YIELD MANAGEMENT

Yield Management applied to Hotel trade. By using a rational method of calculation of the prices, Yield Management makes it possible to bring an optimal solution to the setting in adequacy of the offer with the request thus answering the rapid evolution of the economic environment which imposes new constraints on industries of hotel trade.



The sector of hotel trade answers the principal criteria necessary for the installation of Yield Management or not storable non durable products (a room remained vacant does not generate any income). A process of reservation, to allow to anticipate the request. A fixed or forced capacity, requiring the qualitative sorting of the surplus request. segmented customers which one will be able to analyze the behavior of purchase to build a forecast. an offer of differentiated tariff products allowing to better satisfy the request an increase in competition making necessary the combat for the share of market. Airline companies 70% to date use Yield management, it is probable that hotel industry, is the sector of predilection for the development of this activity
during the next decade. This because of the increasing number of establishments as well as theirs concentration around integrated or voluntary chains having a legitimate will to make profitable their investments and to better satisfy the needs for their customers




TIME (Times of reservation, periods, Options)




By applying CRM (Customer Relationship Management) Data Base we can increase our sales turnover between 20% and 30% in year to come.
X-RAY HOTEL YIELD: Allows to profit from an approach concretes an optimized time and a budget. Indeed, its technique takes as a starting point that of our product leader “Yield Commitment”. Shorter, X-RAY HOTEL YIELD also associates several complementary services, by carrying out a true concentrate of information, all directed towards the same objective. To increase Returned. OBJECTIVE OF THE PROGRAM: To develop the potential of the establishment through the Lever. Miss, Inventory Segmentation, Communication. To discover the basic disciplines and information necessary to the installation of the “Yield management. To sensitize the persons in charge and to motivate the teams with the installation of a policy of optimization of Returned.

CONTACT/RELATION CLIENTELES :
Ensure the arrivals and Départ the customer by observing the procedures Identifier the various types of the customers in particular American and Japanese Identifier the procedure of arrival (CHECK IN) Adapter the procedure of the arrival according to the type of customers Identifier the procedures of departure (CHECK OUT) Adapter the Starting procedure
according to the type of customers present itself of held professional Communiquer by observing the rules of knowing. To take steps of use of service external (Title and reservation of transport, Places Administrative spectacles, Démarche. To ensure satisfaction, To react vis-a-vis the difficult situations Listing the problems being able to be meetings during a stay, exam: Lost object, Dysfunction etc To carry out a questionnaire of satisfaction.

GESTION PLANIFICATION :
To locate the reservation in the receiving activity To list information allowing to carry out a reservation To define the terms and the following situations: Al Option Cancellations Overbooking (Overbooking) Unseatings No show To define the reactions vis-a-vis the following situations: With the overbooking With cancellations With unseatings No show To establish an estimated planning occupation To rectify an estimated planning occupation To establish a plan occupation To rectify a plan of occupation

ACTION COMERCIAL :
To define hotel commercial objectives To identify the deferent networks of commercial prospective customer To define the spectacle of operations special (Group, seminar) Identifier service intern Identifier the formulas calculation statistics Identifier the various types of the business correspondences Evaluer the various networks of commercial prospection Identifier the modifications of organization of the working station A started from case study, to draw up the commercial statistics Définir the argumentation of commercial prospection Définir the argumentation of sale and of the services intern Etablir a card Kardex Effectuer customers statistical comparisons.

To develop the potential of the establishment through the Lever. Miss, Inventory Segmentation, Communication.

To discover the basic disciplines and information necessary to the installation of the “Yield management.

To sensitize the persons in charge and to motivate the teams with the installation of a policy of optimization of Returned.