洲际集团收益管理培训The Revenue Room PPT.ppt

1、Revenue Room Workshop,New Zealand November 2003,Section 1:The Revenue Room Concept Section 2:How to set up a Revenue Room,Objectives Revenue Committee Meeting Frequency Presentation to the Revenue Committeeinspire themawake their passion and get their “buy in”. Determine “Rules of Engagement” with C

2、ommittee. Agree on frequency. (At least once per week.),Guidance,Setting up the room Whiteboards, calendar, clock, Start your meetings Make time and space (Revenue Activities) Weekly/monthly schedules Determine your revenue targets Gather Inputs (“what”) Identify the top 3 “Routes to Market” Identif

3、y the top 3 “Customer Journeys” Generate Outputs (“HOW”),Process,Identify needs / potential,Determine outputs,Measure performance,Re-align actions to meet target,Recognise Results,PresentationDiscussions,Who? What? Where? When? Why? How?,Rules of EngagementGroup Discussion,Content Purpose End Result

4、 Success Criteria Responsibilities (preparation) Rules (timings) Remedies (discipline),Review and Assessment Meeting,Consolidation,Discipline and structure Purpose, End Result, Success Criteria! Inspire your teams! How can you evoke passion? Explain the “why” of revenue management (it is relevant because) Make time for revenue appraise the need and outcomes of your regular revenue meetings/activites Competitor awareness how to outperform them (Critical Success factors and test calls),Consolidation,Routes to Market Reve