【正文】 he ‘Champion’ ofthe Revenue Room) to lead the meetingREVENUE MANAGER Can be the chair (The ‘Champion’) Total revenue evaluation, actions and informationDOSamp。M Sales and marketing information and action EAM Support role to offer objective opinion. In GM’s absence would chair meetingCatering amp。 Banquet SALES Revenue stream information and actionGROUPS MANAGER Revenue stream, information and actionROOMS MANAGER/ FOM Responsible for revenue stream, information and actionRESERVATIONS MANAGER Revenue stream, information and actionFamp。B MANAGER Food and beverage outlet revenue stream, information and actionAD HOC ATTENDEES Can be invited based on need . Regional Sales, Global Sales and other inhouse staff with particular projects to drive revenue How Does The Revenue Room Work?The Revenue Room focuses on the big picture for the hotel by including the entire potential revenue for the hotel, as opposed to “departmental” revenues.By predetermining a list of management attendees in each department, it ensures that each of the participants understand the entire needs of the hotel enabling them to bee focused on the key priorities of the hotel and influence their department accordingly.The key to the success of the Revenue Room revolves around:? The standard approach – provides discipline and consistency? Preparation – attendees are aware of requirements prior to meeting? Speed and efficiency – clear agenda maximises results in a timely manner? Whiteboards and Communication – information is collectively understood? Focused and targeted activity – Opportunities and Actions are developed? Coordination of activity at a regional and area level – increases scope for working with other SCH hotels? Sharing best practice – replicates successful strategies into other departmentsWhilst the principles of the meetings are fixed, the guideline Opportunities and Actions are flexible and can be modified to meet the idiosyncrasies of each hotel.Revenue Room Flow Revenue amp。 Yield Meetings – What is the difference?Don’t confuse the two meetings, as they are different but plementary. The Revenue Meeting focuses on ‘Total Revenue’ for the hotel as opposed to the “Yield Meeting” which focuses on ‘Revenue Per Available Room’. Rooms pricing is a key Revenue Opportunity to the Revenue Meeting but it is not the only opportunity. It makes obvious sense however to hold the Yield Meeting in the Revenue Room.Relevant AttendeesReview ActionsRevenueRoomDeliver ResultsReview OpportunitiesAn overview of the difference between the two meetings is explained below: Revenue Meeting Yield Meeting? All revenue segments? Integrated approach? Links with people outside the hotel? Strategic in vision, tactical in content? Targets poaching medium and long term market share? Daily rate strategy? Rooms and role focused? Review of segmentation? Review of pick up? Review of lead time? Relevant market data3. LocationSelect a central quality location in the hotel to act as the “hub” of the Revenue Management centre. It is important that the location selected is:? A conducive and quality environment for management discussions? Permanent and is established as the base for Revenue thinking? In a central location in the hotel think of it as ‘mission control’? It must have a permanent location and have permanent whiteboards (think through security issues with sensitive information)? In smaller hotels it could be the GM’s office, but this would not be a first preference due to the permanency of information required in the room? It should have a clear name on the door ‘The Revenue Room’? Be aware of security issues regarding the sensitive information contained on the Revenue Opportunity and Actions Boards, and take care that outside visitors do not see our approach and plans? If you need some capital to make it happen sign it off with your manager Physical AttributesIt is essential the Revenue Room has the following physical attributes:? Dedicated Room? Tables and Chairs? LCD Projector (optional and available when required)? Fixed Whiteboards (One per Department Head)? Flipchart amp。 Marker pens? Pin board for petitor activity, city maps, sales territories etc.? You can increase wall space by joining the whiteboards together. PreparationIt is imperative that the attendees are briefed in advance of the preparation required prior to the meeting. If there is no preparation the Revenue Meetings will bee a failure, if there is no action, there will be failure, and using printed documents rather than the whiteboards will also lead to failure. Each Department specialist must update “their” whiteboards prior to the mencement of each meeting with “Quality Opportunities” to help focus the group on the set agenda and clarify the understanding of the situation in their department. The more focused the agenda of the Revenue Meeting the greater the quality of discussion and actions, and the sooner the resolution. Remember quality Opportunities equal quality Actions.4. Overview? Agree to the attendees? Agree on a set timing for the meetings to take place in advance? Agree on individual Roles and Responsibilities? Each specialist to own their Opportunities, Actions and whiteboard for their respective areas? Each specialist owns their petitive review? GM to lead with enthusiasm, focus and motivation Meetings ScheduleMeetings must be scheduled in the diary for the year at a set time and day in advance to ensure all personnel are available and aware of their responsibilities. Three Revenue Meetings are to be held and include:? Daily Morning Revenue Briefing? Weekly Revenue Meeting? Monthly Revenue Meeting Agenda ItemsIn addition to the outlined agendas for the Revenue Meetings, the following should also be discussed as outlin