{"id":279,"date":"2024-02-18T12:00:50","date_gmt":"2024-02-18T11:00:50","guid":{"rendered":"https:\/\/revfine.com\/?p=279"},"modified":"2024-06-04T21:55:52","modified_gmt":"2024-06-04T19:55:52","slug":"quest-ce-que-goppar","status":"publish","type":"post","link":"https:\/\/www.revfine.com\/fr\/what-is-goppar\/","title":{"rendered":"Que signifie GOPPAR ?"},"content":{"rendered":"<p><em>Un indicateur de performance cl\u00e9, ou KPI, est une mesure quantifiable de la performance de l&#039;entreprise. Les KPI sont essentiels pour la mise en \u0153uvre r\u00e9ussie d&#039;un <a href=\"https:\/\/www.revfine.com\/fr\/revenue-management-strategies-hotel-industrie\/\">strat\u00e9gie de gestion des revenus<\/a>, car il permet aux entreprises d&#039;identifier les domaines de r\u00e9ussite et d&#039;\u00e9chec, ainsi que les tendances li\u00e9es \u00e0 la demande et au comportement des clients. GOPPAR est l&#039;un des KPI les plus importants utilis\u00e9s par les h\u00f4tels pour <a href=\"https:\/\/www.revfine.com\/fr\/la-gestion-des-recettes\/\">la gestion des recettes<\/a>. Cet article explique ce que repr\u00e9sente GOPPAR et pourquoi il est important.<\/em><\/p>\n<h2>GOPPAR expliqu\u00e9<\/h2>\n<p>GOPPAR est l&#039;acronyme de b\u00e9n\u00e9fice brut d&#039;exploitation par chambre disponible. Il s\u2019agit d\u2019un indicateur cl\u00e9 de performance couramment utilis\u00e9 dans le <a href=\"https:\/\/www.revfine.com\/fr\/hotellerie\/\">h\u00f4tellerie<\/a>. Il est particuli\u00e8rement utile pour les propri\u00e9taires d\u2019h\u00f4tels car il leur donne une id\u00e9e globale de la valeur de leurs actifs.<\/p>\n<p>Fondamentalement, GOPPAR se pr\u00e9occupe du nombre de chambres disponibles dans votre h\u00f4tel plut\u00f4t que du nombre que vous avez vendu. En outre, il prend en compte le b\u00e9n\u00e9fice brut d\u2019exploitation plut\u00f4t que les revenus g\u00e9n\u00e9r\u00e9s par la seule vente de chambres d\u2019h\u00f4tel. C\u2019est donc un bon indicateur de l\u2019efficacit\u00e9 de votre h\u00f4tel.<\/p>\n<p>Le b\u00e9n\u00e9fice brut d&#039;exploitation peut \u00eatre calcul\u00e9 en prenant vos revenus bruts et en soustrayant vos d\u00e9penses brutes. Ce chiffre peut ensuite \u00eatre divis\u00e9 par le nombre de chambres disponibles dans votre h\u00f4tel pour vous donner votre GOPPAR. Dans certains cas.<\/p>\n<p>Le suivi du GOPPAR vous permettra de rep\u00e9rer les tendances dans les v\u00e9ritables performances commerciales de votre h\u00f4tel ou de votre complexe. Il peut \u00eatre calcul\u00e9 en continu, quotidiennement ou \u00e0 la fin d&#039;une ann\u00e9e en divisant votre b\u00e9n\u00e9fice d&#039;exploitation annuel total par le nombre total de chambres quotidiennes disponibles sur l&#039;ann\u00e9e.<\/p>\n<h4><strong>Vid\u00e9o\u00a0: Qu&#039;est-ce que GOPPAR\u00a0?<\/strong><\/h4>\n<div class=\"fusion-video fusion-youtube\" style=\"--awb-max-width:600px;--awb-max-height:360px;\"><div class=\"video-shortcode\"><div class=\"fluid-width-video-wrapper\" style=\"padding-top:60%;\" ><iframe title=\"Lecteur vid\u00e9o YouTube 1\" src=\"https:\/\/www.youtube.com\/embed\/jbDcR9GZbl4?wmode=transparent&autoplay=0\" width=\"600\" height=\"360\" allowfullscreen allow=\"autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture;\"><\/iframe><\/div><\/div><\/div>\n<h2>Comment GOPPAR est-il calcul\u00e9\u00a0?<\/h2>\n<p>La formule pour GOPPAR est B\u00e9n\u00e9fice Brut d&#039;Exploitation \/ Chambres Disponibles. Vous trouverez ci-dessous un exemple de calcul du GOPPAR.<\/p>\n<\/p>\n<div class=\"table-1\">\n<table width=\"100%\">\n<thead>\n<tr>\n<th align=\"left\">Nombre de chambres<\/th>\n<th align=\"left\">150<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td align=\"left\">Jours dans une ann\u00e9e<\/td>\n<td align=\"left\">365<\/td>\n<\/tr>\n<tr>\n<td align=\"left\"><strong>Nombre total de chambres disponibles par an<\/strong><\/td>\n<td align=\"left\"><strong>54,750<\/strong><\/td>\n<\/tr>\n<tr>\n<td align=\"left\"><\/td>\n<td align=\"left\"><\/td>\n<\/tr>\n<tr>\n<td align=\"left\"><span style=\"text-decoration: underline;\"><strong>Revenus par d\u00e9partement<\/strong><\/span><\/td>\n<td align=\"left\"><\/td>\n<\/tr>\n<tr>\n<td align=\"left\">Pi\u00e8ces<\/td>\n<td align=\"left\">4,000,000<\/td>\n<\/tr>\n<tr>\n<td align=\"left\">Aliments et boissons<\/td>\n<td align=\"left\">1,500,000<\/td>\n<\/tr>\n<tr>\n<td align=\"left\">Autres d\u00e9partements<\/td>\n<td align=\"left\">500,000<\/td>\n<\/tr>\n<tr>\n<td align=\"left\"><strong>Revenu total<\/strong><\/td>\n<td align=\"left\"><strong>6,000,000<\/strong><\/td>\n<\/tr>\n<tr>\n<td align=\"left\"><\/td>\n<td align=\"left\"><\/td>\n<\/tr>\n<tr>\n<td align=\"left\"><span style=\"text-decoration: underline;\"><strong>D\u00e9penses<\/strong><\/span><\/td>\n<td align=\"left\"><\/td>\n<\/tr>\n<tr>\n<td align=\"left\">Pi\u00e8ces<\/td>\n<td align=\"left\">750,000<\/td>\n<\/tr>\n<tr>\n<td align=\"left\">Aliments et boissons<\/td>\n<td align=\"left\">700,000<\/td>\n<\/tr>\n<tr>\n<td align=\"left\">Autres d\u00e9partements<\/td>\n<td align=\"left\">200,000<\/td>\n<\/tr>\n<tr>\n<td align=\"left\">Non distribu\u00e9<\/td>\n<td align=\"left\">1,200,000<\/td>\n<\/tr>\n<tr>\n<td align=\"left\"><strong>D\u00e9penses totales<\/strong><\/td>\n<td align=\"left\"><strong>2,850,000<\/strong><\/td>\n<\/tr>\n<tr>\n<td align=\"left\"><\/td>\n<td align=\"left\"><\/td>\n<\/tr>\n<tr>\n<td align=\"left\"><strong>B\u00e9n\u00e9fice brut d&#039;exploitation (GOP)<\/strong><\/td>\n<td align=\"left\"><strong>3,150,000<\/strong><\/td>\n<\/tr>\n<tr>\n<td align=\"left\"><\/td>\n<td align=\"left\"><\/td>\n<\/tr>\n<tr>\n<td align=\"left\"><strong>B\u00e9n\u00e9fice brut d&#039;exploitation par chambre disponible (GOPPAR)<\/strong><\/td>\n<td align=\"left\"><strong>57<\/strong><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/div>\n<p>\n<h2>ADR et RevPAR<\/h2>\n<p>Les autres KPI principaux utilis\u00e9s par les managers h\u00f4teliers sont <a href=\"https:\/\/www.revfine.com\/fr\/quel-est-adr-taux-journal-moyen\/\">ADR<\/a> (tarif journalier moyen) et <a href=\"https:\/\/www.revfine.com\/fr\/quest-ce-que-revpar\/\">RevPAR<\/a> (revenu par chambre disponible). Contrairement \u00e0 GOPPAR, les deux mesures concernent uniquement les revenus g\u00e9n\u00e9r\u00e9s par les chambres de votre h\u00f4tel, ce qui signifie que les autres sources de revenus telles que les bars et les restaurants sont ignor\u00e9es. Pour plus d&#039;informations sur les autres KPI courants de gestion des revenus, vous pouvez lire l&#039;article <span style=\"text-decoration: underline;\"><a href=\"https:\/\/www.revfine.com\/fr\/revenue-management-kpis-hotels\/\">\u00ab\u00a0KPI de gestion des revenus\u00a0\u00bb<\/a><\/span>.<\/p>\n<h2>Qu&#039;est-ce que GOPPAR FAQ<\/h2>\n<div class=\"accordian fusion-accordian\" style=\"--awb-border-size:1px;--awb-icon-size:13px;--awb-content-font-size:15px;--awb-icon-alignment:left;--awb-hover-color:#f9f9f9;--awb-border-color:#cccccc;--awb-background-color:#ffffff;--awb-divider-color:#e0dede;--awb-divider-hover-color:#e0dede;--awb-icon-color:#ffffff;--awb-title-color:#212121;--awb-content-color:#212121;--awb-icon-box-color:#333333;--awb-toggle-hover-accent-color:#d4a763;--awb-title-font-family:&quot;Antic Slab&quot;;--awb-title-font-weight:400;--awb-title-font-style:normal;--awb-title-font-size:20px;--awb-content-font-family:&quot;Roboto&quot;;--awb-content-font-style:normal;--awb-content-font-weight:400;\"><div class=\"panel-group fusion-toggle-icon-boxed\" id=\"accordion-279-1\"><div class=\"fusion-panel panel-default panel-04e58bb8efee60b27 fusion-toggle-has-divider\" style=\"--awb-title-color:#212121;--awb-content-color:#212121;\"><div class=\"panel-heading\"><h3 class=\"panel-title toggle\" id=\"toggle_04e58bb8efee60b27\"><a aria-expanded=\"false\" aria-controls=\"04e58bb8efee60b27\" role=\"button\" data-toggle=\"collapse\" data-parent=\"#accordion-279-1\" data-target=\"#04e58bb8efee60b27\" href=\"#04e58bb8efee60b27\"><span class=\"fusion-toggle-icon-wrapper\" aria-hidden=\"true\"><i class=\"fa-fusion-box active-icon awb-icon-minus\" aria-hidden=\"true\"><\/i><i class=\"fa-fusion-box inactive-icon awb-icon-plus\" aria-hidden=\"true\"><\/i><\/span><span class=\"fusion-toggle-heading\">Qu\u2019est-ce que le GOP en termes h\u00f4teliers ?<\/span><\/a><\/h3><\/div><div id=\"04e58bb8efee60b27\" class=\"panel-collapse collapse\" aria-labelledby=\"toggle_04e58bb8efee60b27\"><div class=\"panel-body toggle-content fusion-clearfix\"><\/p>\n<p>Au sein de l&#039;industrie h\u00f4teli\u00e8re, GOP signifie b\u00e9n\u00e9fice brut d&#039;exploitation et fait r\u00e9f\u00e9rence au revenu total g\u00e9n\u00e9r\u00e9 par les op\u00e9rations h\u00f4teli\u00e8res apr\u00e8s soustraction des d\u00e9penses d&#039;exploitation. Les taxes, int\u00e9r\u00eats, d\u00e9pr\u00e9ciations et amortissements sont exclus. GOP est utilis\u00e9 pour indiquer la rentabilit\u00e9 globale des principales op\u00e9rations h\u00f4teli\u00e8res.<\/p>\n<p><\/div><\/div><\/div><div class=\"fusion-panel panel-default panel-11845c6b23d749fb7 fusion-toggle-has-divider\" style=\"--awb-title-color:#212121;--awb-content-color:#212121;\"><div class=\"panel-heading\"><h3 class=\"panel-title toggle\" id=\"toggle_11845c6b23d749fb7\"><a aria-expanded=\"false\" aria-controls=\"11845c6b23d749fb7\" role=\"button\" data-toggle=\"collapse\" data-parent=\"#accordion-279-1\" data-target=\"#11845c6b23d749fb7\" href=\"#11845c6b23d749fb7\"><span class=\"fusion-toggle-icon-wrapper\" aria-hidden=\"true\"><i class=\"fa-fusion-box active-icon awb-icon-minus\" aria-hidden=\"true\"><\/i><i class=\"fa-fusion-box inactive-icon awb-icon-plus\" aria-hidden=\"true\"><\/i><\/span><span class=\"fusion-toggle-heading\">Qu\u2019est-ce que le GOPPAR et comment est-il calcul\u00e9 ?<\/span><\/a><\/h3><\/div><div id=\"11845c6b23d749fb7\" class=\"panel-collapse collapse\" aria-labelledby=\"toggle_11845c6b23d749fb7\"><div class=\"panel-body toggle-content fusion-clearfix\"><\/p>\n<p>GOPPAR est le r\u00e9sultat brut d&#039;exploitation par chambre disponible, un indicateur cl\u00e9 de performance dans l&#039;h\u00f4tellerie. Il est calcul\u00e9 en prenant le b\u00e9n\u00e9fice brut d&#039;exploitation (BOP) de l&#039;h\u00f4tel et en le divisant par le nombre total de chambres disponibles. GOPPAR est l&#039;un des principaux moyens par lesquels l&#039;efficacit\u00e9 op\u00e9rationnelle et la sant\u00e9 de l&#039;entreprise d&#039;un h\u00f4tel sont d\u00e9termin\u00e9es et \u00e9valu\u00e9es.<\/p>\n<p><\/div><\/div><\/div><div class=\"fusion-panel panel-default panel-5a132d689943c99b6 fusion-toggle-has-divider\" style=\"--awb-title-color:#212121;--awb-content-color:#212121;\"><div class=\"panel-heading\"><h3 class=\"panel-title toggle\" id=\"toggle_5a132d689943c99b6\"><a aria-expanded=\"false\" aria-controls=\"5a132d689943c99b6\" role=\"button\" data-toggle=\"collapse\" data-parent=\"#accordion-279-1\" data-target=\"#5a132d689943c99b6\" href=\"#5a132d689943c99b6\"><span class=\"fusion-toggle-icon-wrapper\" aria-hidden=\"true\"><i class=\"fa-fusion-box active-icon awb-icon-minus\" aria-hidden=\"true\"><\/i><i class=\"fa-fusion-box inactive-icon awb-icon-plus\" aria-hidden=\"true\"><\/i><\/span><span class=\"fusion-toggle-heading\">Qu\u2019est-ce que le GOP en front office ?<\/span><\/a><\/h3><\/div><div id=\"5a132d689943c99b6\" class=\"panel-collapse collapse\" aria-labelledby=\"toggle_5a132d689943c99b6\"><div class=\"panel-body toggle-content fusion-clearfix\"><\/p>\n<p>Lorsqu&#039;il est utilis\u00e9 dans le front-office, le b\u00e9n\u00e9fice brut d&#039;exploitation, ou GOP, fait r\u00e9f\u00e9rence au revenu total g\u00e9n\u00e9r\u00e9 par les op\u00e9rations du front-office apr\u00e8s soustraction des d\u00e9penses d&#039;exploitation. Des exemples d&#039;op\u00e9rations de r\u00e9ception incluent la vente ou la r\u00e9servation de chambres et les principaux services clients fournis par l&#039;h\u00f4tel.<\/p>\n<p><\/div><\/div><\/div><div class=\"fusion-panel panel-default panel-0ffe01cf53c6d8143 fusion-toggle-has-divider\" style=\"--awb-title-color:#212121;--awb-content-color:#212121;\"><div class=\"panel-heading\"><h3 class=\"panel-title toggle\" id=\"toggle_0ffe01cf53c6d8143\"><a aria-expanded=\"false\" aria-controls=\"0ffe01cf53c6d8143\" role=\"button\" data-toggle=\"collapse\" data-parent=\"#accordion-279-1\" data-target=\"#0ffe01cf53c6d8143\" href=\"#0ffe01cf53c6d8143\"><span class=\"fusion-toggle-icon-wrapper\" aria-hidden=\"true\"><i class=\"fa-fusion-box active-icon awb-icon-minus\" aria-hidden=\"true\"><\/i><i class=\"fa-fusion-box inactive-icon awb-icon-plus\" aria-hidden=\"true\"><\/i><\/span><span class=\"fusion-toggle-heading\">Que signifie TRevPAR dans les h\u00f4tels ?<\/span><\/a><\/h3><\/div><div id=\"0ffe01cf53c6d8143\" class=\"panel-collapse collapse\" aria-labelledby=\"toggle_0ffe01cf53c6d8143\"><div class=\"panel-body toggle-content fusion-clearfix\"><\/p>\n<p>TRevPAR signifie revenu total par chambre disponible, et les h\u00f4tels l&#039;utilisent pour comprendre les performances tout en prenant en compte toutes les sources de revenus. Il peut \u00eatre calcul\u00e9 en prenant le revenu total des chambres, de la nourriture et des boissons et des autres d\u00e9partements, puis en le divisant par le nombre total de chambres disponibles.<\/p>\n<p><\/div><\/div><\/div><div class=\"fusion-panel panel-default panel-6484ce18b3e17eca0 fusion-toggle-has-divider\" style=\"--awb-title-color:#212121;--awb-content-color:#212121;\"><div class=\"panel-heading\"><h3 class=\"panel-title toggle\" id=\"toggle_6484ce18b3e17eca0\"><a aria-expanded=\"false\" aria-controls=\"6484ce18b3e17eca0\" role=\"button\" data-toggle=\"collapse\" data-parent=\"#accordion-279-1\" data-target=\"#6484ce18b3e17eca0\" href=\"#6484ce18b3e17eca0\"><span class=\"fusion-toggle-icon-wrapper\" aria-hidden=\"true\"><i class=\"fa-fusion-box active-icon awb-icon-minus\" aria-hidden=\"true\"><\/i><i class=\"fa-fusion-box inactive-icon awb-icon-plus\" aria-hidden=\"true\"><\/i><\/span><span class=\"fusion-toggle-heading\">Qu\u2019est-ce qu\u2019un bon EBITDA pour un h\u00f4tel ?<\/span><\/a><\/h3><\/div><div id=\"6484ce18b3e17eca0\" class=\"panel-collapse collapse\" aria-labelledby=\"toggle_6484ce18b3e17eca0\"><div class=\"panel-body toggle-content fusion-clearfix\"><\/p>\n<p>Le b\u00e9n\u00e9fice avant int\u00e9r\u00eats, imp\u00f4ts et amortissements, souvent abr\u00e9g\u00e9 en EBITDA, est un excellent indicateur de la performance h\u00f4teli\u00e8re. L&#039;EBITDA peut \u00eatre divis\u00e9 par le chiffre d&#039;affaires total pour calculer la marge d&#039;EBITDA. Les r\u00e9f\u00e9rences du secteur mettent souvent en \u00e9vidence les mod\u00e8les 30% \u00e0 50% comme une bonne cible, en fonction de la taille de l&#039;h\u00f4tel, des conditions du march\u00e9 et d&#039;autres facteurs.<\/p>\n<p><\/div><\/div><\/div><\/div><\/div>\n<p><strong>Les h\u00f4tels surveillent plusieurs KPI pour faciliter la gestion des revenus\u00a0; chacun a son utilit\u00e9. GOPPAR est particuli\u00e8rement utile lorsque l\u2019on consid\u00e8re l\u2019h\u00f4tel dans son ensemble. Dans le m\u00eame temps, des mesures telles que l\u2019ADR et le RevPAR sont plus adapt\u00e9es \u00e0 l\u2019\u00e9valuation des tendances sp\u00e9cifiquement li\u00e9es aux revenus des chambres d\u2019h\u00f4tel.<\/strong><\/p>\n<h2>Avez-vous aim\u00e9 cet article sur ce qu&#039;est GOPPAR\u00a0?<\/h2>\n<p>Vous pourriez \u00e9galement \u00eatre int\u00e9ress\u00e9 par les articles suivants :<\/p>\n<ul>\n<li><a href=\"https:\/\/www.revfine.com\/fr\/rapport-sur-les-etoiles-de-lhotel\/\">H\u00f4tel STAR Report\u00a0: introduction claire pour les h\u00f4teliers<\/a><\/li>\n<li class=\"entry-title fusion-post-title\"><a href=\"https:\/\/www.revfine.com\/fr\/gestion-total-revenu\/\">Total Revenue Management\u00a0: comment les h\u00f4tels peuvent maximiser leurs revenus<\/a><\/li>\n<li><a href=\"https:\/\/www.revfine.com\/fr\/revenue-management-vs-yield-management\/\">Gestion des revenus vs gestion des rendements<\/a><\/li>\n<li><a href=\"https:\/\/www.revfine.com\/fr\/augmenter-trevpar-a-votre-hotel\/\">Strat\u00e9gies pour augmenter le TrevPAR dans votre h\u00f4tel<\/a><\/li>\n<li><a href=\"https:\/\/www.revfine.com\/fr\/hotel-budget\/\">Budget de l&#039;h\u00f4tel\u00a0: conseils de budg\u00e9tisation efficaces pour les h\u00f4teliers<\/a><\/li>\n<\/ul>\n<div class='code-block code-block-95' style='margin: 8px 0; clear: both;'>\n<h3>Plus de conseils pour d\u00e9velopper votre entreprise<\/h3>\n<strong>Revfine.com<\/strong> est la plateforme de connaissances leader dans le secteur de l&#039;h\u00f4tellerie et du voyage. Les professionnels utilisent nos connaissances, nos strat\u00e9gies et nos conseils pratiques pour s&#039;inspirer, optimiser leurs revenus, innover dans leurs processus et am\u00e9liorer l&#039;exp\u00e9rience client.<br><br>\n\nD\u00e9couvrez des conseils d&#039;experts sur la gestion, le marketing, revenue management, les op\u00e9rations, les logiciels et la technologie dans notre <span style=\"text-decoration: underline;\"><a href=\"https:\/\/www.revfine.com\/fr\/category\/hotel-blog\/\">H\u00f4tel<\/a><\/span>, <span style=\"text-decoration: underline;\"><a href=\"https:\/\/www.revfine.com\/fr\/category\/hospitalite\/\">Hospitalit\u00e9<\/a><\/span>, et <span style=\"text-decoration: underline;\"><a href=\"https:\/\/www.revfine.com\/fr\/category\/voyager\/\">Voyages et tourisme<\/a><\/span> cat\u00e9gories.<br>\n\n<\/div>","protected":false},"excerpt":{"rendered":"<p>Un indicateur de performance cl\u00e9, ou KPI, est une mesure quantifiable de la performance de l&#039;entreprise. Les KPI sont essentiels pour mettre en \u0153uvre une strat\u00e9gie de gestion des revenus r\u00e9ussie, car ils permettent aux entreprises d&#039;identifier les domaines de r\u00e9ussite et d&#039;\u00e9chec, ainsi que les tendances li\u00e9es \u00e0 la demande et au comportement des clients. GOPPAR est l&#039;un des KPI les plus importants que les h\u00f4tels utilisent pour la gestion des revenus. Cet article explique ce que<\/p>","protected":false},"author":24,"featured_media":284,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[11],"tags":[],"class_list":["post-279","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-hotel-kpi"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>What is GOPPAR? | Revenue Management KPI Explained<\/title>\n<meta name=\"description\" content=\"GOPPAR is an important KPI used by hotels for revenue management. In this article, we explain what GOPPAR stands for and why it is important.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.revfine.com\/fr\/quest-ce-que-goppar\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"What is GOPPAR? | Revenue Management KPI Explained\" \/>\n<meta property=\"og:description\" content=\"GOPPAR is an important KPI used by hotels for the purpose of revenue management. 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