The objective of this Master's course is to train hotel operators capable of managing the capacities of a hotel facility across the board, maximising its costs and profits.
All aspects linked to Revenue management and Yield management will be addressed, debunking false "myths", first of all explaining what RM is NOT. We will then discuss topics related to strategies useful for exploiting all the characteristics of the structure, also taking into account the territory to which it belongs, in order to be able to create an ad hoc product, "tailored" to its customers. To do this, it will be necessary to analyse the various types of customers, in order to satisfy their requests, using where necessary means such as promotional campaigns and offers, strategically distributed throughout the year. Knowing the company's history will make it possible to anticipate any periods of price swings, rather guaranteeing linear and constant occupancy, without risking losses in economic terms. Another fundamental aspect is digital marketing, through which the structure defines itself in the Internet environment. In this sense, a path will be developed that will lead to the knowledge of SEO techniques and thus, among others, the methods of targeting and indexing one's own website. The final objective will be the improvement of brand reputation, parallel to the increase of the structure's online visibility.
The management of the costs and revenues of a hotel, represents a fundamental activity on which the optimisation of the volume of business depends, foreseeing maximum room occupancy. An apparently simple concept, but one that implies first of all an in-depth knowledge of all the activities of an accommodation facility; it starts with the company's history, so as to know the evolution of the facility's performance during the year, identifying its weak points and therefore areas for improvement; it will then be possible to set rates for the entire year, taking into account high and low seasons, holidays, special occasions and conventions with loyal customers and companies.
Fundamental is the analysis of competitors, SWOT analysis of the structure, analysis of the various types of customers, in order to be able to respond to every need, in a timely and efficient manner. No less important, knowledge of constantly changing demand trends
One of the key aspects, closely linked to brand reputation, is staff training, customer care and customer service proposition.
Revenue management e yield management represent two key concepts and are one the natural consequence of the other: the ultimate goal of revenue management is not revenue but the achievement of margin (yield).
Module 1 - Definition and Principles of Revenue Management
Module 2 - Strategy realisation
Module 3 - Implementation of advanced revenue strategy
Module 4 - Analysis and management of a facility's services
Module 5 - Revenue management in the post-covid era
Module 6 - Indispensable Software for Revenue Management
Module 7 - Hotel Tourism Web Marketing
6 Zoom online meetings of 3 hours each (tot. 18 hours) in the preparatory phase
48 hours of face-to-face classroom instruction
1 month Remote project work
300 hours of internship
Job orientation phase and professional profile disclosure to companies in the sector
Preparatory phase: study of preparatory texts provided by the European Institute of Tourism; 6 Zoom online meetings of 3 hours each (tot. 18 hours); 3-month Gofluent English language course "all you can learn" formula. If you already have at least a self-certified level B2 of English, you can choose another of the following languages: French, Spanish, German, Chinese (Mandarin), Portuguese (Brazilian), Dutch, Russian and Italian;Course on safety at work low risk -D.lgs 81/08
Classroom lessons: 48 hours full immersion
Project work: carrying out a project (1 month) aimed at assessing the ability to strategically apply the procedural tools learnt, with regard to cost management and projections
Company internship: 300 hours at companies in the sector chosen within the IET partner network
Italian 
English