In a hyper-transparent hospitality landscape, finding a way to differentiate yourself is critical to the future of your business. Beating the competition entails growing your Revenue Management (RM) capabilities and deciding whether off-the-shelf or [...]
We all love spreadsheets. They allow us to conduct an analysis for the quick exploration of small datasets. But if you’re a pricing manager or analyst using spreadsheets as the primary tool to manage long-term contracts, generate price quotes or any other [...]
Cruise Lines continue to encounter an all-too-familiar issue that many in the travel industry face: how do you sell inventory before it expires? Once a voyage departs, empty cabins are expired inventory, which means no ticket, on-board, or excursion [...]
The World Cup finals are here, and already we’ve seen four matches resolved via penalties! Negotiating a long-term shipping contract can feel much like a showdown at the penalty spot against your client. Do you have the insights and analytics to secure a [...]
The ideal pricing strategy for most B2B companies is to charge every customer exactly how much they are willing to pay in order to extract every last drop of consumer surplus (Figure (a)).
With everything going on in the world today, from political trade wars to increased commoditization of your industry, the last thing you want to do is guess how the market will respond to your price.
In my last blog, I discussed how consolidation and major industry pain points like overcapacity and pricing errors are forcing the industry to move away from old ways of thinking and begin forging new modes of operation that generate profitable growth.
As a broadcast media industry executive, you’re accountable for setting sales and pricing strategies for all available spot and non-spot inventory in your region or market. Your ad space is a perishable product that customers book in advance, and you’re [...]