{"id":17111,"date":"2023-06-29T12:00:59","date_gmt":"2023-06-29T10:00:59","guid":{"rendered":"https:\/\/www.revfine.com\/?p=17111"},"modified":"2025-09-18T13:26:32","modified_gmt":"2025-09-18T11:26:32","slug":"por-que-os-gerentes-de-receita-precisam-ser-revisores-de-software-ativos","status":"publish","type":"post","link":"https:\/\/www.revfine.com\/pt\/why-revenue-managers-need-to-be-active-software-reviewers\/","title":{"rendered":"Ferramentas do com\u00e9rcio: por que os gerentes de receita precisam ser revisores ativos de software"},"content":{"rendered":"

Uma abordagem abrangente \u00e0 gest\u00e3o de receitas inclui tradicionalmente uma s\u00e9rie de solu\u00e7\u00f5es diferentes de PMS, CRS, RMS, rate shopper e ferramentas de business intelligence. Mas numa altura em que os n\u00edveis de ocupa\u00e7\u00e3o permanecem aberrantemente baixos, que outras ferramentas, se houver, um gestor de receitas deve ter em conta para ajudar a aumentar as receitas?<\/em><\/p>\n

O futuro da gest\u00e3o de receitas: gest\u00e3o do lucro total<\/h2>\n

Este artigo reflete uma conversa entre Paul Pedrick<\/a> de ROOMDEX e Oliver Geldner<\/a>, CTO e s\u00f3cio da Taktikon AB, consultoria de gest\u00e3o e distribui\u00e7\u00e3o de receitas e o que ele recomenda aos seus clientes.<\/p>\n

Se voc\u00ea olhar para tr\u00e1s, h\u00e1 15 anos, ver\u00e1 que os gerentes de TI de hot\u00e9is eram os principais tomadores de decis\u00e3o quando se tratava de adquirir ferramentas de software. Afinal, as op\u00e7\u00f5es tinham que funcionar dentro de uma pilha de tecnologia espec\u00edfica e muitas vezes eram ditadas pela escolha do PMS. Hoje, a nuvem mudou bastante as op\u00e7\u00f5es. Novas start-ups de tecnologia hoteleira, integra\u00e7\u00f5es f\u00e1ceis de PMS, avalia\u00e7\u00f5es gratuitas e cobran\u00e7a de SaaS promoveram o desenvolvimento e a disponibilidade de uma ampla gama de softwares f\u00e1ceis de testar e comprar. Os gestores de receitas agora orientam as escolhas de software \u00e0 medida que as barreiras t\u00e9cnicas tradicionais foram deixadas de lado.<\/p>\n

Nos \u00faltimos 5 a 10 anos, houve uma explos\u00e3o no desenvolvimento de ferramentas de distribui\u00e7\u00e3o e reserva. As ferramentas de gerenciamento de receitas facilitaram a defini\u00e7\u00e3o de tarifas de quarto e a maximiza\u00e7\u00e3o do RevPAR com base na demanda relativamente previs\u00edvel. No entanto, a Covid alterou drasticamente esta procura. Muitas das suposi\u00e7\u00f5es de demanda e segmento nas quais esses sistemas se baseavam tornaram-se n\u00e3o confi\u00e1veis.<\/p>\n

Foi necess\u00e1ria a crise global para que os Revenue Managers evolu\u00edssem<\/h2>\n

O mix de neg\u00f3cios de todos os hot\u00e9is foi imediatamente afetado pela queda quase imediata nas viagens relacionadas a neg\u00f3cios. J\u00e1 se passaram 18 meses desde o in\u00edcio da pandemia e os n\u00edveis de ocupa\u00e7\u00e3o continuam em queda. Enquanto no "bons tempos,"<\/em> Os hoteleiros concentraram-se principalmente na venda de quartos, a gest\u00e3o de receitas consiste agora em descobrir todas as oportunidades de receitas. H\u00e1 anos que acad\u00e9micos e consultores defendem uma abordagem hol\u00edstica e comercial ao neg\u00f3cio hoteleiro. Mas foi necess\u00e1ria a crise global para que os gestores de receitas come\u00e7assem a evoluir do modelo tradicional de receitas de quartos para uma abordagem de gest\u00e3o de receitas total.<\/p>\n

\u201cAntes da pandemia, cerca de 80% de propriedades estavam navegando\u201d, disse Geldner. \u201cEnt\u00e3o surgiu uma pandemia e, de repente, tudo ficou em perigo. A principal fonte de receitas \u2013 receitas de aquisi\u00e7\u00f5es de reservas \u2013 na qual as opera\u00e7\u00f5es se concentravam exclusivamente, \u00e9 abruptamente decapitada. Agora os hot\u00e9is est\u00e3o lutando por qualquer coisa. O conhecimento dos fluxos de rendimentos externos, nos quais talvez estivessem a pensar antes, mas que \u201cfar\u00e3o isto mais tarde\u201d, \u00e9 agora muito importante. Os gestores de receitas foram for\u00e7ados a adotar uma gest\u00e3o eficaz do lucro total. N\u00e3o se trata mais apenas de quartos ou receitas, mas de clientes e lucros.\u201d<\/p><\/blockquote>\n

Normalmente, a venda de servi\u00e7os auxiliares n\u00e3o faz parte da configura\u00e7\u00e3o real do produto de um PMS. Existe agora uma percep\u00e7\u00e3o de que os hot\u00e9is oferecem muito mais do que apenas um quarto. Os gerentes de receita precisam buscar ativamente solu\u00e7\u00f5es de software que possam gerar upsell, alimentos e bebidas, eventos e qualquer outro tipo de receita auxiliar.<\/p>\n

Oliver continuou: \u201cA pandemia nos mostrou que a tend\u00eancia anterior de levar as coisas devagar, internalizar e expandir a partir da\u00ed foi revertida. O sentimento agora \u00e9: \u201cPrecisamos ter a certeza de capturar todas as fatias do mercado, o mais r\u00e1pido poss\u00edvel. Precisamos pensar de novas maneiras sobre como conquistar mais neg\u00f3cios porque essas condi\u00e7\u00f5es de mercado n\u00e3o s\u00e3o familiares.\u201d As vendas auxiliares precisam ser inclu\u00eddas no processo de vendas e os gerentes de receita precisam adotar ferramentas de upsell<\/u><\/a>. O que antes poderia ter sido visto como algo interessante agora \u00e9 um contribuidor importante para a gest\u00e3o total do seu lucro. Esta \u00e9 uma maneira completamente diferente de tentar administrar seu neg\u00f3cio.\u201d<\/p><\/blockquote>\n

Nas actuais circunst\u00e2ncias econ\u00f3micas, os hot\u00e9is necessitam claramente de novas formas de diversificar a sua base de receitas para al\u00e9m das reservas de quartos. Novas ferramentas de software baseadas em nuvem s\u00e3o a chave para que isso aconte\u00e7a. Os gestores de receitas precisam de procurar, testar e implementar um conjunto de ferramentas de software que impulsione o fluxo de caixa e recupere a sa\u00fade do seu neg\u00f3cio hoteleiro.<\/strong><\/p>\n

\n

Mais dicas para expandir seus neg\u00f3cios<\/h3>\nRevfine.com<\/strong> \u00e9 a plataforma de conhecimento l\u00edder para a ind\u00fastria de hospitalidade e viagens. Profissionais usam nossos insights, estrat\u00e9gias e dicas pr\u00e1ticas para se inspirar, otimizar receita, inovar processos e melhorar a experi\u00eancia do cliente.

\n\nExplore conselhos de especialistas sobre gest\u00e3o, marketing, revenue management, opera\u00e7\u00f5es, software e tecnologia em nosso dedicado Hotel<\/a><\/span>, Hospitalidade<\/a><\/span>, e Viagem de Turismo<\/a><\/span> categorias.<\/div>","protected":false},"excerpt":{"rendered":"

Uma abordagem abrangente para gerenciamento de receita tradicionalmente inclui uma s\u00e9rie de solu\u00e7\u00f5es diferentes de ferramentas de PMS, CRS, RMS, comprador de taxa e intelig\u00eancia de neg\u00f3cios. Mas em um momento em que os n\u00edveis de ocupa\u00e7\u00e3o permanecem aberrantemente baixos, de quais outras ferramentas, se houver, um gerente de receita deve estar ciente que pode ajudar a aumentar a receita? O futuro do gerenciamento de receita: gerenciamento de lucro total Este artigo<\/p>","protected":false},"author":1,"featured_media":17133,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[771,769,199],"tags":[660],"class_list":["post-17111","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-revenue-management-guides","category-revenue-management-system","category-software","tag-roomdex"],"yoast_head":"\nWhy Revenue Managers Need to Be Active Software Reviewers<\/title>\n<meta name=\"description\" content=\"This article describes recommendations to clients from Oliver Geldner of Taktikon AB, a revenue management and distribution consultancy.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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