Foundation Certificate in Revenue Management Exam

Only for those who have completed 3 individual modules and wish to undertake their exam to attain the Foundation Certificate in Revenue Management.

• Understanding supply and demand.
• Establishing prices & analysing demand.
• Applying the Price Value Matrix.
• Managing inventory, price & distribution.
• Performance measurement and evaluation of results.
• Real-life, practical case studies and examples.

Module 1 – Introduction To Revenue Management

• Define revenue management and its application
• The revenue management process
• Constructing demand calendars
• Business on the books and accurate data
• The link between the disciplines of marketing and revenue management

Module 2 – Establish Prices & Forecasting Demand

• Core components of pricing and its impact on value perception
• Value matrixes
• The role of the revenue manager in developing budgets and forecasts

Module 3 – Managing Inventory, Price & Distribution

• Market segmentation
• Optimal segmentation mixes
• ‘Stay controls’, ‘Fences’ and ‘Overbooking’ in inventory management strategy
• The 12 Principles of Inventory and Price Management
• Distribution channels and the internet
• Distribution strategy and direct versus indirect channels

Module 4 – Performance Management & Evaluating Results

• The purpose and key components of management reports
• The benefits and common problems of performance measurement
• Internal and external KPI’s and their use within the hotel industry
• ‘Market Share’ and ‘Fair Market Share’
• Ratios and variances in order to measure performance
• Cost behaviour and implications for profitability
• The use of spreadsheets for analysis purposes

• Reservations teams, Room Division Managers, and Sales Managers.
• Hospitality professionals new to Revenue Management, looking to explore the fundamentals.