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Abstract(s)
O Revenue Management é visto como uma estratégia fundamental para a indústria
hoteleira, que consiste numa gestão eficiente da receita, envolvendo a análise cuidadosa de
dados, a previsão da procura e o ajuste de preços com vista à otimização da ocupação e à
maximização da receita.
A importância do Revenue Management reside no fato de ser uma cultura de gestão
de enorme ajuda para que os hotéis enfrentem os desafios de um mercado altamente
competitivo, ao permitir-lhes compreender a dinâmica da procura e ajustar os preços de
forma estratégica, maximizando as suas vendas e potenciando a sua rentabilidade.
Paralelamente, o Revenue Management ajuda a tomar decisões baseadas em dados
em vez de suposições, aumentando a eficiência operacional e a tomada de decisões
estratégicas. Ao fornecer insights valiosos sobre os padrões de procura, o comportamento do
cliente e o desempenho financeiro, permite ajustes em tempo real, garantindo, assim, uma
gestão de receita eficaz.
O trabalho de estágio desenvolvido e o seu correspondente relatório procuram expor
em detalhe as tarefas e o trabalho realizado no departamento de Outsourcing, na área de
Revenue Management, na empresa RM HUB - empresa de consultoria e formação em
Revenue Management.
Sendo a maximização da receita dos hotéis clientes um dos objetivos da empresa, as
inúmeras tarefas desempenhadas ao longo do estágio centraram-se nesse mesmo objetivo,
tendo incluído as seguintes funções e atividades: apoiar na implementação de procedimentos
e melhores práticas de Revenue Management; identificar novas oportunidades de receita
através da estratégia de pricing e distribuição, upselling e cross-selling; fornecer relatórios
periódicos de apoio à gestão; apoiar na otimização das parcerias de distribuição; atuar como
apoio ao consultor geral de desenvolvimento de negócios para a administração do hotel;
desafiar e influenciar o hotel a melhorar o nível de serviço e os padrões operacionais; e apoiar
na implementação de uma cultura de Revenue Management.
No que toca ao objetivo principal deste relatório, este baseia-se em compreender o
impacto do Revenue Management no setor da hotelaria, tendo como base a observação direta
ao longo de todo o período de estágio e a utilização de referências bibliográficas de outros
autores, de forma a corroborar a efetividade da relação direta entre a utilização de uma
cultura de Revenue Management e a maximização dos resultados alcançados pelas unidades
hoteleiras clientes.
Como resultados deste estágio, o esperado é que se adquira um conhecimento mais
profundo sobre o Revenue Management, as suas ferramentas e como aplicá-las na prática,
bem como perceber como o Revenue Management pode ajudar o setor hoteleiro a maximizar
as suas receitas, distinguir-se da concorrência e ganhar competitividade.
Revenue Management is seen as a fundamental strategy for the hotel industry, consisting of efficient revenue management, involving careful data analysis, demand forecasting and price adjustment with a view to optimizing occupancy and maximizing revenue. The importance of Revenue Management lies in the fact that it is a management culture of enormous help for hotels to face the challenges of highly competitive market, by allowing them to understand the dynamics of demand and adjust prices strategically, maximizing their sales and boosting their profitability. In parallel, Revenue Management helps make decisions based on data instead of assumptions, increasing operational efficiency and strategic decision making. By providing valuable insights into demand patterns customer behavior and financial performance, it enables real-time adjustments, thus ensuring effective revenue management. The internship work carried out and its corresponding report seek to provide a detailed overview of the tasks and work performed in the Outsourcing department, specifically in Revenue Management, at RM HUB – a consulting and training company in Revenue Management. As maximizing revenue for hotel clients is one of the company’s objectives, the numerous tasks performed during the internship were focused on this very goal. They included the following functions and activities: supporting the implementation of Revenue Management procedures and best practices, identifying new revenue opportunities thought pricing and distribution strategies, upselling and cross-selling, providing periodic management support reports, assisting in optimizing distribution partnerships, serving as management, challenging and influencing the hotel to improve service levels and operational standards, and supporting the implementation of a Revenue Management culture. Regarding the main objective of this report, it is based on understanding the impact of Revenue Management in the hotel industry, relying on direct observation throughout the entire internship period and the use of bibliographic references from other authors to support the effectiveness of the direct relationship between the use of a Revenue Management culture and the maximization of results achieved by the hotel client units. As a result of this internship, the expectation is to acquire a deeper knowledge of Revenue Management, its tools and how to apply them in practice, as well as to understand how Revenue Management can help the hotel industry maximize its revenues, differentiate itself from competitors and gain competitiveness.
Revenue Management is seen as a fundamental strategy for the hotel industry, consisting of efficient revenue management, involving careful data analysis, demand forecasting and price adjustment with a view to optimizing occupancy and maximizing revenue. The importance of Revenue Management lies in the fact that it is a management culture of enormous help for hotels to face the challenges of highly competitive market, by allowing them to understand the dynamics of demand and adjust prices strategically, maximizing their sales and boosting their profitability. In parallel, Revenue Management helps make decisions based on data instead of assumptions, increasing operational efficiency and strategic decision making. By providing valuable insights into demand patterns customer behavior and financial performance, it enables real-time adjustments, thus ensuring effective revenue management. The internship work carried out and its corresponding report seek to provide a detailed overview of the tasks and work performed in the Outsourcing department, specifically in Revenue Management, at RM HUB – a consulting and training company in Revenue Management. As maximizing revenue for hotel clients is one of the company’s objectives, the numerous tasks performed during the internship were focused on this very goal. They included the following functions and activities: supporting the implementation of Revenue Management procedures and best practices, identifying new revenue opportunities thought pricing and distribution strategies, upselling and cross-selling, providing periodic management support reports, assisting in optimizing distribution partnerships, serving as management, challenging and influencing the hotel to improve service levels and operational standards, and supporting the implementation of a Revenue Management culture. Regarding the main objective of this report, it is based on understanding the impact of Revenue Management in the hotel industry, relying on direct observation throughout the entire internship period and the use of bibliographic references from other authors to support the effectiveness of the direct relationship between the use of a Revenue Management culture and the maximization of results achieved by the hotel client units. As a result of this internship, the expectation is to acquire a deeper knowledge of Revenue Management, its tools and how to apply them in practice, as well as to understand how Revenue Management can help the hotel industry maximize its revenues, differentiate itself from competitors and gain competitiveness.
Description
Relatório de estágio
Keywords
Revenue management Hotelaria Pricing Gestão Hospitality Management