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Back to The Fundamentals of Revenue Management: The Cornerstone of Revenue Strategy

Learner Reviews & Feedback for The Fundamentals of Revenue Management: The Cornerstone of Revenue Strategy by ESSEC Business School

1,031 ratings

About the Course

With a fixed capacity, a highly disposable product and high fixed costs, hotels are a natural candidate for the application of revenue management. Originally developed by the airlines in the 1970s, these analytics-based techniques help predict consumer behavior at the hotel’s market level so that the hotel can sell each room each night at the optimum price. With modern-day rising acquisition costs and distribution complexities, revenue management techniques have increasingly been adopted by both small and large hotel companies, making a comprehensive understanding of segmentation, forecasting and pricing an essential requirement for today’s hospitality professionals. The purpose of this course is to provide a core understanding of the fundamentals of revenue management, which ties into the larger picture of revenue strategy. The course is structured to provide an insightful look into Revenue Management. Created in conjunction with Duetto, this course is hosted by a group of revenue management leaders in both theory and with hands-on experience at properties around the world. Upon completion of the course students should be empowered with industry best practices, which can be applied across the vast diversification the hotel industry to empower those to optimize profits. Duetto delivers powerful revenue strategy solutions to the world’s leading hotels and casinos, combining unparalleled expertise with world-class cloud-based technology. Acknowledgement: Bela Nagy, Agnes Roquefort , Jonathon Liu, Frederic Toitot, Pierrick La Masne, Markus Keller - ACCOR Simone Truscello - ACE HOTELS. Richard Valtr - MEWS SYSTEM. Jean-Luc Chrétien - FAST BOOKING. Jeannette Ho - FAIRMONT RAFFLES HOTELS & RESORTS. Chinmai Sharma - TAJ HOTEL & RESORTS. Cindy Estis Green - KALIBRI LABS. Jason Thielbar - RED LION. Christopher Cooper - ROCCO FORTE. Rom Hendler - SANDS. Rafi Rejerano - AB Hotels. Riko Van Santen - KEMPINKI HOTELS & RESORTS. Vinod Sukhija - BANYAN TREE HOTELS & RESORTS. Olivier Flement - WALT DISNEY COMPANY. Cidalia Pinto Coehlo - LOUVRE HOTELS. Trevor Stuart-Hill - REVENUE MATTERS. Vincent Cusma, Marco Benvenuti, Eric Stoessel, Gayle Ehrean, Nevin Reed - DUETTO. Claire Bertrand, Vincent Chatain, Jessica Moses, Benjamin Six (ESSEC Business School), Emilie Dupré (IMAGE-IN), Gregory Halidy (TRIPLAY)...

Top reviews


Jul 31, 2017

very useful and rich with it content , the complimentary reading is awesome and indeed needed

the final exam is a bit hard , i do recommend it for people who are seeking knowledge in RM


Apr 30, 2022

I have been working in the hospitality industry for around 3 years. I found a lot of useful knowledge in the course. It is practical and informative. Highly recommend the course.

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201 - 225 of 261 Reviews for The Fundamentals of Revenue Management: The Cornerstone of Revenue Strategy

By Cyril G

Jan 20, 2016

Very helpful. Only wish we had more opportunity to practice on a facultative basis.

By Dmitry K

May 29, 2019

The fundamentals are great, a little practical work would be greatly appreciated


Oct 16, 2023

This course gave me a foundation in the hotel segment

By Nicola V D W

Oct 14, 2021

The material was presented clearly. Very informative.

By Michal V C H

Sep 14, 2017

I thing there are few errors in Final Exam.... :-)

By Priyanka J

May 11, 2021

Reading material and videos were not available.

By Gabriela H

May 25, 2020

Good base but needs to be updated.

By Camila V E

Aug 14, 2017

Nathaniel was great to learn from.

By Sarah I

Feb 21, 2022

Very comprehensive and relatable.

By Plamen S S

Jul 10, 2020

Good course.excellent videos

By Assoh F G

Mar 30, 2021

j'ai beaucoup aimé le cours

By Kusuma J

Apr 17, 2020


By Kelly B

May 1, 2024

This was a great course for any individual wanting to a deeper dive into Revenue Management. I was happy with this course overall, but it could use some updates. Most of the content seems to be from 2015, which for many courses may not be a problem. However, this industry has seen so many changes in the past decade, I do worry if some of this material has become obsolete. It would be nice to have a few updated sections to reflect semi-recent industry changes. The other reason for the 3 star rating is that maybe 60 or 50% of the complementary readings are no longer accessible. This is because either the links lead to nowhere, the articles are paywalled, the Youtube videos have been deleted, etc. Some simple housekeeping on the additional materials would go a long way.

By Hugo M M

Mar 14, 2016

This course is a bit repetitive and provides only a few real life examples. As well as this, the evaluation of this course is based on the result of a single quiz of 15 questions, which is not enough to prove any knowledge at all. I think it should focus on a more practice oriented course in order to master the price optimization process and see how it fluctuates in real life examples.

However, this course gives great insights and useful concepts that are of huge importance to the application of the revenue management activities.

By Lorena F V

Jan 23, 2022

Es una buena introducción al mundo de Revenue Management para el sector hotelero. La razón de mi puntuación se debe a la falta de actualización de muchas de las lecturas y soportes adicionales, que seguramente hubieran complementado mucho más el curso.

By Damian B N

Dec 15, 2019

Interesting course as introduction to Revenue Management. It is really a shame that most additional readings and videos are no longer available. Also some of the written materials have basic grammar and spelling mistakes.

By Lucio V

Jan 6, 2020

Los conceptos teóricos muy buenos. Falto aplicación practica. Sentí que las preguntas de los tests daban por supuestos conceptos y prácticas no desarrolladas. La gran mayoría de material de apoyo no estaban disponibles.

By Jani N

Jul 14, 2020

Good knowledge over all. Most of the suplementary readings did not work at all. That was a bummer. Also could not watch the videos as the guys were moving theirs hands like crazy people :) but the audio was ok.

By roger a

Jun 2, 2023

Some good very good content and well strucutred. Shame that a lot of the additional reading/videos are not available. Also who told the presenters to use their hands like windmills - very off-putting.

By Arno P

Aug 17, 2020

A nice and lively presentation - thank you. It is however a complex topic and will demand additional reading, which is fine. The reason for the 3 stars - a slower pace would have been great.

By Polydefkis B

May 9, 2020

While the course content and execution is great, having a pdf of the content at hand would be helpful during class. Also, the course is 5 years old and most links do not work anymore

By Melville J F

May 9, 2020

The content was well delivered. But the additional resources links are expired or do not exist. They need to be updated. Final Exam questions quite a task

By alex s

Nov 29, 2015

Tests and quizzes don't really ask the right things and the answers given are hard to understand. Bad quizzes but lectures informative.

By Nicolas P

Mar 24, 2020

This MOOC is a little hard to understand, perhaps dedicating more time to explain and unerstand terminology could be a great idea.

By Daniele P

Jun 6, 2023

A lot of links and videos are old and not availaible anymore.

In generale the videos are clear and easy to understand