With a fixed capacity, a highly disposable product and high fixed costs, hotels are a natural candidate for the application of revenue management. Originally developed by the airlines in the 1970s, these analytics-based techniques help predict consumer behavior at the hotel’s market level so that the hotel can sell each room each night at the optimum price.
Este curso faz parte do Programa de cursos integrados Gestão Hoteleira: Distribuição, Receitas e Gestão da DemandaGestão Hoteleira: Distribuição, Receitas e Gestão da Demanda
Os fundamentos da administração da receita: a pedra fundamental da estratégia de receita
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Informações sobre o curso
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Resultados de carreira do aprendiz
27%
comecei uma nova carreira após concluir estes cursos
41%
consegui um benefício significativo de carreira com este curso
14%
recebi um aumento ou promoção
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Comece imediatamente e aprenda em seu próprio cronograma.
Prazos flexíveis
Redefinir os prazos de acordo com sua programação.
Aprox. 10 horas para completar
Sugerido: 7 hours/week
Inglês
Legendas: Inglês
Habilidades que você terá
PricingRevenue ManagementForecastingSegmentation Analysis
Resultados de carreira do aprendiz
27%
comecei uma nova carreira após concluir estes cursos
41%
consegui um benefício significativo de carreira com este curso
14%
recebi um aumento ou promoção
100% on-line
Comece imediatamente e aprenda em seu próprio cronograma.
Prazos flexíveis
Redefinir os prazos de acordo com sua programação.
Aprox. 10 horas para completar
Sugerido: 7 hours/week
Inglês
Legendas: Inglês
oferecido por
ESSEC Business School
For over a century, ESSEC has been developing a state-of-the-art educational program that gives the individual pride of place in its learning model, promoting the values of freedom, openness, innovation and responsibility. Preparing future managers to reconcile personal interests with collective responsibility, giving consideration to the common good in their decision-making, and weighing economic challenges against the social costs are some of the objectives ESSEC has set for itself. Its ultimate goal? To create a global world that has meaning for us all.
Programa - O que você aprenderá com este curso
2 horas para concluir
Getting Started with Revenue Management
Welcome! In this first module, you will understand what revenue management is, why it’s important, simple steps to get started, how revenue management can increase profit through booking curve management and how effective yielding can improve a hotel’s profits. Moving forward, we’ll share best practices and better prepare you for today’s complex digital age.
2 horas para concluir
11 vídeos (Total 52 mín.), 4 leituras, 3 testes
11 videos
Welcome back!3min
Fundamentals of Revenue Management: The Cornerstone of Revenue Strategy3min
EDC and the importance of Revenue Management2min
History of Revenue Management4min
Shift in consumer behavior6min
Overview of Revenue Management3min
Introduction to Segmentation5min
Introduction to Forecasting and Budgeting5min
Introduction to Pricing6min
How Revenue Management can increase Bottom line6min
Effective Yielding5min
4 leituras
Complementary Readings10min
Complementary Reading10min
Complementary Readings10min
Complementary Readings10min
3 exercícios práticos
Practice Lesson 120min
Practice Lesson 220min
Practice Lesson 310min
2 horas para concluir
Introduction to Segmentation
In this second module we will discuss segmentation 101, four things to consider while determining segmentation, as well as our best practices in regards to working with properties who need to go through a re-segmentation exercise, and presenting you with some key takeaways.
2 horas para concluir
9 vídeos (Total 57 mín.), 2 leituras, 2 testes
9 videos
What is Segmentation?6min
Evolution in Segmentation17min
Evolution in Segmentation26min
Types of Segmentation6min
Strategic Segmentation11min
Considerations of Determining Segmentation8min
Re-segmentation Process5min
Industry Best Practices2min
2 leituras
Complementary Reading10min
Complementary Readings10min
2 exercícios práticos
Practice Lesson 116min
Practice lesson 220min
2 horas para concluir
Introduction to Forecasting & Budgeting
In this third module, you will have an overview of forecasting and its basic terminology, explore forecasting goals, trends and tools, and understand how to link forecasting and budgeting together.
2 horas para concluir
11 vídeos (Total 55 mín.), 3 leituras, 3 testes
11 videos
Basic terminology8min
What is Forecasting?3min
Why Forecast?4min
Start with Reservation and Market Data5min
Competitor Pricing & Online Review Data5min
Air Traffic and Weather Data4min
Revenue System vs Excel4min
Evaluating Forecast accuracy5min
Budgeting3min
Best Practices3min
3 leituras
Complementary Readings and Videos10min
Complementary Readings and Videos10min
Complementary Readings and Videos10min
3 exercícios práticos
Practice lesson 118min
Practice lesson 216min
Practice lesson 316min
3 horas para concluir
Introduction to Pricing
This last module should help tie together concepts from the previous three modules to give you a practical understanding of the fundamentals of revenue management. You will understand why pricing is important, the difference between common pricing strategies, and what are the 7 most common pricing mistakes. After that we will revisit the topic of Big Data, automated systems, and system connectivity as it and discuss best practices for pricing.
3 horas para concluir
7 vídeos (Total 54 mín.), 3 leituras, 3 testes
7 videos
Hotel Pricing Strategies9min
How to increase Rates6min
Seven most common Pricing mistakes5min
BAR vs Open Pricing11min
Revenue Strategy: key to optimizing profit9min
Conclusion2min
3 leituras
Complementary Readings and Videos10min
Complementary Readings and Videos10min
If you want to go further...10min
3 exercícios práticos
Practice lesson 122min
Practice lesson 216min
Final Exam30min
Avaliações
Principais avaliações do OS FUNDAMENTOS DA ADMINISTRAÇÃO DA RECEITA: A PEDRA FUNDAMENTAL DA ESTRATÉGIA DE RECEITA
por YZJul 31, 2017
very useful and rich with it content , the complimentary reading is awesome and indeed needed\n\nthe final exam is a bit hard , i do recommend it for people who are seeking knowledge in RM
por ESNov 25, 2017
I value specifically the repetition of concepts across videos and readings - it meant it really solidified the learning and knowledge so that I now can confidently apply it.
por PGNov 14, 2019
This is a good course for someone (like myself) to take if they do not have a revenue management background. I wish I could've taken this when I first got here in January!
por WAJan 23, 2020
Very good. Just a few minor draw backs, most of the online complimentary links for reading and videos are not working or require you to sign in to a third party account.
por TPJul 7, 2019
It has been a great learning experience. Learnt a lot of new things. Thank you Coursera, Essec Business School and Duetto for guiding me.\n\nHave a wonderful day ahead!
por JTAug 1, 2019
I'd like more practice questions throughout the coursing understanding when it makes sense to Yield or lower rates. The final quiz was complicated to understand.
por TMMar 22, 2018
Being new to the Hospitality industry and revenue management, I learned a lot of new concepts. It is a very good course without lengthy assignments.
por MVAug 20, 2017
I learned so much in this course, and I love I have places to go to find more resources and literature about subjects that interest me.
por GBDec 4, 2015
Last lessons were a bit repetetives. I suggest to introduce more real case studies or revenue strategy building process simulation.
por LLNov 7, 2019
This course provided fundamental information about revenue management. It was very helpful! And I can relate to my job at a hotel.
por JSNov 18, 2016
Excellent course. Very interesting, and well taught. Good supplemental graphics. I wish all courses were like ESSEC's courses.
por JCJun 8, 2017
Good for fundamental level.\n\nBut the exam is a bit difficult as there was no similar examples in the course.
por ANJan 2, 2019
Good course from qualified facilitators. Would have been better if the course wasn't centred on just hotels
por JDMay 19, 2019
I've been in hotel business for over 10 years and this course reawakened me and extended my understanding.
por ISJan 28, 2017
Excellent course that introduces you into the world of Revenue management! I suggest it to any beginner!
por SKMay 11, 2018
A n informative course however many of the links within the complimentary readings are not working.
por MSJan 22, 2020
This course gives the proper knowledge of Revenue. We can feel what mean of Revenue Management is.
por VTApr 9, 2019
Its a great learning platform who is keen in excelling their learning in today's mechanical life
por SZNov 25, 2015
You can get to know about basic points about RM, like user segments, forecasting and pricing.
por YTJan 20, 2018
Only Thing I have to suggest is no explanation or showing right answer for exam result. Why?
Sobre Programa de cursos integrados Gestão Hoteleira: Distribuição, Receitas e Gestão da DemandaGestão Hoteleira: Distribuição, Receitas e Gestão da Demanda
Market hospitality services, manage demand, and optimize revenue.
This Specialization covers the basics of hotel demand management, distribution, and revenue management. You’ll learn how e-commerce intermediaries such as online travel agencies are impacting the already-complex hospitality sector, and you’ll explore tools and techniques that will help you effectively market hospitality services and maximize business revenue in this new global industry landscape. In the final Capstone Project, you’ll evaluate the importance of hotel branding in business success through a hands-on, real-world case study. During the sessions, you will hear from senior hotel industry executives commenting on distribution, revenue and demand management issues. We will also interview two leading Online Travel Agents on how to maximise online business for your property, and have partnered with Duetto and SnapShot, two leading hospitality industry companies, to gain access to cutting edge knowledge, thus insuring that the competencies that you gain will make you operational immediately as well as bang up to date on industry trends.
Perguntas Frequentes – FAQ
Quando terei acesso às palestras e às tarefas?
Ao se inscrever para um Certificado, você terá acesso a todos os vídeos, testes e tarefas de programação (se aplicável). Tarefas avaliadas pelos colegas apenas podem ser enviadas e avaliadas após o início da sessão. Caso escolha explorar o curso sem adquiri-lo, talvez você não consiga acessar certas tarefas.
O que recebo ao me inscrever nesta Especialização?
Quando você se inscreve no curso, tem acesso a todos os cursos na Especialização e pode obter um certificado quando concluir o trabalho. Seu Certificado eletrônico será adicionado à sua página de Participações e você poderá imprimi-lo ou adicioná-lo ao seu perfil no LinkedIn. Se quiser apenas ler e assistir o conteúdo do curso, você poderá frequentá-lo como ouvinte sem custo.
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