Gary Parker

A Revenue Management Organization Gary Parker

The primary objective of a revenue management (RM) organization is to maximize the profitability of the company by applying knowledge about the market and the competition, using RM systems and tools. Building a successful RM carrier organization requires three key elements. First, the carrier must select the appropriate RM systems and tools. Second, they must put the right people in the right places. Third, they must design and implement effective business processes. Success requires paying careful attention to both people and processes. In this module, we begin by considering the people involved in the RM organization, their job descriptions, skill sets, and the importance of good people management, training and team building. The second section focuses on developing robust and effective business processes and outlines the key steps that you need to follow in doing so. Section three introduces three different organizational structures that can be used within a RM organization and considers some of the advantages and disadvantages associated with each approach. It also discusses how and why you might choose to change the organizational structure over time.