Thinking: revenue management: a top-line tool that does more than improve results.
| Author | Roberts, Hanno |
| Position | INFORM |
Revenue management, a familiar practice in the airline and hotel industries, was invented as a way to optimise prices, given fixed capacity and fluctuating demand.
It has become a tool that bridges the marketing and management accounting disciplines. For marketers, revenue management is all about pricing and they discuss it alongside other approaches to pricing. Management accountants are more focused on the top line of the P&L statement. Revenue management is one of the few tools that relates to sales turnover in the P&L. Its "instrumental loneliness" in the sales revenue category means that it deserves closer scrutiny by financial managers. Is it really only about capacity utilisation and price optimisation, or are there less obvious factors at play too?
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