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Course Details

Collection and Revenue Development

2025

Last updated December 2025

Duration

5 Days

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To provide participants with a comprehensive understanding of forecasting and pricing concepts as a fundamental requirement for deepening knowledge of revenue management fundamentals and pricing strategies associated with the overall revenue strategy.

By the end of this course, participants will be able to:

• Gain insight into revenue management principles.

• Apply various forecasting methods to determine future demand levels.

• Develop the right pricing strategy and associated measures.

• Improve the use of current inventory through proper allocation and quantity monitoring.

Course Curriculum

5 Lectures

Module 1 - What is Revenue Management (RM) Concept?

Definition and Brief History
Objectives, Principles, and Elements of Revenue Management
Necessary Conditions for Revenue Management
Revenue Management vs. Yield Management
Importance of Revenue Management
Conditions for Revenue Management and Performance Indicators

Module 2 - Pricing Strategies

Introduction to Pricing Strategies
Fundamentals of Successful Pricing Strategies
Pricing - Perspectives from Different Industries
Value-Based Pricing
Types of Pricing Strategies
Key Performance Indicators behind Pricing Strategies
Common Pricing Mistakes

Module 3 - Revenue Management and Forecasting

Economics of Revenue Management
Managing Demand Levels (Unconstrained Demand vs. Constrained Demand)
Nature of Forecasting
What is Forecasting?
Why is Forecasting Extremely Important?
Booking Curve and Revenue Forecasting
Forecasting Methods
Error Measurement
Useful Tips for Forecasting
Excess Reservations
Quick Introduction
Policies Related to Excess Reservations

Module 4 - Effective Collection Skills

Field Collections: Duties, Relationships, and Employee Tasks
Debt Collection
Methods and Tools Used in Collection
Collection Planning
Debt Collection Procedures
Methods and Techniques for Collecting Suspected Uncollected Debts
Settling Overdue and Defaulted Accounts
Principles of Settlement with Customers and Agreement Contracting

Module 5 - Applying Revenue Management Systems

How Revenue Management System Can Help
Features of Revenue Management System
Revenue Management and Data Sources, Analytics, and Visual Tools (Visualization)