Loading...

Course Description

A smart pricing strategy is the best way to increase revenue. This course teaches you how to set prices, develop rate fences (differentiate prices by customer type), and use multiple distribution channels to manage price more effectively.

You'll also learn about the impact of variable pricing and discounting on revenue management in the context of price elasticity, optimal price mix, perceived fairness, and congruence with positioning and sales strategies.

Discover the ins and outs of channel management, an essential tool for controlling differentiated pricing, maintaining rate fences, and increasing revenue. Explore various approaches to managing distribution channels including direct sales, agencies, the Internet, and opaque pricing channels. Sheryl E. Kimes, professor at Cornell University’s School of Hotel Administration, will provide you with the knowledge you need to help run a successful organization.

You are required to have completed the following courses or have equivalent experience before taking this course:

  • Introduction to Hotel Revenue Management
  • Forecasting and Availability Controls in Hotel Revenue Management

Faculty Author

Sheryl Kimes

Benefits to the Learner

  • How to establish or recommend approaches to making price more variable
  • Ways to set appropriate rate fences to create appropriate customer segments
  • How to analyze the implications to revenue management of using various distribution channels
  • How to assess and manage customer perceptions of fairness

Target Audience

  • Directors, general managers, and other hospitality professionals responsible for improving the financial performance of their organizations
  • Front desk managers, night auditors, and sales and marketing analysts who want to take on more responsibility for improving profitability in their property
  • Those who aspire to hospitality management positions and need a strong foundation of revenue concepts

Applies Towards the Following Certificates

Loading...

Enroll Now - Select a section to enroll in

Type
2 week
Dates
Aug 19, 2026 to Sep 01, 2026
Total Number of Hours
10.0
Course Fee(s)
Standard Price $1,199.00

Section Notes

IMPORTANT COURSE INFORMATION

  • This course includes two years of free access to Symposium! These events feature a week of live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing hospitality topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.
Type
2 week
Dates
Sep 16, 2026 to Sep 29, 2026
Total Number of Hours
10.0
Course Fee(s)
Standard Price $1,199.00

Section Notes

IMPORTANT COURSE INFORMATION

  • This course includes two years of free access to Symposium! These events feature a week of live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing hospitality topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.
Type
2 week
Dates
Oct 14, 2026 to Oct 27, 2026
Total Number of Hours
10.0
Course Fee(s)
Standard Price $1,199.00

Section Notes

IMPORTANT COURSE INFORMATION

  • This course includes two years of free access to Symposium! These events feature a week of live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing hospitality topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.
Type
2 week
Dates
Nov 11, 2026 to Nov 24, 2026
Total Number of Hours
10.0
Course Fee(s)
Standard Price $1,199.00

Section Notes

IMPORTANT COURSE INFORMATION

  • This course includes two years of free access to Symposium! These events feature a week of live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing hospitality topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.
Type
2 week
Dates
Dec 09, 2026 to Dec 22, 2026
Total Number of Hours
10.0
Course Fee(s)
Standard Price $1,199.00

Section Notes

IMPORTANT COURSE INFORMATION

  • This course includes two years of free access to Symposium! These events feature a week of live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing hospitality topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.
Type
2 week
Dates
Jan 06, 2027 to Jan 19, 2027
Total Number of Hours
10.0
Course Fee(s)
Standard Price $1,199.00

Section Notes

IMPORTANT COURSE INFORMATION

  • This course includes two years of free access to Symposium! These events feature a week of live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing hospitality topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.
Type
2 week
Dates
Feb 03, 2027 to Feb 16, 2027
Total Number of Hours
10.0
Course Fee(s)
Standard Price $1,199.00

Section Notes

IMPORTANT COURSE INFORMATION

  • This course includes two years of free access to Symposium! These events feature a week of live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing hospitality topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.
Type
2 week
Dates
Mar 03, 2027 to Mar 16, 2027
Total Number of Hours
10.0
Course Fee(s)
Standard Price $1,199.00

Section Notes

IMPORTANT COURSE INFORMATION

  • This course includes two years of free access to Symposium! These events feature a week of live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing hospitality topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.
Type
2 week
Dates
Mar 31, 2027 to Apr 13, 2027
Total Number of Hours
10.0
Course Fee(s)
Standard Price $1,199.00

Section Notes

IMPORTANT COURSE INFORMATION

  • This course includes two years of free access to Symposium! These events feature a week of live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing hospitality topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.
Type
2 week
Dates
Apr 28, 2027 to May 11, 2027
Total Number of Hours
10.0
Course Fee(s)
Standard Price $1,199.00

Section Notes

IMPORTANT COURSE INFORMATION

  • This course includes two years of free access to Symposium! These events feature a week of live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing hospitality topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.
Type
2 week
Dates
May 26, 2027 to Jun 08, 2027
Total Number of Hours
10.0
Course Fee(s)
Standard Price $1,199.00

Section Notes

IMPORTANT COURSE INFORMATION

  • This course includes two years of free access to Symposium! These events feature a week of live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing hospitality topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.
Type
2 week
Dates
Jun 23, 2027 to Jul 06, 2027
Total Number of Hours
10.0
Course Fee(s)
Standard Price $1,199.00

Section Notes

IMPORTANT COURSE INFORMATION

  • This course includes two years of free access to Symposium! These events feature a week of live, highly participatory virtual Zoom sessions with Cornell faculty and experts to explore today’s most pressing hospitality topics. Throughout the year, you may participate in as many sessions as you wish. Attending a Symposium is not required to successfully complete the certificate program.