- Paperback: 288 pages
- Publisher: Orion Business (an Imprint of The Orion Publishing Group Ltd ); New edition edition (16 Mar 1998)
- Language English
- ISBN-10: 0752810103
- ISBN-13: 978-0752810102
- Average Customer Review: 4.5 out of 5 stars See all reviews (2 customer reviews)
- Amazon Bestsellers Rank: 1,272,040 in Books (See Top 100 in Books)
- See Complete Table of Contents
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More About the Author
Product Description
Sir Colin Marshall, Chairman, British Airways, PLC
Revenue Management is very important - as important as cost control. We have paid a great deal of attention to Revenue Management and that attention is clearly reflected in the success of this company.
Product Description
The Next big management idea for the post-downsizing /re-engineering era : Revenue management( RM).With the help of RM Robert Cross demonstrates how companies of any size can revolutionize the way they make money.
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Customer Reviews
Most Helpful Customer Reviews
2 of 2 people found the following review helpful
Format:Paperback
As a business student at a University of Applied Science, I found this book very interesting. It give some unique answers when dealing with highly competitive markets.
Basically, Mr. Cross shows us a new approach in maximising profits.
* A big hotels chain has increased its turnover about 100 mio. US dollars in the first year with this method.
To give you an idea about this method, lets cover 2 basic points:
Firstly, we have to shift from cost pricing to segment pricing. That is, the same product can have different values to our segments. In other words, variable pricing enables us to "steer" customer groups.
Say we have a hotel, we can:
* Give a discount in the off-peak season. This helps us attract price sensitive customers like families or pensionaries.
* Demand a premium in the busy season. When there is holiday season or a business convention, we can charge a premium. Secondly, we have to setup a computer model, that adjusts in real-time to other factors like weather or special events.
To sum up: The author gives a good overview in this subject. More examples and other importants points are covered in this highly recommendable book.
Format:Hardcover
Compehensive introduction to revenue management. Book is easy to read. Explains to the reader the complexity of varied pricing theory in the airline and hospitality industry. The book is about why 'we charge customers different prices for same service / experience' i.e hotel accommodation and airline journeys. Robert Cross presents this knowledge in an accessible and comprehensive form. A must for any student or reader who needs a 'understanding' of the subject.
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