Hotel Revenue Maximization & Optimisation

1. BELL THE CAT
DRIVEN BY ANALYSIS ……
OUR CONTRIBUTION
A COMPLETE REVENUE MANAGEMENT SUPPORT FOR OUR BUSINESS
PARTNERS.
TO IMPROVE ROI BY GROWING REVENUE PER AVAILABLE ROOM.
SAINATH VERNEKAR – 20/12/2014

2. What is Revenue Management
 Revenue Management is application of data analytics to
current market trend & consumer behaviour to maximise
revenues & profits.
Right
Produc
t
Right
Customer
Right
Time
Right
Price
Right
Channel

3. Revenue Management on Hire
 Revenue Management for hire is a DEDICATED off-site team of revenue
specialists that supports hotels in maximising profits. The hotels include 3
to 4 star hotels who cannot afford to appoint a Revenue Manager and are
therefore deprived of Revenue Management Culture in their hotels.
 What is the unmet customer need you have identified?
Culture Non Revenue Management Revenue Management
BusinessModel Stagnant Dynamic
Decision Gut Feeling Facts& Figures
Strategies Past Experience Analytics
Tools& Techniques Manual Methods System, Process& People
Visibility Invisible Distribution
Training Unskilled & Untrained Staff Skilled & Trained staff

4. Revenue Management on Hire
 How is the customer currently being served
 Make shift arrangements
 Outsourced to local players providing such expertise
 Freelancers
 Our Venture is in Idea stage.
 Execution by May 2015
 Sales pitch 3 months prior
 Feedback session with industry experts to under the finer details by Jan 201

5. Market Size & Potential
 Initial Target segment
 Mid Segment & Upscale – 3 & 4 star
 Owning companies of the hotel (Based on recommendations)
 Primary Market
 Secondary Market
Target Year 1st & 2nd
YR 1st YR 1st YR
Star Rating Mumbai Lonavala Nasik Shirdi
3 star 116 20 4 14
4 star 38 7 3 3
5 star 0 2 2 0
Total 154 29 5 17
205
Target Year 2nd YR 3rd YR
Star Rating Goa New Delhi
3 star 221 227
4 star 47 64
Total 268 291
559

6. Industry & Competitive
Landscape
Company Presence No of Hotels Strength Weakness
RevolutionRevparBangalore & Chennai 18 to 20 Networking Data Analystic
Revmutu Mumbai & Pune 12 to 14 Distribution Data Analystic
Industry Life Cycle Stage?
 Occupancies 59 % 2013-14 / 63 % 2017-18.
 Average Room Rate like to stabiles
 RevPAR declined by 7 % in 2013 -2014
RevPAR growth CAGR by 2017-18
 RevPAR growth 3 % India
 Mumbai – 5 %
 Chennai, Ahmedabad, Pune and Hyderabad- 6 to 7 %
 Goa – 5 %
RevPar – Revenue Per
Available Room
CAGR – Compound
Annual Growth Rate

7. Unique Value Proposition
By Implementing proven Revenue
Management Practices & Process we help
hotel to make right decision required for
maximizing revenues & profits.
 Data Analytics for Strategic decision
making
 Optimum usage of Technology, Process
& People
Balance of both helps to understand the
demand & optimum usage of the available
inventory.
System
Processes
People

8. Revenue Model
 Multiple service offerings based on need of the customer
Future growth is based on success ratio of the contracted hotels
Reference & Recommendation from the contracted partners
 Growth Opportunities
 Post 1st Year of operation contract hotels on profit sharing model
 Increase in customer base targeting multiple cities in India
 Target Global Markets : Middle East & African Markets ( Post 3 rd Year of
Operations)
Multiple Product Offering ( Post 3 rd Year of Operations)
 Revenue Management Education
 3 months specialization in Sales & Revenue – Final YR students
 Partner with hotels for placements
Factors affecting Revenue & Cost
 Lack of revenue management culture
 Resistance in data sharing

9. Services
• Strategic, Operational & System Revenue
Management
• Revenue Management Training
• Weekly Touch Point
Essential Revenue Mgt
• Strategic, Operational & System Revenue
Management
• Sales & Marketing
• Revenue Management Training
• Full set of Easy Tools
• Daily Touch Point
Premiere Revenue Mgt
• Strategic, Operational & System Revenue
Management
• Sales & Marketing
• Social Media
• Revenue Management Training
• Full set of Easy Tools
Comprehensive
Revenue Mgt

10. Team
 Industry-Bred team members with hardcore domain knowledge
4 Key factors for mutually beneficial partnership to ensure customer
engagement & upgrade hotel performance.
 Sales - Sainath Vernekar – Full Time
 Total 10 Years of Hotels Sales Experience with Varied Brands Hyatt , IHG &
Hilton .
 Sales Strategy Development
 Client Relationship Management
 Revenue Management Operations – Prakash Singh – Full Time
 Total 12.5 Years of Hospitality experience with varied brands like IDEAS,
Hilton & IHG
 Strategic Management
 Client Relationship Management

11. Team
 Partner 1 - Data Analytics – Part Time
 Total 11.5 years of experience in Hospitality segment out of which 6 years as
Revenue Optimizing Analyst
 Data Analysis & Visualization
 Process Development, Standardization, Automation, and Deployment
 Implementation of Hotel Information Technology (PMS, RMS, CRS)
 Setting up of MIS Reporting process
 Designing Excel based tools using VBA
 Partner 2 - Training – Part Time
 Total 11.5 Years of experience in Hospitality segment out of which 5 years as
Revenue Optimizing Analyst
 Data Analysis & Visualization
 Process Development, Standardization, Automation, and Deployment
 Training & development
Varied experience from TOP hospitality brands in domestic & international markets
bringing different culture to the table will help us to deliver customized solutions

12. Did we bell the
cat
Thank you