This course is part of the Hotel Management: Distribution, Revenue and Demand Management Specialization

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Peter O'Connor

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Hotel Management: Distribution, Revenue and Demand Management SpecializationESSEC Business School

About this Course

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In this case study based exercise, you will apply the knowledge you have gained about distribution, revenue and demand management to a ‘real’ world case – Hotel “De l'étoile” - a prestigious upmarket internationally branded property in Paris that to the outside world seems to be doing well but is in fact unprofitable for its owner.
Actual data of the distribution performance, revenue management tactics, financial situation will be provided by the hotel partner.  In addition detailed information about the hotel’s competitive environment will be provided by several industry partners.  Video interviews with senior managers from the property will be used to supplement written material to create a more real world experience.

As the new Director of Business Development hired to help the hotel decide how to proceed, you will evaluate the hotel’s current policies and performance, making recommendations for improvements and and plan how best to implement them.

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Earn a Certificate upon completion

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Course 4 of 4 in the

Hotel Management: Distribution, Revenue and Demand Management Specialization

Approx. 5 hours to complete

English

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Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Course 4 of 4 in the

Hotel Management: Distribution, Revenue and Demand Management Specialization

Approx. 5 hours to complete

English

Could your company benefit from training employees on in-demand skills?

Try Coursera for Business

Instructor

Instructor rating

4.68/5 (16 Ratings)

Peter O'Connor

Professor of information systems, Director of the MBA in Hospitality Management

Information systems

50,985 Learners

4 Courses

Offered by

ESSEC Business School

For over a century, ESSEC has been developing a state-of-the-art educational program that gives the individual pride of place in its learning model, promoting the values of freedom, openness, innovation and responsibility. Preparing future managers to reconcile personal interests with collective responsibility, giving consideration to the common good in their decision-making, and weighing economic challenges against the social costs are some of the objectives ESSEC has set for itself. Its ultimate goal? To create a global world that has meaning for us all.

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Syllabus - What you will learn from this course

Week1

Week 1

2 hours to complete

Situational analysis

In the module we will examine the very interesting case of Hotel de l’Etoile, a family owned, internationally branded, 300-bedroom hotel in the heart of Paris France. Although outwardly very successful, the property is struggling with profitability - something that owner Greg Sayer feels might be connected with its distribution, revenue management and demand management strategy....More information will be released progressively as you complete the assignments. Please, see the "Resources" tab of the videos unlocked after you will have done our peer assessment.

2 hours to complete

6 videos (Total 22 min), 5 readings, 1 quiz

6 videos

Introduction to the capstone project: Peter O'Connor1mSituational Analysis: Peter O'Connor3mFirst Interview with Greg Sayer, Owner of the hotel3mInterview with Gabriella Bidewell, General Manager6mDiscussion between Sally Smith and Fred Adam, Revenue Mangers3mSet up by Peter O'Connor and reaction from the owner of the hotel about this analysis3m

5 readings

Hotel de l'étoile income statement10mHotel de l'étoile Distribution Report10mHotel de l'Etoile market segmentation report10mSmith Travel Research Report: Trend report10mHotel location map10m

Week2

Week 2

1 hour to complete

Questionning the brand?

1 hour to complete

1 video (Total 4 min)

Week3

Week 3

1 hour to complete

Recommendations to the board Family

1 hour to complete

1 video (Total 1 min)

Week4

Week 4

1 hour to complete

Implementation of the strategy

1 hour to complete

1 video (Total 2 min)

Reviews

4.7

18 reviews

5 stars
77.27%
4 stars
19.31%
1 star
3.40%

TOP REVIEWS FROM HÔTEL “DE L'ÉTOILE” - A HOTEL IN CRISIS?

by DKOct 17, 2017

I have learned so much through this Capstone project. How to apply the RM in a hotel scenario from concept to analyzing to implementation. Thank you Coursera for this wonderful learning platform.

by RGMar 6, 2023

A wonderful exercise that will have you pouring over your course notes to create a ROI analysis using some pretty useful data points.

by FKSep 7, 2020

Hopefully it will work on upcoming future as well.

by FCJul 15, 2020

Thank you ESSEC Business School for the Hospitality Management course. It was a remarkable learning journey. All the best.

View all reviews

About the Hotel Management: Distribution, Revenue and Demand Management Specialization

Market hospitality services, manage demand, and optimize revenue.

This Specialization covers the basics of hotel demand management, distribution, and revenue management. You’ll learn how e-commerce intermediaries such as online travel agencies are impacting the already-complex hospitality sector, and you’ll explore tools and techniques that will help you effectively market hospitality services and maximize business revenue in this new global industry landscape. In the final Capstone Project, you’ll evaluate the importance of hotel branding in business success through a hands-on, real-world case study. During the sessions, you will hear from senior hotel industry executives commenting on distribution, revenue and demand management issues. We will also interview two leading Online Travel Agents on how to maximise online business for your property, and have partnered with Duetto and SnapShot, two leading hospitality industry companies, to gain access to cutting edge knowledge, thus insuring that the competencies that you gain will make you operational immediately as well as bang up to date on industry trends.

Hotel Management: Distribution, Revenue and Demand Management

Frequently Asked Questions

When will I have access to the lectures and assignments?
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
What will I get if I subscribe to this Specialization?
When you enroll in the course, you get access to all of the courses in the Specialization, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.
Is financial aid available?
Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.

More questions? Visit the Learner Help Center.

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Hôtel “De l'étoile” - a hotel in crisis?

About this Course