Course overview

Segmenting your customer base is critical to developing a variable pricing scheme. By identifying core groups of customers and their purchasing habits, you can target them accordingly by setting prices that will help you win their business over your competition. Without proper segmentation, however, dynamic pricing can backfire, which can alienate consumers and turn them into perpetual deal-seekers.

What you will learn

Make smart pricing decisions based on market segmentation Evaluate the relationship between segmentation and discounting Understand variable versus dynamic pricing Predict the diluting impact of poor segmentation Use inventory management, price optimization and market-based pricing techniques Develop an upgrade policy, and evaluate its marginal value

Course details

Who is the course for?

This course expands upon the central concepts in revenue management—RevPAR (Revenue Per Available Room) and RevPASH (Revenue Per Available Seat Hour)—with the goal of selling the right room or reserving the right table for the right person at the right time. Get your organization properly managing inventory and using market-based pricing to maximize revenue. If you can achieve a workable segmentation and variable pricing scheme, you won't need to adjust prices as often. Many hotels and hospitality organizations have used stable prices to create a marketing advantage, by providing stable rates for customers who appreciate consistency. Finding the right mix in variability and stability in pricing, and setting upgrade policies, are what generate repeat business from happy customers and create an environment for sustained profitability.
This site uses cookies
By continuing to browse this website you're agreeing to our use of cookies.
Find out more