put a top notch coach in your corner

Every great athlete has at least one coach – someone who can take raw talent and shape the skills, the passion, and the sheer tenacity of a winner.  For revenue management professionals, coaching is critical…especially if senior management lacks the time to develop skills and keep up with a rapidly evolving discipline.  Buckhiester Management meets these needs with one-on-one and revenue team coaching services.  Find out what on-site or web-based coaching can do for your hotel.

Using a best practices approach, Buckhiester will work with your Revenue Manager or Revenue Team to enhance revenue management skill sets.  Sessions are conducted via the Web, making it easy for those being coached to work sessions into their busy schedules.   Skill development will be centered on Buckhiester’s proprietary revenue management business process REVRoadMap®.  Elements of this process include the following key components:  Product Alignment, Competitive Benchmarking, Strategic Pricing, Demand Forecasting, Business Mix Manipulation and Distribution Management.

on-site or web-based training, coaching & development

There are three target audiences for yield management training:

1) hotel revenue management teams

General Manager, Director of Sales, Front Office Manager, Reservation Manager, Revenue Manager/Director of Revenue Management and Controller

  • Global distribution strategy development (CRS, GDS, Internet)
  • Strategic pricing
  • Duration optimization
  • Product positioning and interpretation of performance indices
  • Conducting effective revenue management meetings
  • Leveraging competitors’ weaknesses
  • Business mix analysis and redevelopment
  • Transient baseline development
  • Interpretation of third party market intelligence reports (e.g. STAR™, Rate360™, Agency360™, etc.)
  • Displacement analysis
  • Effective/efficient decision making processes
  • Creating packages that sell
  • Communicating sell strategies

2) revenue manager / director of hotel revenue management

One-on-one coaching for the Revenue Manager or Director, or person in the revenue or yield management role

  • Interpretation of third party reports
  • Advanced tactical statusing
  • Forecasting (three distinct methodologies – occupancy, revenue and demand)
  • Improving forecast accuracy
  • Leveraging room type inventory
  • Advanced management of electronic distribution
  • Application of stay controls
  • Denied reservation tracking and data interpretation
  • Customized hotel revenue management decision support tools – design & development
  • Tracking historical trends
  • Developing check-lists for revenue management implementation
  • Applying block wash tactics
  • Competitive benchmarking strategies
  • Business mix manipulation tactics and strategies
  • Connecting revenue management to search, social & mobile trends

3) departmental staff

Sales, Reservations, Front Desk, Conference Services

  • Salesmanship and up-selling techniques
  • Dealing with oversold dates
  • Developing effective sales-oriented scripts
  • Understanding multiple reservation sources
  • Managing in-house reservations productivity (abandon ratios, conversion ratios, revenue targets, average speed of answer, talk time, outbound revenue opportunities)
  • PMS, Sales/Catering, hotel revenue management software configuration and utilization
  • Evaluating group business
  • Establishing sound group block wash practices
  • Forecasting groups accurately

 

Contact us today and put your yield and revenue management team on the road to greater success!