Guide to Revenue Management

In this guide, we explore the strategy behind revenue management, review the tools you’ll need to implement them, and cover how you can manage any customer objections you might encounter.

Chapters

Foundations of Pricing

The basics of pricing - how to estimate willingness to pay and the importance of creating consumer surplus

1

Fixed vs. Dynamic Pricing

The difference between fixed and dynamic pricing and the context within which they are used

2

Revenue Management Techniques

The different levers you can employ to create a dynamic revenue management strategy

3

Applying Revenue Management Principles

A case study on how one business employs all three revenue management strategies at the same time

4

Handling Customer Objections

The most common objections you might encounter and our suggestions for how to respond to them

5

Long-Term Revenue Management Objectives

The revenue optimization lifecycle and how to reinvest to create better customer experiences and even more demand

6