SHA535 - Non-Traditional Applications of Hotel Revenue Management

Course Description

Any business that has relatively fixed capacity, perishable inventory, and time-variable demand can increase revenue using revenue management—not just hotels. This course, authored by Cornell University’s Professor Sheryl E. Kimes, reviews the basics of revenue management and outlines the application of revenue management principles to other businesses, both inside the hotel and beyond, such as spas, restaurants, and golf courses.

Through your work on the course project, you will reinforce what you have learned about the refinement and extension of revenue management practices and will develop notes and recommendations for implementing and extending revenue management at the organization where you work.

You are required to have completed the following courses or have equivalent experience before taking this course:

• Introduction to Hotel Revenue Management
• Forecasting and Availability Controls in Hotel Revenue Management
• Pricing Strategy and Distribution Channels in Hotel Revenue Management
• Overbooking Practices in Hotel Revenue Management

Faculty Author

Sheryl E. Kimes is a professor of operations management at the School of Hotel Administration. From 2005–2006, she served as interim dean of the School and from 2001-2005, she served as the school’s director of graduate studies. Kimes teaches restaurant revenue management, yield management and food and beverage management. She has been named the school’s graduate teacher of the year three times. Her research interests include revenue management and forecasting in the restaurant, hotel and golf industries. She has published over 50 articles in leading journals such as Interfaces, Journal of Operations Management, Journal of Service Research, Decision Sciences, and the Cornell Hospitality Quarterly. She has served as a consultant to many hospitality enterprises around the world, including Chevy’s FreshMex Restaurants, Walt Disney World Resorts, Ruby’s Diners, Starwood Asia-Pacific and Troon Golf. Kimes earned her doctorate in Operations Management in 1987 from the University of Texas at Austin.

Benefits to the Learner

• How to refine the practice of hotel revenue management so it can be applied to additional areas of the hotel
• Methods for extending the practice of revenue management to other industries
• Ways to develop a functional revenue management plan, from gathering baseline data to monitoring post-implementation results

Target Audience

• Directors, general managers, and other hospitality professionals responsible for improving the financial performance of their organizations
• Front desk managers, night auditors, and sales and marketing analysts who want to take on more responsibility for improving profitability in their property
• Those who aspire to hospitality management positions and need a strong foundation of revenue concepts

Applies Towards the Following Certificates

• Hospitality Management 360 : Elective Courses
• Revenue Management 360 : Core Courses