Maximizing Revenue and Managing Distribution - Athens

INSETE presents "Lausanne Hospitality Consulting" of "Ecole hôtelière de Lausanne", one of the best in class European hospitality institutions for an executive seminar exlusively for the Revenue Management professionals of Greek Tourism Industry!

Maximizing Revenue And Managing Distribution

PARTICIPANTS PROFILE

Sales & Revenue Management Professionals

Middle & Senior Management Professionals

COURSE OVERVIEW 

Revenue Management (2 days)

Revenue management (RM) has emerged as one of the most important new business strategies for service business. It is a management tool that has the objective of increasing revenue by manipulating the prices at which fixed service capacity is made available for sale in relation to the current and forecasted demand.

The goal of the module is to provide participants with the principles and tools required to develop RM strategy. This module provides a comprehensive introduction to both the theory and the practice of RM by illustrating the techniques of RM in the lodging, as well as in hotel ancillary services. Discussions on pricing decision, demand forecasting, and capacity optimisation give an opportunity to explore the dynamic changes and the latest trends in electronic commerce and social media strategies with regards to RM.

LEARNING OBJECTIVES

By the end of the Module, participants will be able to: 

Knowledge

• Recognize the principles of RM to enhance profitability
• Describe the benefits of RM
• Measure the impact of strategic and operational RM decisions on the financial performance
• Identify lost revenue opportunity 

Competencies

• Develop physical and non-physical rate fences for services
• Use revenue optimization techniques which are suitable for decision making
• Apply the principles of capacity management and duration control to various service sectors
• Practise effective revenue management decisions

 Mindset

• Analyse business performance from a RM perspective
• Recognize consumer trade-offs between price and other product attributes

Pricing Strategy and Hotel Distribution (2 days)

The hotel business has evolved from its early days to today. Through this evolution, it has become increasingly specialized. This module introduces the business models, strategies for growth, levels of competition and biggest changes and challenges hotels have to face today. You will learn how to use multiple distribution channels to manage price more effectively and explore various approaches to managing distribution channels including direct sales, agencies, the Internet, and opaque pricing channels.

LEARNING OBJECTIVES

By the end of the Module, participants will be able to:

Knowledge

• Recognize the details and components of online distribution today
• Explain the importance of pricing, its policies and practices used within distribution channels
• Identify marketing distribution systems commonly used in the movement of goods from producers to consumers
• Understand the web development process
• Realize the cost of driving traffic, and the importance of using indirect distribution and online marketing techniques
• Identify best practices to manage your OTA

 Competencies

• Analyse successful marketers and their best practices in marketing
• Develop efficiently your direct distribution
• Exploit your points of sale to their maximum potential

 Mindset

• Analyse sales performance from a distribution perspective

 Training Provider: Lausanne Hospitality Consulting SA (LHC)

Training Coordinator: ΑΑ&Partners

KEYNOTE SPEAKER: Horatiu Tudori (Κωδικός ΛΑΕΚ: 69887)

Horatiu Tudori is a senior faculty member of EHL. He holds a BS and an MS Mechanical Engineering from the University of Brasov (Romania) and an MBA from the University of Lausanne (Switzerland). He has been specializing in Revenue Management since 1999, and he is teaching this course for the Bachelor’s and the EMBA programs. Currently, Horatiu is researching on the impact of Revenue Management decisions on hotel free cash flow, and on the applications of Revenue Management with hotel ancillary services, e.g. spa, golf, and by other industries, e.g. ski lift in Alps resorts.

COURSE DURATION: 4 DAYS/ 32 HOURS

DATES:

Monday the 18th of March 2019, 10:00-18:00

Tuesday the 19th of March 2019, 10:00-18:00

Wednesday the 20th of March 2019, 10:00-18:00

Thursday the 21st of March 2019, 10:00-18:45

Venue: Electra Palace Athens,18-20 Navarchou Nikodimou st., 10557 Athens

*Note: Tickets are limited and will be provided on a “first-come, first-served” basis.

Seminar will be delivered in English.