HSMAI Certified Revenue Manager

Introducing the HSMAI Europe Certified Revenue Manager Qualification

OVERVIEW• Background to the Certification• The HSMAI RM Advisory board• The three modules - content in

brief• Electives & Working with industry• Options and costs for taking the

course• In-house• Aligned with current training

courses• Summer Camp

About HSMAI Europe

• Founded in 1927 HSMAI is a membership organisation with over 7,000 members worldwide.

• The association represents all segments of the hospitality industry and membership includes some of the top minds and most influential decision makers in the industry

• HSMAI has chapters through the USA and worldwide• HSMAI Europe represents the interest of the European members of

HSMAI and its mission is to be the hospitality industry source for knowledge, community, and recognition for leaders committed to professional development, sales growth, revenue optimization, marketing, and branding.

THE HSMAI EUROPE REVENUE MANAGEMENT ADVISORY BOARD

Current Members of the HSMAI Europe Revenue Management Advisory Board

• Les Asplen, Head of Revenue and Distribution, Best Western UK, York

• Thibaut Sellier, Director of Revenue, Kempinski, Geneva

• Christian Börger, Regional Manager Revenue & Distribution EMEA, Mandarin Oriental Hotel Group, London

• Heiko Siebert, VP Revenue and Distribution, Mövenpick Hotels & Resorts, Zurich

• Carl Oldsberg, VP Revenue and Distribution, Nordic Choice Hotels

• Henning Möhn, Regional Commercial Director Nord, Steigenberger Hotels, Hamburg

• Christopher Cooper, Group Director of Revenue, Rocco Forte Hotels, London

• Christian Gramsgrø, Director of Revenue Management, Scandic Hotels Norway.

• Roland Rhyner General Manager at Hotel Uzwil.• Jason Houle, Vice President Travel Solutions,

Lixto Software

Head of the HSMAI Europe Revenue Management Advisory Board: Wilhelm (Wilko) Weber, SHS Swiss Hospitality Solutions AG

RM Advisory BoardCourse Framework

RM Academy TeamTest Platform SHL Lucerne

Trainer - Scandinavia Trainer – UK Trainer

NHTV BredaTrainer

SwitzerlandTrainer

Germany

Annual Review

Core Content Generation and test platform update

Annual Meeting - LucerneQuarterly Content Updates

• Content aligned with local requirements by trainers

HSMAI Europe oversee the Qualification

Structure

Philosophy• Taken the route of not

being an academic qualification

• Currently taught as a classroom based module

• Consistent test platform• Delivery adaptable• Transportable

qualification• Re-certification to

maintain standards

Course Framework

• Three units each of five modules in the following subject areas:• Revenue Management• Distribution and eCommerce• Elective Modules - development

of individual specialist skills• Five modules per unit delivered over

five classroom training days• The fifth module includes a case

study• Each module is followed by an online

assessment.• One final certification exam• Re- certification after 3 years

Summary

Three units:1 Revenue Management

2 Distribution & Ecommerce

3 Specialist Electives 15 one-day workshops

Five workshops per unit On-line assessment after each moduleOne final exam to

achieve full certification3 year Re-certification

Revenue Management• Balance academic theory and

operational experience• RM01 and RM02 - fundamentals

and the foundation theory• RM03, RM04 and RM05

intermediate level revenue management

• Electives allow advanced study of revenue management for example :• Revenue management for F&B• Advanced theories in automated

revenue management • Commercial integration into a

revenue and distribution strategy• Coaching and mentoring a revenue

management team

Distribution and eCommerce• Supports the extended role of classic

distribution into internet, mobile and social media• DM01 fundamentals of distribution • DM02 SEO PPC and Analytics• DM03 Mobile and SoLoMo • DM04 Creating a Technology strategy • DM05 Case study

• Electives for more advanced study for example :• Practical considerations for creating effective

PPC and SEO campaigns• Increasing conversion from your booking

engine• How to design, set up and run an RFP for

new technology services

Electives• Can be taken at any time the course is on

offer – and anywhere e.g. Summer Camp in Breda

• Allows specialisation in areas of interest, or of commercial benefit to the hotel or group

• Will be run by the trainers, selected courses will be accredited and run by industry partners

• Typically electives allow for more advanced study in the areas of:• Revenue Management• Leadership skills• Advanced Systems training• Commercial and IT knowledge

• A Highly practical approach with skills that can be immediately applied at property

Revenue Management Distribution and Marketing

Electives

RM01

Basic concepts of Revenue Management

DM01

Electronic Distribution & Business models

5 modules of choice- some examples include:

RM02

Performance Measurement & Strategic pricing

DM02

PPC and SEO campaigns and management

SYS1 Working with automated RMS

RM03

Oerational revenue management and Forecasting

DM03

SoLoMo SYS 2 Total Revenue Management and Profit Optimisation

RM04

Total Revenue Management & Creating a Revenue culture

DM04

Creating a Distribution and IT strategy

SYS 3 Revenue Management and C&E

RM05

Case study in Revenue Management – Covers all content 01 - 05

DM05

Case study in distribution - Covers all content 01 - 05

SYS4 Integrating RM into a social media strategy

SYS5 Developing a RM team

HOW TO PARTICIPATEOptions for taking the certification

Options for taking the course in the UK

• Open workshops• Split as 2 day or 3 day workshops• London Manchester and Edinburgh• In house where sufficient people

( Min 8)

• Aligned with brand standards or existing in house training • Existing revenue management

course content can be assessed and aligned with CRM exam content

• Working with industry• To create special interest one day

workshops as Electives• Plus align revenue training from

suppliers where requested with the CRM

Open Course Cost Structure

• Workshop costs – 2 day workshop £395 – 3 day workshop £550 – 1 day workshop £220

• Pre Paid Package cost for course – Cost per module £833.34– Conducted in a classroom environment,

Includes all meals workbooks and exchange of ideas and experiences with peers

– HSMAI members All 3 modules £2500– Non HSMAI members All 3 modules £2700

• Additional Certification Fees– Exam administration fees €400 per

course– Final certification fee approx €150

Note all costs are Ex VAT

Promotional Rates

• ToTs – Teams of Ten– Pre paid rate– Teams sign up for the same dates on RM

and DM modules, electives free choice– Taster rate extended across all modules,

equivalent to £150 ex VAT per person day

– Total training cost £2100 ex VAT and exclusive of exam fees and HSMAI membership

– Please enquire whether there is a team place available since we frequently work with people to create teams to suit.

– All costs are ex VAT

CONTACT

Ally DombeyRevenue by Design Ltd. 07768 904076Email; info@revenuebydesign.co.ukSite www.revenuebydesign.co.ukBlog http://drivingrevenues.com