Buckhiester hotel revenue management
strategies to move the bottom line

On-site hotel revenue management training & developmenton-site training & development

There are three target audiences for on-site yield management training:

hotel revenue management team

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 indexes
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™, RateVIEW™, Hotelligence™, MarketVision®)
Displacement analysis
Effective/efficient decision making processes
Creating packages that sell

revenue manager / director of hotel revenue management

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

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

departmental staff

Sales, Reservations, Front Desk, Conference Services

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