ACC 260
RevPAR - ANSTotal Room Revenue/Total Available Rooms
RevPAR Definition - ANSCombines room occupancy & room rate information to measure a
hotels ability to maximizing total room revenue
Retention/Flow-Through Definition - ANS% or formula that identifies how expenses & profits are
expected to change with given changes in revenues
Retention/Flow-Through - ANSChange In Profit $/Change In Revenue $
Revenue Management - ANSSell the right product to the right customer at the right time for the
right price; Maximizing revenue from a company's products and services
Yield Systems - ANSUtilizes past information to project future room occupancies and revenues
Historical Average - ANSAll past reservation information & trends for a specific arrival day in the
future
Competitive Set - ANSGroup of 4 or more hotels identified by a hotel that is considered primary
competition
Rate Structure Definition - ANSList of the different room rates offered by a hotel
6 Rate Structure Factors - ANS1. Rates of primary competitors
2. Age of hotel
3. Value of products & services delivered by hotel
4. Location
5. Cost of hotel & ROI required by investors
6. Competitive advantages
Rate Examples - ANSBAR Rate, AAA Rate, AARP Rate, GOV Rate, Employee Rate
Selling Strategy - ANSActions & decisions of senior management of a hotel in opening & closing
room rates, arrival dates, & length of stay to maximize total hotel room revenues
Ratios - ANSFormulas that define relationships between numbers & are used in financial
analysis
Liquidity Ratios - ANSGroup ratios that describe the ability of an establishment to meet its
short-term obligations; From the balance sheet & P&L statement
RevPAR - ANSTotal Room Revenue/Total Available Rooms
RevPAR Definition - ANSCombines room occupancy & room rate information to measure a
hotels ability to maximizing total room revenue
Retention/Flow-Through Definition - ANS% or formula that identifies how expenses & profits are
expected to change with given changes in revenues
Retention/Flow-Through - ANSChange In Profit $/Change In Revenue $
Revenue Management - ANSSell the right product to the right customer at the right time for the
right price; Maximizing revenue from a company's products and services
Yield Systems - ANSUtilizes past information to project future room occupancies and revenues
Historical Average - ANSAll past reservation information & trends for a specific arrival day in the
future
Competitive Set - ANSGroup of 4 or more hotels identified by a hotel that is considered primary
competition
Rate Structure Definition - ANSList of the different room rates offered by a hotel
6 Rate Structure Factors - ANS1. Rates of primary competitors
2. Age of hotel
3. Value of products & services delivered by hotel
4. Location
5. Cost of hotel & ROI required by investors
6. Competitive advantages
Rate Examples - ANSBAR Rate, AAA Rate, AARP Rate, GOV Rate, Employee Rate
Selling Strategy - ANSActions & decisions of senior management of a hotel in opening & closing
room rates, arrival dates, & length of stay to maximize total hotel room revenues
Ratios - ANSFormulas that define relationships between numbers & are used in financial
analysis
Liquidity Ratios - ANSGroup ratios that describe the ability of an establishment to meet its
short-term obligations; From the balance sheet & P&L statement
