Pricing Strategy and Distribution Channels in Hotel Revenue Management

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Course Description PDF

Course Focus

Pricing is one of the most powerful tools a hotel can use to increase revenue. This course teaches participants how to set the right prices, develop rate fences (differentiate prices by customer type), and use multiple distribution channels to manage price more effectively.

Participants will 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. Participants will 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 extend and contextualize the 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.

Key Benefits

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

Topics Include

Module 1 - Why Price Matters

  1. Why Does Price Matter
  2. Pricing in Revenue Management
  3. Multiple Rates

Module 2 - The Optimal Price Mix

  1. Setting Prices
  2. Positioning Your Price
  3. Selling Strategies

Module 3 - Rate Fences

  1. Rate Fence Mistakes
  2. Benefits of Rate Fences

Module 4 - Managing Perceptions of Price

  1. Innovative Pricing Practices
  2. Fair Prices

Module 5 - Distribution Channel Management

  1. Distribution-Management Issues and Trends
  2. Distribution-Channel Intermediaries


Course Cost US$769
Hours to Complete Course: 6
CEUS earned 0.6
This course is part of one or more online certificates:

Please choose from the following course start dates:

02 January 2019
16 January 2019
30 January 2019
13 February 2019
27 February 2019
13 March 2019
27 March 2019
10 April 2019
24 April 2019
08 May 2019
22 May 2019
05 June 2019
19 June 2019
03 July 2019
17 July 2019
31 July 2019
14 August 2019
28 August 2019
11 September 2019
25 September 2019
09 October 2019
23 October 2019
06 November 2019
20 November 2019
04 December 2019
18 December 2019
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