Customer Reviews

Revenue Management

5 star:		(9)
4 star:		(3)
3 star:		(1)
2 star:		(2)
1 star:		(4)

 

 

This book was a great introductory on the theories and applications of Revenue Management in the workplace. Robert Cross combines a great deal of experience and knowledge along with actual examples of his ideas in many different business situations. For anyone who deals with complicated supply and demand models this book is great.

The reading helped me to become more aware of the different ways that revenue management can be used to help the bottom line of company profits. The book gave great examples of how we can earn more revenue dollars out of markets that we have already tapped and how to explore new markets, that at first glance may not be chasing. By using tracking and accurate historical data, we can help correctly predict where out business is going and how to best take advantage of the more profitable strategies.

The real life examples made the reading enjoyable, by showing how the theories work. He made examples of companies that are no longer in business that could have used his theories and stayed successful.

This was a book that was assigned to me to read, and with some dread I picked it up. I would say that this, while not a book to read for enjoyment, is great if you are looking to get information that you can use in real life.

This is a 250 page self-promoting sales book. Its essence could have been expressed in five pages; there are no concrete analytics of how the concept should be implemented at all.

Additionally, many important factors are glossed over; the manner in which market segmentation is accomplished is a foundation of revenue management, and is given lines like "you should segment your market" without any real explanation on what that means or how difficult it can be. While airline inventory (and, likewise, car/hotel/cruise inventory) is susceptible to market segmentation, it is very difficult to do this effectively in most other markets. The lack of exploration of those practices is a glaring omission, even in a book so obviously self-congratulatory in its recounts of successful endeavors by its author.

For a more thorough analysis of pricing (which is what I was searching for), I found "The Strategy and Tactics of Pricing" (Nagle, Holden) to be a much more rigorous exploration of theoretical pricing issues and their practical applications. Its basic mathematical models far surpass the overwhelming hyperbole found on most pages of "Revenue Management".

This book makes a good case for revenue management, but it provides virtually no information about HOW TO DO IT. It's basically a sales brochure for the author's company.

Save your money. I wish I had.

For those with not much formal training in Economics it does a nice job of introducing price discrimination concepts with many examples. However, a couple other key factors in RM are just mentioned, and not even superficially explained: Clustering techniques to determine who your customers really are and the very tricky science (and art) of developing good Forecasting models.

A good book to start with Revenue Management. Nothing too complicated, some vague, wordy spots though. Useful to understand the notion of Revenue Management.

For anyone who is curious to understand the meaning of "Revenue Management", this book is certainly a brilliant teaser. Robert Cross has done a great job summarizing key elements by telling the story with hands-on examples that help understand very complex principles. This is an excellent roadmap for anyone who is tasked to learn more about this field and definitely encourages you to take Revenue Management to the next level.

I purchased this book for my revenue team , They have all just started to read through it and are so fascinated by how revenue management developed and is continuing to develop. Excellent choice

I recieved the book and spent the next two days highlighting many passages that apply directly (and frighteningly!) to my company. I am only a sales representative on the west coast, but I have strongly suggested that our corporate managers not just read, but also study Cross's book. As Allen Dulles once said about intelligence, the book represents "timely truth, well told."

... just dust off your old economics textbook and look up "price discrimination."

This is just a 260 page sales brochure, with no real content.

It is really a nice book, and good for people that have never heard about Revenue Managment, but it is also mainly a sales-man's book and not critical enough towards Revenue Managment.