Pricing Strategy and Distribution Channels in Hotel Revenue Management
Course ID: SHA533Set prices that are congruent with your organization's positioning and sales strategies. Use the appropriate distribution channels to manage prices.
Description
Pricing is one of the most powerful tools a hotel can use to increase revenue. This course teaches you how to set the right prices, develop rate fences (differentiate prices by customer type), and use multiple distribution channels to manage price more effectively. You’ll learn about the impact of variable pricing and discounting on revenue management in the context of price elasticity, optimal price mix, perceived fairness, and congruence with positioning and sales strategies.
Channel management is an essential tool for controlling differentiated pricing, maintaining rate fences, and increasing revenue. You’ll explore various approaches to managing distribution channels including direct sales, agencies, the Internet, and opaque pricing channels.
Finally, discussions of best practices and industry case studies help you extend and contextualize your learning experience.
Participants use Microsoft Excel to practice pricing and distribution-channel-management techniques.
Who Should Take This Course?
This course is designed for hospitality managers, general managers, revenue managers, and other hospitality professionals responsible for the financial performance of their organization.Certificate Information
This course can be applied toward the following certificate:Benefits to the Learner
Participants who complete this course will be able to:
- Use variable pricing strategies to increase revenue
- Develop effective rate fences
- Manage prices using distribution channels
Authoring Faculty
Sheryl E. Kimes, Ph.D., ProfessorSponsoring School
Cornell University's School of Hotel AdministrationTotal Learning Time
Approximately five to six hours over a period of two weeks.Enrollment
Price: $599.00To register, click 'Add to Cart' at right, or contact an Enrollment Counselor at info@ecornell.com or 1-866-eCornell (+1-607-330-3200 from outside the United States).
Certificate programs are eligible for eCornell Payment Plans. Discounts are available for military personnel, veterans, and Cornell University Alumni. eCornell programs are not eligible for financial aid or federal Pell Grants. Contact an enrollment counselor for more information.
January 6, 2010
February 3, 2010
Click 'Add to Cart' to see available dates beyond February 3, 2010.
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Students who purchased this course also purchased:- Non-Traditional Applications of Hotel Revenue Management
- Forecasting and Availability Controls in Hotel Revenue Management
- Overbooking Practices in Hotel Revenue Management
Technical Requirements
With all eCornell courses, access is easy. Participants only need a computer and an Internet connection. To view specific technology requirements, visit our Technology Requirements page.
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