Revenue Management: Hard-Core Tactics for Market Domination Paperback – December 29, 1997

More of a history lesson than current event, however if you are looking for an easy and quick read and want to get a good understanding of the initial days of Revenue Management, a great place to begin. Warning however, this is a historical view of the practice... great history, however to get current, seek other books as this one is 20 years old.

I've been primarily doing analytics as an engineer, and I'm shifting my focus to business and supply chain analytics.This book was recommended to me by a friend who just finished the Georgia Tech Masters in Analytics.I had never heard of revenue management before this book. It does a great job explaining the principles of revenue management and supplements with good case studies. I now feel like I have a better understanding some of what's going on behind the scenes with airplane and hotel pricing.As a high level summary for those interested, this book is about the importance of selling the right product to the right person at the right time for the right price. A lot of companies focus a lot on cost and cost cutting but not on revenue. If you can focus on using data to selectively sell your products to the right buyer, you'll be able to get a higher price. A small increase in revenue of 5% can often mean a jump in profits of 50%. For example, if a company has revenue of $1000k and costs of $900k, then a 5% increase in revenue of $50k means your profits jumping from $100k to $150k. In summary, it's just as important to focus on revenue as it is to focus on cost.

The book was appropriately written.

Being NEW in the Revenue Management field in the hospitality industry this book explains from a proactive stand point the thought process of how to effectively manage revenue by applying market-base pricing versus cost-base. I enjoyed it a lot, easy to read and understand for beginners.I could see myself applying a lot of techniques that are explained in this book. Thanks!

Great read. Used to be all marketing professionals were concerned about the Four P's and pricing was one of the four. This is a must for those wanting to practice big M (vs. little m tactical stuff like emails and websites) Marketing.

The book goes something like this. 1. History of revenue management from the author's perspective. He basically lays out his expertise and achievements, expressing why we should listen to him. 2. The author tells us about his company and why we should seek guidance from qualified professionals (particularly his company). 3. The author ends the book well, giving some nice information about the way a revenue manager should think about the systems he/she puts into use.Unfortunately the information here is fairly vague, leaving the reader wanting more specifics. This is why I feel that this book should be considered an elaborate sales pitch. The historical information is good though so I recommend borrowing it from the library for that, but it isn't really worth the purchase.

Because of this book I can convincingly articulate the importance and impact of my job. Also provides real-life examples. Excellent!

I stumbled on the book via a description of how colleges and universities are setting tuition. Colleges give "merit aid" (really tuition discounts) in order to maximize (or at least increase revenue).If you want to learn anything about how companies (or colleges) actually do this, DON'T READ THIS BOOK.This book is a giant brochure for the author's consulting company.The author tries to get you all excited about revenue management and then tells you why you need an expert like him.The book is all sizzle and no steak.Look elsewhere if you want to know how to actually do this.