{"id":28706,"date":"2024-01-14T09:00:24","date_gmt":"2024-01-14T08:00:24","guid":{"rendered":"https:\/\/www.revfine.com\/?p=28706"},"modified":"2025-09-17T20:43:14","modified_gmt":"2025-09-17T18:43:14","slug":"ripresa-e-ritmo-nella-gestione-delle-entrate","status":"publish","type":"post","link":"https:\/\/www.revfine.com\/it\/pickup-and-pace-in-revenue-management\/","title":{"rendered":"Scoprire l&#039;importanza della ripresa e del ritmo nella gestione delle entrate"},"content":{"rendered":"<p><em>In qualit\u00e0 di revenue manager, una delle tue domande quotidiane essenziali \u00e8: &quot;Qual \u00e8 stato il ritiro di ieri?&quot; \u00c8 una domanda che d\u00e0 il tono alla tua giornata e ti aiuta a prendere decisioni informate sulla vendita della camera giusta, all&#039;ospite giusto, al momento giusto, al prezzo giusto. L&#039;impostazione del prezzo corretto della camera \u00e8 senza dubbio la pietra angolare della gestione delle entrate, il modo in cui si arriva al prezzo ottimale richiede una notevole quantit\u00e0 di contesto, di cui il ritiro e il luogo giocano un ruolo fondamentale.<\/em><\/p>\n<h2>Cosa sono Pickup e Pace nel contesto del Revenue Management?<\/h2>\n<p>Il ritiro si riferisce al numero di camere prenotate per un intervallo di date specifico, a partire da una data specificata.<\/p>\n<p>Per esempio: <em>&quot;Per il prossimo venerd\u00ec abbiamo prenotato 23 pernottamenti negli ultimi sette giorni<\/em>&#039;. In questo scenario, venerd\u00ec \u00e8 l&#039;intervallo di date che stiamo analizzando, sette giorni precedenti \u00e8 il nostro &#039;<em>dalla data&#039;<\/em>, e il ritiro \u00e8 di 23 pernottamenti.<\/p>\n<p>Misura il numero di nuove prenotazioni, cancellazioni, modifiche alle prenotazioni e aggiustamenti delle prenotazioni di gruppo.<\/p>\n<p>Il ritmo di prenotazione, tuttavia, si riferisce alla velocit\u00e0 con cui queste prenotazioni si concretizzano per ciascuna rispettiva data. Il ritmo di prenotazione fornisce una visione approfondita della probabile domanda, occupazione e entrate generate per un particolare periodo.<\/p>\n<p>Analizzando la ripresa e il ritmo, i revenue manager ottengono preziose informazioni sui modelli e sui comportamenti di prenotazione della loro clientela. Confrontando questi parametri con lo stesso periodo del passato puoi valutare se il tuo tasso di occupazione \u00e8 in linea o in ritardo.<\/p>\n<p><div class='ai-viewports ai-viewport-1 ai-viewport-2 ai-insert-7-65404479' style='padding: 10px 5px 20px 5px;' data-insertion-position='prepend' data-selector='.ai-insert-7-65404479' data-insertion-no-dbg data-code='PGRpdiBjbGFzcz0nY29kZS1ibG9jayBjb2RlLWJsb2NrLTcgYWktdHJhY2snIGRhdGEtYWk9J1d6Y3NJaUlzSWlvcUtpQkNRVTVPUlZJNklFUmxjMnQwYjNBZ0xTQkNZVzV1WlhJZ1UyaHZjblJqYjJSbElERWlMQ0lpTERGZCcgc3R5bGU9J3BhZGRpbmc6IDEwcHggNXB4IDIwcHggNXB4Oyc+Cgo8ZGl2IGNsYXNzPSdhaS1yb3RhdGUgYWktdW5wcm9jZXNzZWQgYWktcm90YXRlLTctOTUzMzgxNzcnIHN0eWxlPSdwb3NpdGlvbjogcmVsYXRpdmU7Jz4KPGRpdiBjbGFzcz0iYWktcm90YXRlLW9wdGlvbiIgZGF0YS1pbmRleD0iMSIgZGF0YS1uYW1lPSJRUT09IiBkYXRhLWNvZGU9IlBHUnBkaUJqYkdGemN6MG5ZMjlrWlMxaWJHOWpheUJqYjJSbExXSnNiMk5yTFRRd0lHRnBMWFJ5WVdOckp5QmtZWFJoTFdGcFBTZFhlbEYzVEVSQmMwbHBiMmRSYlVaMVltMVdlVWxIVW14ak1uUXdZak5CWjB4VFFrTlJWa0ZuU1RCRloweFRRazVhV0dSNlNXbDNhVWxwZDNoWVVUMDlKeUJ6ZEhsc1pUMG5iV0Z5WjJsdU9pQTRjSGdnTURzZ1kyeGxZWEk2SUdKdmRHZzdKejRLUEdFZ2FISmxaajBpYUhSMGNITTZMeTkzZDNjdWJXVjNjeTVqYjIwdlpXNHZjbVZ6YjNWeVkyVnpMM0psYzJWaGNtTm9MMjFsZEhKcFkzTXRkR2hoZEMxdFlYUjBaWEkvZFhSdFgyTmhiWEJoYVdkdVBVMWxkSEpwWTNNbE1qQjBhR0YwSlRJd2JXRjBkR1Z5SlRJd0xTVXlNREl3TWpZbVlXMXdPM1YwYlY5emIzVnlZMlU5Y21WMlptbHVaU1poYlhBN2RYUnRYMjFsWkdsMWJUMWhabVpwYkdsaGRHVW1ZVzF3TzNWMGJWOTBaWEp0UFcxMGJTWmhiWEE3ZFhSdFgyTnZiblJsYm5ROVluSmhibVJsWkMxaVlXNXVaWElpSUhSaGNtZGxkRDBpWDJKc1lXNXJJaUJ5Wld3OUltNXZiM0JsYm1WeUlpQmpiR0Z6Y3owaVFtRnVibVZ5TFNOQkxVRm1kR1Z5TFZCaGNtRm5jbUZ3YUNJK1BHbHRaeUJqYkdGemN6MGlZV3hwWjI1dWIyNWxJSE5wZW1VdFpuVnNiQ0IzY0MxcGJXRm5aUzB6TnprME55SWdjM0pqUFNKb2RIUndjem92TDNkM2R5NXlaWFptYVc1bExtTnZiUzkzY0MxamIyNTBaVzUwTDNWd2JHOWhaSE12TWpBeU5pOHdNeTlDWVc1dVpYSXRNVEV3TUMxTlpYUnlhV056TFZSb1lYUXRUV0YwZEdWeUxXWnZjaTFJYjNSbGJDMVFaWEptYjNKdFlXNWpaUzVuYVdZaUlHRnNkRDBpSWlCM2FXUjBhRDBpTVRFd01DSWdhR1ZwWjJoMFBTSXlNREFpTHo0OEwyRStQQzlrYVhZK0Nnbz0iPgo8L2Rpdj4KPGRpdiBjbGFzcz0iYWktcm90YXRlLW9wdGlvbiIgZGF0YS1pbmRleD0iMiIgZGF0YS1uYW1lPSJRZz09IiBkYXRhLWNvZGU9IkNqeGthWFlnWTJ4aGMzTTlKMk52WkdVdFlteHZZMnNnWTI5a1pTMWliRzlqYXkwME1TQmhhUzEwY21GamF5Y2daR0YwWVMxaGFUMG5WM3BSZUV4RVFYTkphVzluVVcxR2RXSnRWbmxKUjFKc1l6SjBNR0l6UVdkTVUwSkRVVlpCWjBrd1NXZE1VMEpPV2xoa2VrbEhWalJrU0Vwb1NXbDNhVWxwZDNoWVVUMDlKeUJ6ZEhsc1pUMG5iV0Z5WjJsdU9pQTRjSGdnTURzZ1kyeGxZWEk2SUdKdmRHZzdKejRLUEdFZ2FISmxaajBpYUhSMGNITTZMeTkzZDNjdWJXVjNjeTVqYjIwdlpXNHZjbVZ6YjNWeVkyVnpMM0psYzJWaGNtTm9MMjFsZEhKcFkzTXRkR2hoZEMxdFlYUjBaWEkvZFhSdFgyTmhiWEJoYVdkdVBVMWxkSEpwWTNNbE1qQjBhR0YwSlRJd2JXRjBkR1Z5SlRJd0xTVXlNREl3TWpZbVlXMXdPM1YwYlY5emIzVnlZMlU5Y21WMlptbHVaU1poYlhBN2RYUnRYMjFsWkdsMWJUMWhabVpwYkdsaGRHVW1ZVzF3TzNWMGJWOTBaWEp0UFcxMGJTWmhiWEE3ZFhSdFgyTnZiblJsYm5ROVluSmhibVJsWkMxaVlXNXVaWElpSUhSaGNtZGxkRDBpWDJKc1lXNXJJaUJ5Wld3OUltNXZiM0JsYm1WeUlpQmpiR0Z6Y3owaVFtRnVibVZ5TFNOQ0xVRm1kR1Z5TFZCaGNtRm5jbUZ3YUNJK1BHbHRaeUJqYkdGemN6MGlZV3hwWjI1dWIyNWxJSE5wZW1VdFpuVnNiQ0IzY0MxcGJXRm5aUzB6TnprME55SWdjM0pqUFNKb2RIUndjem92TDNkM2R5NXlaWFptYVc1bExtTnZiUzkzY0MxamIyNTBaVzUwTDNWd2JHOWhaSE12TWpBeU5pOHdNeTlDWVc1dVpYSXRNVEV3TUMxTlpYUnlhV056TFZSb1lYUXRUV0YwZEdWeUxXWnZjaTFJYjNSbGJDMVFaWEptYjNKdFlXNWpaUzVuYVdZaUlHRnNkRDBpSWlCM2FXUjBhRDBpTVRFd01DSWdhR1ZwWjJoMFBTSXlNREFpTHo0OEwyRStDZ29LUEM5a2FYWStDZz09Ij4KPC9kaXY+CjwvZGl2Pgo8c2NyaXB0PmlmICh0eXBlb2YgYWlfanNfY29kZSA9PSAnYm9vbGVhbicpIHt2YXIgYWlfYmxvY2tfZGl2ID0gZG9jdW1lbnQucXVlcnlTZWxlY3RvciAoJy5haS1yb3RhdGUtNy05NTMzODE3NycpOyBhaV9wcm9jZXNzX3JvdGF0aW9uIChhaV9ibG9ja19kaXYpOyBhaV9ibG9ja19kaXYuY2xhc3NMaXN0LnJlbW92ZSAoJ2FpLXJvdGF0ZS03LTk1MzM4MTc3Jyk7fTs8L3NjcmlwdD4KPC9kaXY+Cg==' data-block='7'><\/div>\n<script>\n  ai_run_326663222673 = function(){ai_insert_viewport_code ('ai-insert-7-65404479');};\n  if (document.readyState === 'complete' || (document.readyState !== 'loading' && !document.documentElement.doScroll)) ai_run_326663222673 (); 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else document.addEventListener ('DOMContentLoaded', ai_run_807790511328);\n<\/script>\n<\/p>\n<p>Queste informazioni sono utili per misurare le tue prestazioni e definire le tue strategie per ottimizzare le entrate delle camere per date o periodi futuri specifici.<\/p>\n<p>Con una comprensione completa del comportamento di prenotazione dei tuoi ospiti, puoi prendere decisioni pi\u00f9 informate su prezzi, promozioni e altre tattiche di gestione delle entrate per garantire la massima redditivit\u00e0.<\/p>\n<h2>Perch\u00e9 il prelievo e il ritmo sono parametri di valore per i revenue manager degli hotel?<\/h2>\n<p>Il monitoraggio della raccolta e del ritmo fornisce informazioni preziose sulle tendenze e sui modelli di prenotazione, consentendoti di anticipare quando il tuo hotel raggiunger\u00e0 probabilmente la piena occupazione e se le tue entrate sono in linea con le tue previsioni.<\/p>\n<p>L&#039;analisi dei dati di ritiro giornalieri consente ai revenue manager di prendere decisioni strategiche sui prezzi e di adeguare di conseguenza i canali di distribuzione, le promozioni e le restrizioni.<\/p>\n<p>All&#039;interno del team commerciale pi\u00f9 ampio, le vendite possono monitorare le prestazioni delle prenotazioni rispetto agli anni precedenti e identificare le partnership con prestazioni inferiori, mentre il marketing pu\u00f2 stimolare la domanda. Trascurare di controllare il rapporto di ritiro per le date future rischia di vendere le camere al di sotto del prezzo ottimale, con conseguente perdita di prenotazioni e di entrate per i concorrenti.<\/p>\n<p>I vantaggi del monitoraggio della ripresa e del ritmo si estendono anche oltre il reparto commerciale. Altre aree aziendali, ad esempio operazioni, alimenti e bevande, approvvigionamenti e pulizie, possono utilizzare queste informazioni per pianificare e prepararsi per il periodo selezionato.<\/p>\n<p>Per sfruttare appieno i vantaggi della ripresa e del ritmo, \u00e8 necessario approfondire i dati ed estrarre informazioni significative che influenzino il processo decisionale.<\/p>\n<h2>Disimballaggio dei dati di ritiro e andatura per approfondimenti avanzati<\/h2>\n<p>La segmentazione \u00e8 un modo per dividere i potenziali ospiti in gruppi in base a una serie di caratteristiche e comportamenti comuni. Queste categorie potrebbero includere fattori come il fatto che facciano parte di un gruppo o siano passeggeri e se lo scopo del viaggio sia di lavoro o di piacere.<\/p>\n<p>Analizzando i dati di ripresa e ritmo suddivisi in segmenti, puoi scoprire informazioni essenziali sulle prestazioni della tua attivit\u00e0 che puoi quindi utilizzare per adattare le tue tattiche.<\/p>\n<p>Ad esempio, puoi facilmente determinare se un particolare segmento sta ottenendo buoni risultati o da dove proviene l&#039;improvviso picco di cancellazioni. Puoi vedere che tipo di impatto potrebbe avere sul tuo ritmo netto e avviare misure di mitigazione.<\/p>\n<h2>Agisci nel tuo hotel con i dati di ritiro e andatura<\/h2>\n<p>La segmentazione dei dati in base alla durata del soggiorno o al canale pu\u00f2 fornire informazioni preziose sui modelli di prenotazione e sulle origini degli ospiti, consentendo ai revenue manager di indirizzare l&#039;offerta appropriata al profilo cliente giusto. Inoltre, questi dati possono innescare una promozione PPC verso un mercato di origine poco performante con un&#039;offerta speciale adeguata o un incentivo sui prezzi.<\/p>\n<p>La segmentazione per tipologia di camera consente ai revenue manager di valutare le prestazioni delle diverse categorie di camere e apportare le modifiche necessarie. Analizzando i dati, potresti scoprire che una tariffa specifica funziona meglio di altre o che una particolare tipologia di camera \u00e8 pi\u00f9 lenta rispetto agli anni precedenti.<\/p>\n<p>La stagionalit\u00e0, gli eventi e il giorno della settimana sono altri fattori che possono influire sul ritmo di prenotazione. Comprendere questi modelli e le prestazioni storiche per giorno della settimana pu\u00f2 aiutare a implementare strategie di vendita adeguate per massimizzare le entrate delle camere per uno specifico DOA.<\/p>\n<p>Confrontando il ritmo di prenotazione delle prenotazioni attuali con le medie storiche della stessa settimana dell&#039;anno scorso, dello stesso giorno dell&#039;anno scorso o dello stesso periodo dell&#039;anno scorso pu\u00f2 aiutare a determinare se le prenotazioni sono in linea o sono in ritardo.<\/p>\n<p>Confrontando il ritiro con i parametri di riferimento del mercato puoi anche fornire informazioni su come si comporta la tua struttura rispetto ai suoi concorrenti.<\/p>\n<p>Pu\u00f2 darsi che la tua struttura riceva pi\u00f9 affari nel fine settimana che nei giorni feriali. Analizzando i dati sul ritmo per giorno della settimana, i revenue manager possono determinare se la loro strategia di prezzo per i giorni pi\u00f9 lenti influisce sulla redditivit\u00e0 complessiva.<\/p>\n<p>Inoltre, anche se il ritmo complessivo della tua prenotazione pu\u00f2 mostrare che l&#039;occupazione si sta evolvendo in modo simile a un momento precedente, suddividere l&#039;analisi del ritmo per tipologia di camera pu\u00f2 scoprire differenze nelle prestazioni.<\/p>\n<p>Sarebbe facile presumere che se si tiene traccia degli anni precedenti per una data di soggiorno specifica, si dispone di un margine di manovra per aumentare la migliore tariffa disponibile (BAR) per tutti i tipi di camera. Tuttavia, analizzando le prestazioni del tipo di camera, potresti scoprire che il mix \u00e8 diverso e che le tue camere di categoria inferiore stanno sovraperformando gli anni precedenti, mentre le camere di categoria superiore sono in ritardo. Aumentare la tariffa pi\u00f9 bassa potrebbe limitare il ritiro per quella data, mentre modificare la strategia per le camere di categoria superiore potrebbe stimolare il ritiro in quella categoria.<\/p>\n<p>Anche gli eventi unici svolgono un ruolo cruciale nel stimolare la domanda e la ripresa, e monitorare le tendenze attorno a questi attraverso un grafico del ritmo pu\u00f2 scoprire cambiamenti nei modelli che possono aiutare a gestire meglio le tattiche tariffarie. Ci\u00f2 \u00e8 particolarmente importante nell\u2019era post-pandemia, quando i tempi di prenotazione sono cambiati.<\/p>\n<p>Insieme, questi livelli di analisi forniscono un resoconto completo delle prestazioni della tua struttura in modo da poter personalizzare la tua strategia di prezzo e distribuzione per sfruttare le opportunit\u00e0 e mitigare i potenziali punti deboli.<\/p>\n<h2>Ottenere il massimo dai dati di prelievo e ritmo con una soluzione di business intelligence<\/h2>\n<p>L&#039;utilizzo efficace dei dati di ripresa e andatura inizia con la loro disponibilit\u00e0 e disponibilit\u00e0 quando necessario.<\/p>\n<p>Uno strumento come <span style=\"text-decoration: underline;\"><a href=\"https:\/\/www.mylighthouse.com\/business-intelligence\/business-intelligence\/?utm_campaign=launch-glob-23-12-brand-affiliate-en&amp;utm_source=revfine&amp;utm_medium=affiliate&amp;utm_content=website\" target=\"_blank\" rel=\"noopener\">Business Intelligence di Lighthouse<\/a><\/span> ti consente di prendere decisioni basate sui dati monitorando le prestazioni di ritiro, confrontandole con i dati storici e analizzando vari segmenti.<\/p>\n<p>Ci\u00f2 significa che puoi visualizzare facilmente tutte le informazioni rilevanti in un unico posto, identificare i segmenti che influiscono sul ritmo e individuare immediatamente opportunit\u00e0 per un&#039;analisi pi\u00f9 approfondita.<\/p>\n<p>Con un clic di un pulsante, puoi anche identificare immediatamente le aree di rendimento eccessivo o insufficiente e monitorare queste tendenze nel tempo per indirizzare segmenti specifici e migliorare le tue entrate.<\/p>\n<p><div class='ai-viewports ai-viewport-1 ai-viewport-2 ai-insert-4-46552565' style='padding: 10px 5px 20px 5px;' data-insertion-position='prepend' data-selector='.ai-insert-4-46552565' data-insertion-no-dbg 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per il settore dell&#039;ospitalit\u00e0 e dei viaggi. I professionisti utilizzano le nostre intuizioni, strategie e suggerimenti pratici per trarre ispirazione, ottimizzare i ricavi, innovare i processi e migliorare l&#039;esperienza del cliente.<br><br>\n\nEsplora i consigli degli esperti su gestione, marketing, revenue management, operazioni, software e tecnologia nel nostro dedicato <span style=\"text-decoration: underline;\"><a href=\"https:\/\/www.revfine.com\/it\/category\/blog-hotel\/\">Hotel<\/a><\/span>, <span style=\"text-decoration: underline;\"><a href=\"https:\/\/www.revfine.com\/it\/category\/ospitalita\/\">Ospitalit\u00e0<\/a><\/span>, e <span style=\"text-decoration: underline;\"><a href=\"https:\/\/www.revfine.com\/it\/category\/viaggiare\/\">Viaggi e turismo<\/a><\/span> categorie.<\/div>\n\n<\/div>","protected":false},"excerpt":{"rendered":"<p>Come revenue manager, una delle tue domande quotidiane essenziali \u00e8: &quot;Qual \u00e8 stato il ritiro di ieri?&quot; \u00c8 una domanda che d\u00e0 il tono alla tua giornata e ti aiuta a prendere decisioni informate sulla vendita della stanza giusta, all&#039;ospite giusto, al momento giusto, al prezzo giusto. Impostare il prezzo corretto della stanza \u00e8 senza dubbio la pietra angolare di revenue management,<\/p>","protected":false},"author":1,"featured_media":28707,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[799],"tags":[740],"class_list":["post-28706","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-revenue-management-strategies","tag-lighthouse"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>The Importance of Pickup and Pace in Revenue Management<\/title>\n<meta name=\"description\" content=\"In this article, you will learn what pickup and pace data are, why they are important and how to use them effectively.\" \/>\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\/it\/ripresa-e-ritmo-nella-gestione-delle-entrate\/\" \/>\n<meta property=\"og:locale\" content=\"it_IT\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Importance of Pickup and Pace in Revenue Management\" \/>\n<meta property=\"og:description\" content=\"In this article, you will learn what pickup and pace data are, why they are important and how to use them effectively.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.revfine.com\/it\/ripresa-e-ritmo-nella-gestione-delle-entrate\/\" \/>\n<meta property=\"og:site_name\" content=\"Revfine.com\" \/>\n<meta property=\"article:published_time\" content=\"2024-01-14T08:00:24+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-09-17T18:43:14+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.revfine.com\/wp-content\/uploads\/2024\/01\/Uncovering-the-Importance-of-Pickup-and-Pace-in-Revenue-Management.jpg\" \/>\n\t<meta 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