Accor Hospitality: The New Business Model Optimizing operating ...

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115% 110% 105% 100% 95% 90% 85% Sofitel Example: Sofitel New York vs. Competitive Set PENETRATION INDEXES 2004 2005 2006 YTD 2007 38 --- REVPAR Index --- ADR Index --- OCC Public Prices Definition: - RA 1 - (best unrestricted) - RA 2 - (72 hour cancellation) - RA 3 - (pre-paid rate) YTD Room nights (+24% in 2007) YTD ADR (+11% in 2007) - RA 1 - $527 - RA 2 - $395 - RA 3 - $367 YTD Room Revenue (+37% in 2007) --- Competitive Set (Intercontinental, Loews, Parker Meridien, Omni, Royalton, Muse)
The Price Movement CRITERIA Lead Time RevPar Pace Competitive Set Booking Pace 39 3 Automatically Linked Criteria Lead-time Revpar pace at the specified lead time Booking pace of key sub-segments at the specified lead time 1 Subjective Criteria Competitive Sets Weighted Average Rate is reviewed by the Revenue Manager at the specified lead time The combination of all four create the probability rules or “If” statements
Page 1 and 2: The Right Brands Chapter III Optimi
Page 3 and 4: The Battle of Revenue : 360° Loyal
Page 5 and 6: Aligning marketing strategy with ma
Page 9 and 10: TARS, a HUB linking hotels to distr
Page 11 and 12: Expedia : A worldwide agreement Roo
Page 13 and 14: Sales and Distribution Objectives L
Page 15 and 16: Accorhotels.com and brands.com: a m
Page 17 and 18: Rebuilding all brands websites 17
Page 23 and 24: A strong opportunity to drive direc
Page 25 and 26: Third parties: a continued focus on
Page 27 and 28: Improving our internet reach Captu
Page 31 and 32: Implementation of a new tool: Reven
Page 33 and 34: Example of results : 4 Sofitel in G
Page 35 and 36: Revenue Management Worldwide Map in
Page 37: Sofitel USA (comparable) vs. Compet
Page 41 and 42: 360° EXECUTION Performance Measure
Page 43 and 44: Market Place Strategy Salvatore Ser
Page 45 and 46: A Marketplace Strategy Objectives
Page 47 and 48: Optimization levers… some example
Page 51 and 52: A’Miles will catch up with our gl
Page 53 and 54: 14 0 13 0 12 0 110 10 0 90 110 100
Page 55 and 56: Productivity gains through changes
Page 57 and 58: Concept • Bar more than a restaur
Page 59 and 60: 59 Olivier Devys Chief Executive Of
Page 61 and 62: 3 kinds of bread, freshly baked in
Page 63 and 64: Organizational and skills managemen
Page 65 and 66: ASSESSING TRAINING ENCOURAGING MOBI
Page 67 and 68: Procurement Joël Vatan Chief Procu
Page 69 and 70: Procurement: an ongoing strategy to
Page 71 and 72: Performance Measure Yann Caillère
Page 73 and 74: France: RevPar and Drop-Through Imp

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