Accommodation Management - Unit: Introduction to Revenue Management
Date
2025-08-06
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Abstract
This chapter introduces the fundamentals of Revenue Management (RM) in Accommodation
Management, focusing on its evolution, principles and strategic role in optimising pricing and availability.
It emphasizes the concept of offering the right product to the right customer at the right time, price and
channel. Key performance metrics - such as Occupancy Percentage, Average Daily Rate, RevPAR,
amongst others - are explained and applied through practical hotel-based examples. A case activity on
Sunset Resort and Spa will help students applying these concepts using real data. The chapter aims to
build analytical and decision-making skills for effective revenue management in the hospitality industry.