Revenue management vo vybranom hoteli

The main aim of Diploma thesis is to analyze the usage of revenue management in selected hotel – The Mountain hotel ABC*** while establishing proposals and recommendations to improve the situation. The Diploma thesis are divided into three chapters, the content of which has been set to contribute achieving the main objective of the thesis. The first chapter deals with the definition of the basic theoretical concepts related to revenue management, a brief description of a creation and revenue management development, indicating the specifics of revenue management in the hotel industry, as well as specifying the implementation of conditions for revenue management in practice. First chapter also deals with the characteristics of each method and revenue management tools such as pricing strategies and customer segmentation using revenue management, also demand forecasts, work with guests, overbooking and management of distribution channels. The second chapter provides an analysis of the use of revenue management in the selected hotel, while in addition to the analysis of various methods and instruments of revenue management in the hotel we have also focused on specific conditions for the implementation of revenue management in the hotel. Results of investigation of conditions for implementing a revenue management in practice we have revealed that various conditions should be met by the hotel, such as in the case of the selected hotel, which means that the use of revenue management features in all hotels. When analyzing the usage of revenue management in the hotel, we also found out that customer segmentation is critical in terms of meeting their needs and wishes, and also the demand forecasts in the hotel are not made through the hotel information system, but on the basis of spreadsheets using information from the hotel system. The content of the third chapter has some suggestions and recommendations for practice, which are based on analysis of the usage of revenue management in selected hotel, while for the pricing strategy is recommended to use dynamic pricing and for the work area are recommended different products of up-selling and cross-selling techniques.