RM gains importance among the smaller chains and independent hotels in Asia
Cairnhill Group is working with the hospitality industry in Asia towards increasing awareness of the importance and benefits of revenue management. (1/17/2007)
Lisa Donald, VP client services - revenue management, Cairnhill Group Holdings Pte Ltd says the company’s primary focus is on Asian-based chains and independent hotels.
“After extensive discussions with a variety of industry representatives, from hotel owners, to corporate office and hotel executives, we have determined that the needs of each individual client must be met with tailored solutions as opposed to a standard offering. As a result we are developing a variety of options, which can be tailored to suit each client’s individual needs,” Lisa told EyeforTravel.com’s Ritesh Gupta.
“Some clients are looking for guidance on how to build and implement a revenue culture throughout the entire organization. Other clients already have some pieces in place and are looking for additional education or assistance. Our objective is to work with each of our clients as partners in their endeavors to implement revenue management at whatever level is right for them. We provide consultation services, educational workshops, system audits and also an electronic revenue management solution. Through our partnership with IDeaS, we are pleased to be able to provide our Asia Pacific clients with this breakthrough solution,” says Lisa.
Cairnhill Group has been working with a number of chains, interested in implementing a revenue strategy and revenue culture.
“One of the biggest challenges facing these hotels - as well as the worldwide hospitality industry - is finding qualified personnel. Many of the hotels are choosing to train and develop internal resources to work with them in building a revenue culture,” says Lisa.
“RM in the international chains in Asia is already well established. RM in the smaller chains and independent hotels in Asia is taking on more importance as hotels realise the benefits involved in effectively revenue managing their businesses. Many of these hotels are also in a position to skip some of the interim steps that markets in the US and Europe have been through and learn from their experience. With the advent of BAR (Best Available Rate) and greater focus on channel management and strategic use of data, hotels are exploring technological solutions to enhance their revenue management practices,” adds Lisa.