希尔顿收益管理英文版.docx

希尔顿收益管理英文版.docx

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希尔顿收益管理英文版

HiltonWorldwide

RevenueManagementStandards–TheAmericas

Updated:

2009

TableofContents

UsingtheRevenueManagementStandardsTemplate

ThistemplateisadocumentRevenueManagementpersonnelandvariousmembersofthehotelteamcanusetounderstandwhattherequiredbusinesspracticeisforallRevenueManagementfunctions.Listedbelowarethesubjectheadersanddefinitionscontainedwithinthestandardstemplate.AnyitemsthatmaynotbefamiliartoyoucanbefoundbyselectingtheRevenueManagementglossaryby.

Category

Allstandardsaregroupedtogetherinto9sections.Thesectionsareasfollows:

1.DistributionChannelManagement

2.FinancialReview

3.ForecastProcess

4.GroupRevenueManagement

5.InventoryManagement

6.MarketConditions/CompetitiveAnalysis

7.NegotiatedAccountReview

8.PricingStrategy

9.RevenueManagementBusinessPractices

10.Training&Development

Topic

Eachcategorywillcontaintopicsforreview.Inallthereareover100topicsforyourreview.

RevenueManagementStandard

Thestandardistherequiredbusinesspracticeforeachtopicaswellasthepartyresponsibleforitsexecution.

Frequency

EachRevenuemanagementstandardwillhaveanassociatedtimelineforcompletion.Someareweeklyothersmonthlyandstillothers（suchastraining）asneeded.

Instructions,ReportsandToolstouse

ThislastcolumnprovideslinkstotoolsandreportsineffortstoassistRMpersonnelandotherhotelteammembersinstandardimplementationefforts.

Attention:

foralllinksdefinedinthisdocumenttoaccessthewebpagesyoumusthaveyourInternetExplorerBrowseropenpriortoclickingonthelinks.

Category

Topic

RevenueManagementStandard

Frequency

Instructions,ReportsandToolstouse

FinancialReview

ActualMonthlyPerformance

DRMtoanalyzeactualroomnight,rate,revenueandkeyindicatorperformancebymarketcategorycomparedtolastyear,theBudget,andtheMonthlyForecast.PrepareExecutiveSummarycritiquingforecastvariancesandforecastaccuracyifaccuracyisintheredzone.ThisanalysisshouldalsoincludeSTARperformanceanddescribereasonsforpastperformanceandaddressstrategiesforincreasingRevPARIndex.

Monthly

Reportstofacilitatethisanalysisinclude:

theOnQFMActualsandOnQFMMixofSalesReportsascomparedtotheMonthly,BudgetandLastYearPerformanceorequivalentsystemswhereONQFMisnotoffered.MonthlySTARreport,HotelligenceReport,marketdemandinformation;KeyHotelMarketingReports,SalesProgressSummaryReport,GroupPlugandgroupbookingpaceinformationfromDelphi.

FinancialReview

SystemsBalancing

Bythe10thofeachmonththefollowingshouldoccur:

1）BalancingDelphiactualstoOnQFMactuals-monthlyevaluationtoensurethesetwosystemsmatch.Iftheydonot,thehotelhasnotsuccessfullylinkedallgroupsinOnQFM.

2）DRMtoensuretheFrontOfficebalancesthemonthtotheGeneralLedgerandthentheDRMtocloseOnQFM.

AsindicatedinStandard

OnQFMbalancinginformationcanbefoundbyselectingthefollowinglink:

OnQInsider>Departments>RevenueManagement>Systems.OnceontheSystemspage,selecttheOnQFMUserGuideunderOnQFM-Rooms.Balancingprocedureslocatedonpage25.

Category

Topic

RevenueManagementStandard

Frequency

Instructions,ReportsandToolstouse

ForecastProcess

WeeklyForecast

TheDRMshouldcompleteanoperationalforecastweeklyandprovidetooperationaldepartments.Thisforecastshouldincludemonth-endprojections.

Weekly

ReportstousearethetransientbookingpacereportspreparedweeklybytheDRM/RevenueAnalyst,competitorshopreports,GroupRoomsControlLog（GRC）,SRPtrendreportsfoundinOnQFMorequivalentsystemwhereOnQFMisnotoffered.

The14-DayWeeklyForecastandtheTransientBookingPacetoolsarefoundinRevenueManagementToolkitbyfollowingthepathbelow.

OnQInsider>Departments>RevenueManagement>Toolkit

ForecastProcess

GroupForecastDevelopmentStandards

GroupForecast-DOSMisresponsiblefortheproductionoftheGroupForecastdaybydayinOnQFMandbeabletoprovidesupportingdocumentation.ThisincludesreviewingtheGroupDemandReportinsideOnQFMaswellastheSalesProgressSummaryReportandcompletingtheGroupForecastAnalysisTool.EnsurethatOnQFMandDelphigroupforecastsfordefinitegroupbookingsmatch.DRMisresponsibleforvalidationofthegroupforecast.

Monthly

Reportstouseare:

PostEventReports,GroupPick-upManagerorpaceequivalentbygroup,historicalplugtrendanalysis,SalesProgressReportandOnQFMDemandReports.GroupshopcallsandLostBusinessReportslocatedinDelphiorkeptmanuallyfornon-Delphihotelscanalsobereviewed.

TheGroupPickUpManagerToolcanbefoundintheRevenueManagementToolkitbyfollowingthepathbelow