue Decisions Makers General Manager EAM Resident Manager Director Of Sales and Marketing Revenue Manager Conference and Banqueting Manager Groups Manager Rooms Manager/FOM Reservations Manager FB Manager Invited attendees How does the Revenue Room work? Focus on Total Hotel Revenue Departmental specialist attendees Whiteboards aid communication Standard approach creates consistency Guidelines are established Principles are fixed (Business Rules) Guideline Opportunities Guidelines Actions Flipcharts Revenue Room Market Channels Customer contact Maximise revenue Sales, marketing and operations Upselling Customer loyalty Market ChannelsIndividual Business Traveller Market Channels Ways the Customer can reach us Identifies access points to key influencers and decision makers Key people who we directly or indirectly manage Different channels = different costs Example follows ‘Demand Generators – The taps’ Demand Generators – the taps Location Central, permanent, quality location Permanent whiteboards Use for other internal meetings Nam