F E AT U R E A R T I C L E
So, let’s take a look at some key properties of
“Value”-
1. Value is what matters to the customer–not what the
property assumes to be of value
2. Value is perceived and subjective – the value for
price relationship is different across customer
groups depending on their needs, wants and
purpose of travel
3. Value is what the customer is buying
4. When value is absent, unclear, confusing and/or
takes time to decipher, price perception becomes
unclear to the customer.
5. The absence of “value” and/or delivery of “value”
can erode reputation and profits
Take a moment to review all your terms and
conditions, policies and product offerings. Try and
get someone that is not in the industry to provide
feedback on the perceived value of your product
offerings amongst your competitor-set and across
distribution platforms.
The customer will pay for value – some key
value drivers for customers are things like quality,
reputation, reliability, a sense of trust and security.
Past experiences (good and bad) become a point of
reference from which they measure future value, as
well as competitor offerings and how they compare
to your product. This also extends to your loyalty
programs (from both an offerings perspective and in
execution).
ARMA
TM
G E T
C O N N E C T E D
www.revenuemanagement.com.au
“Nothing is more expensive than a missed opportunity to sell value”
Melissa Kalan
Virtual Revenue Management
WORKSHOP
Facilitated “live” online
Join Melissa Kalan across 3 morning or evening
sessions as she delivers the ARMA face to face
foundations workshop “online”.
In its 5th year and validated by numerous
industry testimonials you can select a time
convenient to you.
Let’s get Started!
https://workshop.arma-revenuemanagement.com/event
* for accommodation operators only
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