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Wednesday , June 28 2017

Melissa Kalan is the Founding Director of Australian Revenue Management Association (ARMA).

The changing value of the channel

The “walk- in”: possibly the lowest cost channel available to us, just not enough volume or consistent volume to totally rely on, (unless of course you’re yield managing a car park, in which case up to 80% of your guests could be “walk-ins”). The “walk-in” however, is still a lucrative source of revenue. The value of the “walk-in” channel to …

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Ancillary revenue: strategic, consistent, targeted

Recently on a business trip I hired a rental car and was inundated with numerous up-selling options by the sales agent at the check-in counter. I found this amusing, as I knew the strategy was to increase ancillary revenue, and I was impressed at the consistent level of up-selling to customers taking place from across the counter. They almost convinced …

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