Avant Garden: Exploring Possibilities for Improving Revenue Management

            
  
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Case Details:

Case Code : MKTG257
Case Length : 18 Pages
Period : 2009-2010
Pub Date : 2010
Teaching Note : Available
Organization : Avant Garden (Fictitious)
Industry : Hospitality
Countries : India

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This case study was compiled from published sources, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.



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Excerpts

Room Rates

The rooms at Avant Garden were competitively priced keeping in mind both leisure and business clientele. The regular rooms were charged Rs .1,500 per night. A luxury room cost Rs.2,000 for a night...

A Need for Effective Revenue Management

Eeshita who joined Avant Garden as GM in the last quarter of 2009, was in her mid-thirties and had almost 12 years of experience in the hospitality industry, most of it in a top level position in a leading pan-Indian hotel chain...

Demand Patterns

A preliminary analysis of the average daily room night occupancy per month over the period of ten years revealed that the demand was seasonal with the peak periods being October to March (Refer to Exhibit Ia for monthly average daily room occupancy and standard deviation and to Ib for seasonality in month-wise daily room occupancy data)...

Customer Segments

There were mainly three different customer segments that Avant Garden catered to. The business travellers included people travelling on business representing commercial, industrial, or governmental organizations...

 Marketing Management Case Studies | Case Study in Management, Operations, Strategies, Marketing Management, Case Studies

Discounting Patterns

Eeshita's predecessor, Jigyasu Gaur, had followed certain rules of thumb in providing discounts to the clients. Leisure travellers who made their reservations with advance payments were given a 20% discount on the standard room tariffs if the booking was made more than 15 days prior to the actual check-in date...

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