希尔顿收益管理英文版.docx

1、希尔顿收益管理英文版Hilton WorldwideRevenue Management Standards The Americas Updated: 2009Table of ContentsUsing the Revenue Management Standards TemplateThis template is a document Revenue Management personnel and various members of the hotel team can use to understand what the required business practice is

2、 for all Revenue Management functions. Listed below are the subject headers and definitions contained within the standards template. Any items that may not be familiar to you can be found by selecting the Revenue Management glossary by.CategoryAll standards are grouped together into 9 sections. The

3、sections are as follows:1. Distribution Channel Management2. Financial Review3. Forecast Process4. Group Revenue Management5. Inventory Management6. Market Conditions / Competitive Analysis7. Negotiated Account Review8. Pricing Strategy9. Revenue Management Business Practices10. Training & Developme

4、ntTopicEach category will contain topics for review. In all there are over 100 topics for your review.Revenue Management StandardThe standard is the required business practice for each topic as well as the party responsible for its execution. FrequencyEach Revenue management standard will have an as

5、sociated timeline for completion. Some are weekly others monthly and still others (such as training) as needed. Instructions, Reports and Tools to useThis last column provides links to tools and reports in efforts to assist RM personnel and other hotel team members in standard implementation efforts

6、.Attention: for all links defined in this document to access the web pages you must have your Internet Explorer Browser open prior to clicking on the links. CategoryTopicRevenue Management StandardFrequencyInstructions, Reports and Tools to useFinancial ReviewActual Monthly PerformanceDRM to analyze

7、 actual room night, rate, revenue and key indicator performance by market category compared to last year, the Budget, and the Monthly Forecast. Prepare Executive Summary critiquing forecast variances and forecast accuracy if accuracy is in the red zone. This analysis should also include STAR perform

8、ance and describe reasons for past performance and address strategies for increasing RevPAR Index.MonthlyReports to facilitate this analysis include: the OnQ FM Actuals and OnQ FM Mix of Sales Reports as compared to the Monthly, Budget and Last Year Performance or equivalent systems where ONQ FM is

9、not offered. Monthly STAR report, Hotelligence Report, market demand information; Key Hotel Marketing Reports, Sales Progress Summary Report, Group Plug and group booking pace information from Delphi.Financial Review Systems BalancingBy the 10th of each month the following should occur:1) Balancing

10、Delphi actuals to OnQ FM actuals - monthly evaluation to ensure these two systems match. If they do not, the hotel has not successfully linked all groups in OnQ FM. 2) DRM to ensure the Front Office balances the month to the General Ledger and then the DRM to close OnQ FM.As indicated in StandardOnQ

11、 FM balancing information can be found by selecting the following link: OnQ Insider Departments Revenue Management Systems. Once on the Systems page, select the OnQ FM User Guide under OnQ FM- Rooms. Balancing procedures located on page 25.CategoryTopicRevenue Management StandardFrequencyInstruction

12、s, Reports and Tools to useForecast ProcessWeekly ForecastThe DRM should complete an operational forecast weekly and provide to operational departments. This forecast should include month-end projections. WeeklyReports to use are the transient booking pace reports prepared weekly by the DRM/Revenue

13、Analyst, competitor shop reports, Group Rooms Control Log (GRC), SRP trend reports found in OnQ FM or equivalent system where OnQ FM is not offered.The 14-Day Weekly Forecast and the Transient Booking Pace tools are found in Revenue Management Toolkit by following the path below.OnQ Insider Departme

14、nts Revenue Management ToolkitForecast ProcessGroup Forecast Development StandardsGroup Forecast - DOSM is responsible for the production of the Group Forecast day by day in OnQ FM and be able to provide supporting documentation. This includes reviewing the Group Demand Report inside OnQ FM as well

15、as the Sales Progress Summary Report and completing the Group Forecast Analysis Tool. Ensure that OnQ FM and Delphi group forecasts for definite group bookings match. DRM is responsible for validation of the group forecast.MonthlyReports to use are: Post Event Reports, Group Pick-up Manager or pace

16、equivalent by group, historical plug trend analysis, Sales Progress Report and OnQ FM Demand Reports. Group shop calls and Lost Business Reports located in Delphi or kept manually for non-Delphi hotels can also be reviewed.The Group Pick Up Manager Tool can be found in the Revenue Management Toolkit by following the path below