HSMAI 2-day Hotel Revenue Certificate Course – Melbourne

HSMAI is conducting a special workshop in Melbourne this November.  The workshop is a unique program developed by the hotel leaders of Revenue Management from HSMAI’s Revenue Advisory Board. The leaders in revenue discipline have determined the skills and experience you need to have to be a good revenue manager.  HSMAI then sought experienced trainers to turn that curriculum into a good online experience.  The program can be studied completely online but if you can get to Melbourne, we’re running a 2-day session to support the online courses.

YOU CAN’T GET HANDS-ON PRACTICE IN A 1-DAY PROGRAM!

This program builds your skills over two full days!  The games get harder as you go through the learning process.  This fast-paced, 2-day workshop is a great opportunity for anyone who is looking to learn more about managing revenue in a hotel, motel or any accommodation business.  The course is for people:

  • who would like to move into a Revenue Management role
  • with less than 3 years experience
  • who need to manage a Revenue staff member or team
  • who manage a small hotel or motel with no dedicated revenue optimisation function

BLENDED LEARNING AT IT’S BEST!

We know 2 days is a long time to take out of the office but we have worked out through experience that in a one-day program, you really can’t cover all aspects of the role as you can in a 2-day program.  So, get ready to spend 16 hours  building your skills.  There will also be time to ask the expert trainers questions about any issues you’re having in your own hotels.  

If you’re looking for a formal Certificate from a 90-year old global hotel association, the HSMAI Certificate of Revenue Management (Hospitality) delivers that at a fraction of the price of the only other globally recognised programs.

27 & 28 NOVEMBER 2018
MELBOURNE

HOTEL REVENUE MANAGEMENT TRAINING WORKSHOP PRICE INCLUDES:

  • 2-day workshop covering all topics in the certificate program, facilitated by expert hoteliers
  • Morning/afternoon tea and lunch on both days
  • Access to the Online Certificate program courses for 12 months
  • Certificate of Revenue Management (Hospitality)*
  • Great networking opportunity to meet your hotel peers

* Complete all 10 online courses in order to receive a globally recognised “Certificate of Revenue Management” from HSMAI. You will receive 12 month’s access to the course.

REVENUE WORKSHOP TOPICS COVERED - DAY 1

The Essential Components of Revenue Management

The fundamental components of Revenue Management are applied to any business that has fixed capacity, perishable inventory, and time-variable demand. This course introduces you to the elements of revenue management that you need to be familiar with to understand the role of revenue in the accommodation industry.  It’s not just about pricing.  The discipline involves many skills and this initial course will introduce you to each one.

You will learn
  • The main elements of the function of Revenue Management
  • Understand Revenue Management Terms and definitions
  • To identify a revenue management career path
Understanding your guests pathway to booking
You will learn:
  • How customers shop for accommodation
  • Learn what drives customers search and selection process
  • Learn what influences their choices during their search (including travel agents)’
  • The customer journey, from dreaming about a holiday, to shopping, booking, and experiencing the holiday or trip
  • Travel inspiration how do we find the inspiration to travel, and where to travel to?
Market Segmentation
You will learn:
  • What segmentation is
  • Why hotels segment their markets
  • How to define each segment e.g. Corporate, Events, Wholesale, Retail etc
  • Is a channel the same as a segment?
  • How to use this segmentation to gain insights and improve bottom line results
  • Understand different consumer behaviours in difference channel
  • Understand the different terms and strategies around using Segments vs Channels vs personalised offer
Understanding the Hospitality Industry
You will learn:
  • What are the fundamental principles of Economics and their role in Hotel Revenue Management?
  • How do Revenue Directors monitor and measure their competitor marketplace?
  • How do Hotel Managers identify true competitor properties?
  • How do you read competitor reports and use other data to derive strategic insights, and use the data to make better decisions?
Distribution

You Will Learn:

  • The definition of Distribution within the Accommodation sector
  • The definition of accommodation Inventory and how it is managed
  • The types of distribution channels
  • The factors of the Cost of Sale
  • The steps to implementing a successful Distribution Strategy
  • The important role of technology in a Distribution Strategy
  • The definition of Rate Parity and its role in Distribution
Rooms Forecasting
You will Learn:
  • What are the different types of forecasts?
  • What are the objectives for each of the types of forecasts?
  • What information do I need to put a forecast together?
  • How do I find this information?
  • What questions should I ask when putting together a forecast?
  • How often should I be adjusting the forecasts?
  • What are the steps that I need to follow to put the forecast together?
  • What is the difference between unconstrained and constrained demand?
  • What are the elements of an accurate forecast?

HOTEL REVENUE TRAINING TOPICS COVERED - DAY 2

Revenue Strategy

You will learn:  

  • To understand the components of a good revenue strategy;
  • Different revenue strategies explained;
  • Pricing Strategy;
  • Exercises in how to use the Revenue Strategy to manage day-to-day tactics;
  • Inventory Control- how inventory can impact on sales. If forecasting constraint, monitor to ensure controls do not have too big an impact and adjusting strategy where necessary and why revenue managers might withhold inventory.
Hotel Rooms Pricing
You will learn:
  • How to price your different room types
  • Different types of pricing explained – what and why:
    • BAR, Rack, Group, Corporate, Tactical vs Strategic pricing, Mobile only pricing – why?, Wholesalers, Static vs Dynamic rates, Corporate & Event, Opaque Pricing, Length of Stay Pricing, Loyalty clubs and Closed User Group rates
  • Packages/ promotions/ Discounting – Discounting –what additional volume required if I discount my price? Is a lower price generating new demand?
  • Understanding the impact on discounting -How to calculate Occupancy needed to offset discounts
  • Understanding the influences on pricing including decoy and anchor pricing
  • Lead time and its impact on pricing
  • Displacement Analysis
  • Contracts
  • Technology available to monitor and manage pricing
Understanding Business Intelligence for Hotels
All business need some data to improve their business.  Accommodation providers have a lot of data available to them. This course explains how to get the data you need, what you can use it for and will cover some case studies on how hoteliers have improved their business using data and intelligence.
You will learn:
  • What types of reports do RM’s create
  • Where is data available
  • How to read, and gain insights from data and reports
  • How to present data in easily digestible format
Roles, Structure and Revenue Meetings
You will learn:
  • To understand the different types of structures and the benefits and challenges of each;
  • To understand the key elements of how revenue management integrates into an organisation;
  • The company culture is key to being successful in revenue roles, learn why
  • To understand the key elements of how revenue management integrates into an organisation;
  • Learn about the various roles that Revenue staff perform

To understand the importance of the Revenue Meeting and how it contributes to the culture across the business.

  • Importance of regular revenue meeting involving all department heads of hotel
  • What to discuss?
  • What reports to distribute prior to the meeting
  • How to ensure meeting is effective in setting strategy instead of just reviewing reports
IMPORTANT NOTES ON THE WORKSHOP AGENDA
  • The 2-day Workshop will allow you time to talk to the 4 trainers in breaks and in the sessions.  Its a great opportunity to ask the Experts for their tactics and strategies on any issues or topics you don’t understand.
  • The 2-day Workshop is not long enough to cover all the topics of each of the 10 courses that make up the Certificate program.  The workshop is intended to give you an overview, and importantly, some hands-on practice on some simulated revenue management activities.  The workshop has been designed to mostly cover activities that are difficult to present in an online format.
  • Day 1 of the workshop covers the first 3-4 topics fairly quickly.  This is to allow more time to do some “practice” activities in the Forecasting, Strategy and Pricing sessions using a simulator in group activities.  Depending on your own experience in these topics, you may like to study some of the online courses for topics 1-4 prior to the workshop.
  • Revenue Management Terms  – if you are completely new to Revenue Management, you will find it useful to study the commonly used terms in Course 1 – “Essential Components of Revenue Management” as well as our Glossary which you can find on the HSMAI Academy website.

REGISTRATION

REVENUE OPTIMISATION WORKSHOP TRAINERS

  • Shannon Knapp Founder/Director, SKNapp Consulting & Product Consultant, SiteMinder
  • Matthias Dybing HSMAI Asia Pacific Advisory Board member & Certified Trainer in Revenue Management & Distribution
  • Fabian Bartnick HSMAI Asia Pacific Advisory Board member & Vice President, Asia Pacific & International Business at LodgIQ

VENUE & SPECIAL ACCOMMODATION RATE

Punthill Little BourkePunthill is the venue for the Hotel Revenue Optimisation Workshop

11-17 Cohen Place
Melbourne, Australia

Do you need to book accommodation in Melbourne? Our venue partner Puntill Apartments is offering a special rate for those who attend the HSMAI 2-day workshop.

SPECIAL RATE: AU$159 per night for 1 Bedroom Apartment (including Free Wifi) 
PROPERTY:
Puntill Little Bourke 
BOOK AT:
 www.punthill.com.au 
CODE TYPE:
Rate Access/Corporate Code 
CODE NAME:
HSMAI

Note: This special rate is available for stays between 25 to 30 November.

Thank you to our Educational Partners:

IDeas Revenue Management Solutions    siteminder.com

lodgiq revenue management solutions  Marina Bay Sands

Thank you to our Venue Partner:

Contact Us

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