Dynamic Pricing and Revenue Management with AI in Hospitality Training Course

Module 1: Foundations of Revenue Management and AI

• The evolution of pricing: From fixed rates to autonomous dynamic environments
• Identifying the core pillars of AI-driven Revenue Management (RM)
• Understanding the role of Big Data in capturing guest willingness-to-pay
• Key Performance Indicators (KPIs) in the age of AI: RevPAR, ADR, and GOPPAR
• Exploring the "Black Box" challenge: Balancing automation with human oversight
• Practical session: Performing a "Revenue Audit" on a sample property to identify missed yield opportunities

Module 2: Data Engineering for Hospitality Revenue Systems

• Consolidating data from Property Management Systems (PMS) and Channel Managers
• Handling historical booking curves, cancellations, and no-show data
• Integrating external "Signal" data: Flights, weather, local events, and holidays
• Feature engineering: Creating predictive variables from raw reservation logs
• Data cleaning and normalization for multi-property portfolios
• Practical session: Building a data pipeline to merge PMS data with local event calendars for analysis

Module 3: Predictive Analytics for Demand Forecasting

• Time-series analysis: Using ARIMA and Prophet for baseline occupancy prediction
• Advanced forecasting: Applying LSTMs for complex, non-linear demand patterns
• Granular forecasting: Segmenting demand by source, room type, and length of stay
• Identifying "Unconstrained Demand": Predicting potential sales beyond hotel capacity
• Automated alert systems for significant shifts in booking pace
• Practical session: Developing a 30-day occupancy forecast model using historical booking pace data

Module 4: Price Elasticity and Machine Learning Models

• Determining price sensitivity: How much will different segments pay under various conditions?
• Implementing Regression models to find the "Sweet Spot" between volume and rate
• Customer Segmentation 2.0: Using clustering to identify high-value behavioral groups
• Dynamic Discounting: Using AI to target the right discount to the right guest
• Real-time price optimization: Setting rates based on remaining inventory and time-to-arrival
• Practical session: Training a model to calculate price elasticity for a specific weekend event

Module 5: Automated Competitor Intelligence and Benchmarking

• Web scraping and API integration for real-time competitor rate monitoring
• Beyond the "Compset": Using AI to identify shadow competitors and market disruptors
• Value-for-Money (VFM) modeling: Analyzing price versus guest sentiment scores
• Strategic positioning: Automating price reactions to competitor rate drops
• Understanding market share through automated STR and benchmarking data analysis
• Practical session: Building an automated dashboard to track competitor rate movements against your property

Module 6: Inventory Control and Overbooking Optimization

• Calculating optimal overbooking levels: Minimizing "Spoilage" vs. "Walking" costs
• Using ML to predict cancellation probabilities for individual reservations
• Length of Stay (LOS) controls: Automating "Minimum Stay" requirements to protect yield
• Bid Price control: Determining the minimum acceptable rate for any given date
• Dynamic room type mapping: Upselling strategies to maximize high-tier room inventory
• Practical session: Creating an AI-driven overbooking strategy for a peak holiday period

Module 7: Dynamic Pricing Across Distribution Channels

• Mastering the Direct vs. OTA (Online Travel Agency) yield balance
• Net RevPAR optimization: Calculating the true cost of acquisition per channel
• Automated parity management: Ensuring consistent rates across the digital shelf
• Dynamic package pricing: Combining rooms with flights or activities via AI
• Using AI to optimize CPC (Cost-Per-Click) spend based on predicted occupancy
• Practical session: Simulating a distribution strategy to shift 10% of bookings from OTAs to direct channels

Module 8: Total Revenue Management and Ancillary Upselling

• Extending AI beyond the room: Pricing for F&B, Spa, and Meeting spaces
• TRevPAR strategy: Using recommendation engines to drive on-property spend
• Personalized upselling: Predicting the best time to offer a room upgrade to a guest
• Dynamic pricing for parking, early check-ins, and late check-outs
• Cross-departmental data sharing for a holistic view of guest value
• Practical session: Designing a personalized ancillary offer flow for a high-value corporate traveler

Module 9: Group Booking and Displacement Analysis

• Automated Group Quoting: Using AI to instantly determine the "Lowest Acceptable Rate"
• Displacement Analysis: Calculating the cost of taking a group vs. transient guests
• Predictive modeling for group "Wash" (the difference between blocked and picked-up rooms)
• Optimizing MICE (Meetings, Incentives, Conferences, Exhibitions) space pricing
• Long-term contract negotiation: Using data to secure profitable corporate accounts
• Practical session: Performing a displacement analysis to decide between a 50-room wedding block and transient demand

Module 10: Ethical AI, Strategy, and Implementation Roadmap

• Navigating consumer sentiment: Avoiding "Price Gouging" perceptions
• Algorithmic fairness: Ensuring pricing models don't discriminate inappropriately
• Building the Revenue Team of the future: The hybrid "Human + AI" approach
• Creating a 12-month roadmap for AI integration in your revenue department
• Measuring ROI: Attributing revenue growth to AI interventions
• Practical session: Drafting a strategic AI implementation plan for your property or hotel group

Requirements:

• Participants should be reasonably proficient in English.
• Applicants must live up to Armstrong Global Institute admission criteria.

Terms and Conditions

1. Discounts: Organizations sponsoring Four Participants will have the 5th attend Free

2. What is catered for by the Course Fees: Fees cater for all requirements for the training – Learning materials, Lunches, Teas, Snacks and Certification. All participants will additionally cater for their travel and accommodation expenses, visa application, insurance, and other personal expenses.

3. Certificate Awarded: Participants are awarded Certificates of Participation at the end of the training.

4. The program content shown here is for guidance purposes only. Our continuous course improvement process may lead to changes in topics and course structure.

5. Approval of Course: Our Programs are NITA Approved. Participating organizations can therefore claim reimbursement on fees paid in accordance with NITA Rules.

Booking for Training

Simply send an email to the Training Officer on training@armstrongglobalinstitute.com and we will send you a registration form. We advise you to book early to avoid missing a seat to this training.

Or call us on +254720272325 / +254725012095 / +254724452588

Payment Options

We provide 3 payment options, choose one for your convenience, and kindly make payments at least 5 days before the Training start date to reserve your seat:

1. Groups of 5 People and Above – Cheque Payments to: Armstrong Global Training & Development Center Limited should be paid in advance, 5 days to the training.

2. Invoice: We can send a bill directly to you or your company.

3. Deposit directly into Bank Account (Account details provided upon request)

Cancellation Policy

1. Payment for all courses includes a registration fee, which is non-refundable, and equals 15% of the total sum of the course fee.

2. Participants may cancel attendance 14 days or more prior to the training commencement date.

3. No refunds will be made 14 days or less before the training commencement date. However, participants who are unable to attend may opt to attend a similar training course at a later date or send a substitute participant provided the participation criteria have been met.

Tailor Made Courses

This training course can also be customized for your institution upon request for a minimum of 5 participants. You can have it conducted at our Training Centre or at a convenient location. For further inquiries, please contact us on Tel: +254720272325 / +254725012095 / +254724452588 or Email training@armstrongglobalinstitute.com

Accommodation and Airport Transfer

Accommodation and Airport Transfer is arranged upon request and at extra cost. For reservations contact the Training Officer on Email: training@armstrongglobalinstitute.com or on Tel: +254720272325 / +254725012095 / +254724452588