Professional Skills

Revenue Management & Dynamic Pricing

Taught with Antoine Weinstein, MBA, General Manager at Accor - the complete revenue management framework, worked end to end on one 200-room property and its actual rate grid.

Enrolment opening soon4 modules17 lessons

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What you will be able to do

Calculate and interpret all nine KPIs, and diagnose a hotel from MPI, ARI and RGI together
Build a defensible competitive set of 3 to 5 properties against the four selection criteria
Construct a 15-level rate grid outward from an entry-level unrestricted base rate
Tell segment, rate code and rate level apart - and stop your negotiated rates being undercut
Compare distribution channels on net value rather than headline rate, and hold rate parity
Forecast demand up to 300 days out, then refine it with pace, wash factor and segmentation
Run a high or low demand strategy without ever cutting a published rate
Settle a group lead with a displacement cost analysis carried through to profit

Who this is for

Revenue managers, and reservations or front office leaders moving into the role
Sales managers who negotiate group and corporate rates against a revenue manager
Hotel general managers who want to challenge the numbers they are shown
Hospitality students and graduates targeting a commercial role

This is not for you if you are looking for a software tutorial. This is the discipline itself - the logic, the calculations and the judgment - which is what makes any RMS you are given usable.

What is included

4 modules and 17 lessons built from a 27-page practitioner manual
5 quizzes and 43 questions, including calculation exercises on the real rate grid
6 downloadable worksheets: comp set, rate grid, KPI sheet, forecast tracker, displacement analysis and Revmax agenda
One case property carried through every example, from base rate to group lead
Certificate of completion

The curriculum

The first lesson is open to preview. Everything else unlocks when you enrol.

Why SkillTeam

Built for Vietnamese professionals

Written for the specific gaps Vietnamese professionals hit in international workplaces, not translated generic advice.

Practice, not theory

Every module ends in a graded check, and the written exercises produce work you keep.

Certificate on completion

Finish the course and the certificate is issued automatically.

Questions

Do I need to be a revenue manager already?

No. The course starts from why a hotel room is not a normal product and builds up. It is equally aimed at the sales and rooms colleagues who have to work alongside a revenue manager and want to understand what is driving the decisions.

Is there real maths?

Yes, and it is the point. You will calculate RevPAR, build a 15-level rate ladder, price a family booking off a live grid, and run a full displacement analysis through to profit. Nothing beyond arithmetic and percentages.

Does this apply to a small independent hotel?

The framework does. The case property is a 200-room midscale hotel because that makes the worked examples legible, and the course is explicit that it must be adapted to each property and context. The comp set, grid and forecasting logic scale down cleanly.

What is displacement cost analysis, and why does it get its own lesson?

It is the calculation that settles the oldest argument in a hotel - sales bringing a group lead below the rate revenue wants. It gets its own lesson because it is where the numbers most often surprise people: in the worked example the group is worse for rooms and still the right decision, on the strength of the F&B package.

Who is Antoine Weinstein?

A General Manager at Accor. The course is built from his training manual, The Art and Science of Revenue Maximization in Hotels - every figure, rate code and worked example here comes from it.