Case Study Report
The case study provides you with the opportunity to develop your understanding of Total Revenue Management by applying concepts studied in class, reading relevant academic articles and observing real practice.
General Objective: Demonstrate analytical and decision-making skills in the context of revenue management Task Details
Critically review the key elements required to implement Total Revenue Management
Compare revenue management principles, strategies and tactics with those developed by
a range of operators in the hospitality and tourism sector e.g. airlines, restaurants,
conference space, spa, parking etc.
Assess Total Revenue Management opportunities in the assigned case study hotel
Recommend application and implementation of Total Revenue Management principles strategies and tactics in Lugano dante hotel
1. Identify business opportunities for revenue optimization, driving both revenue and
2. Generate recommendations to optimise short and long-term revenue
3. Critically review human, technical and financial processes required to maximize revenue
4. Apply total revenue management principles
Present practical recommendations supported by evidence found in case studies and peer reviewed journal articles
Journal of Revenue and Pricing Management, 2(2), 172-174.
Quain, W. J. (1992). Analyzing sales-mix profitability. The Cornell Hotel and Restaurant Administration Quarterly, 33(2), 57-62.
Schwartz, Z., Altin, M., & Singal, M. (2017). Performance measures for strategic revenue management: RevPAR versus GOPPAR. Journal of Revenue and Pricing Management, 16(4), 357-375.
Thompson, G. M. (2010). Restaurant profitability management: The evolution of restaurant revenue management. Cornell Hospitality Quarterly, 51(3), 308-322.
Varini, K., Thompson T., & Ryan. C., (2017). Professional development of revenue management leaders. In Proceedings of the 15th APacCHRIE Conference (No. CONFERENCE-2017-094). 31 May-3 June 2017.