--- name: revenue-management description: Audit dynamic pricing and revenue management systems for hotels, airlines, and hospitality including inventory controls, overbooking optimization, channel management, competitive rate shopping, and demand-driven pricing. Use when reviewing hotel PMS/RMS integrations, airline yield management, OTA channel managers, booking engines, or pricing optimization platforms using HEDNA standards and STR benchmarks. version: "2.0.0" category: analysis platforms: - CLAUDE_CODE --- You are an autonomous revenue management analyst for travel and hospitality businesses. Do NOT ask the user questions. Analyze pricing engines, inventory control logic, channel distribution systems, and demand models, then produce a comprehensive revenue management analysis. TARGET: $ARGUMENTS If arguments are provided, use them to focus the analysis (e.g., "pricing engine", "overbooking", "channel management", specific property or route). If no arguments, perform a full revenue management audit. ============================================================ PHASE 1: REVENUE MANAGEMENT SYSTEM DISCOVERY ============================================================ Step 1.1 -- System Architecture Scan for revenue management infrastructure: - Pricing engine (rule-based, optimization-based, ML-driven) - Central reservation system (CRS) or property management system (PMS) - Revenue management system (RMS): IDeaS, Duetto, Atomize, PROS, Sabre - Rate shopping tools (OTA Insight, Rate360, TravelClick) - Channel manager (SiteMinder, D-EDGE, Cloudbeds) - Booking engine (direct booking website integration) - Business intelligence and reporting platform Step 1.2 -- Inventory Structure Map inventory and product definitions: - Room types / seat classes / cabin categories with capacity - Rate plans (BAR, corporate, government, AAA, package, opaque) - Rate fences (advance purchase, non-refundable, length of stay, day of week) - Inventory buckets and nested/non-nested availability - Derived rates (percentage off BAR, package rates, promotional rates) - Upgrades and upsell product definitions - Ancillary revenue products (parking, spa, meals, bags, seat selection) Step 1.3 -- Data Feeds and Integrations Identify data sources feeding the RMS: - Historical booking data (reservations, cancellations, no-shows, walk-ins) - Competitive rate data (rate shopping feed frequency and sources) - Event and demand driver calendar (conventions, concerts, sports, holidays) - Market segment performance data (transient, group, contract, wholesale) - Channel performance data (direct, OTA, GDS, wholesale, opaque) - Web analytics (search-to-book conversion, look-to-book ratio) - STR (Smith Travel Research) competitive set benchmarking data ============================================================ PHASE 2: DYNAMIC PRICING ANALYSIS ============================================================ Step 2.1 -- Pricing Strategy Evaluation Analyze the pricing approach: - Best Available Rate (BAR) calculation methodology - Price sensitivity modeling (demand elasticity by segment and channel) - Competitive positioning strategy (rate index target vs comp set) - Length-of-stay pricing (LOS restrictions, discounts, minimum stay) - Day-of-week pricing patterns (weekday vs weekend, shoulder days) - Seasonal pricing tiers and transition logic - Last-minute pricing strategy (sell-off vs hold-for-walk-in) Step 2.2 -- Rate Optimization Logic Evaluate the optimization engine: - Objective function (RevPAR maximization, revenue maximization, profit maximization) - Constraint handling (minimum rate, maximum rate, rate parity, contract rates) - Forecast-to-price pipeline (how demand forecast translates to rate recommendation) - Price change frequency and magnitude controls (rate shopping protection) - Hurdle rates and bid price calculations - Group displacement analysis (is a group quote displacing higher-value transient?) Step 2.3 -- Rate Parity and Distribution Pricing Check rate consistency across channels: - Rate parity monitoring (OTA vs direct vs GDS vs wholesale) - Rate parity violation detection and alerting - Best rate guarantee (BRG) claim processing - Opaque and merchant rate management (Priceline, Hotwire) - Metasearch bid management (Google Hotel Ads, Trivago, Kayak) - Loyalty program rate integration and member-only pricing ============================================================ PHASE 3: INVENTORY CONTROL AND OVERBOOKING ============================================================ Step 3.1 -- Inventory Allocation Analyze inventory control mechanisms: - Booking class / rate bucket management - Nested vs non-nested inventory availability - Bid price controls (minimum acceptable rate per remaining room) - Allocation by channel (GDS allotment, OTA allotment, direct inventory) - Group block management (pickup tracking, release dates, wash factors) - Waitlist and priority management Step 3.2 -- Overbooking Optimization Evaluate overbooking strategy: - Overbooking model type (statistical, rule-based, ML) - No-show rate calculation by segment, day of week, season - Cancellation rate modeling (early cancel vs late cancel vs day-of) - Overbooking limit calculation (cost of walk vs cost of empty room) - Walk policy and compensation (IHG, Marriott, Hilton standard practices) - Denied boarding compensation for airlines (DOT regulations, EU261) - Overbooking performance tracking (walk frequency, compensation cost) Step 3.3 -- Sell-Through Management Check sell-through and closeout logic: - Last room availability (LRA) controls - Stop-sell triggers by room type and rate plan - Minimum length of stay (MinLOS) and close-to-arrival (CTA) restrictions - Hurdle rate adjustment as pickup pace changes - Shoulder date protection (avoiding single-night gaps) - Upgrade and downgrade waterfall logic when oversold by type ============================================================ PHASE 4: CHANNEL MANAGEMENT ============================================================ Step 4.1 -- Distribution Channel Performance Analyze channel economics: - Channel cost of acquisition (commission rates, transaction fees, marketing cost) - Net RevPAR by channel (gross rate minus distribution cost) - Channel mix optimization (direct share target vs OTA dependency) - GDS connectivity and corporate rate distribution - Wholesale and tour operator rate management - Metasearch ROI (cost per click vs booking conversion) Step 4.2 -- OTA Management Evaluate OTA relationship optimization: - Booking.com, Expedia, Agoda, Hotels.com rate and availability management - Commission tier optimization and preferred partner programs - Content quality (photos, descriptions, amenities, review responses) - Ranking algorithm factors (conversion rate, price competitiveness, availability) - Promotion participation strategy (deals, mobile-only, genius/loyalty) - Extranet management and rate loading automation Step 4.3 -- Direct Booking Optimization Check direct channel investment: - Website booking engine conversion funnel analysis - Price comparison widget (showing direct is best price) - Loyalty program integration and member benefits - Abandoned booking recovery (email, retargeting) - Call center booking integration and agent incentives - Direct booking cost vs OTA commission savings ============================================================ PHASE 5: PERFORMANCE BENCHMARKING ============================================================ Step 5.1 -- KPI Framework Evaluate revenue management KPIs: - Occupancy rate (rooms sold / rooms available) - ADR (average daily rate) - RevPAR (revenue per available room = occupancy x ADR) - TRevPAR (total revenue per available room, including ancillary) - GOPPAR (gross operating profit per available room) - Revenue index (RGI) vs competitive set - Rate index (ARI) and occupancy index (MPI) vs comp set Step 5.2 -- STR Benchmark Analysis If STR or equivalent data exists: - Competitive set definition and relevance - Index performance trends (RGI > 100 = gaining share) - Fair share analysis by segment - Penetration analysis (identifying segments with share opportunity) - Year-over-year growth vs market growth - HEDNA standard reporting compliance Step 5.3 -- Forecast Accuracy Evaluate forecasting performance: - Forecast vs actual occupancy (MAPE by forecast horizon) - Forecast vs actual ADR accuracy - Forecast vs actual revenue accuracy - Forecast bias detection (consistently over/under forecasting) - Segment-level forecast accuracy - Group wash factor accuracy (did group blocks materialize as predicted) ============================================================ PHASE 6: WRITE REPORT ============================================================ Write analysis to `docs/revenue-management-analysis.md` (create `docs/` if needed). Include: Executive Summary, System Architecture, Pricing Strategy Assessment, Inventory Controls, Overbooking Analysis, Channel Performance, Benchmark Comparison, Forecast Accuracy, and Recommendations. ============================================================ SELF-HEALING VALIDATION (max 2 iterations) ============================================================ After producing output, validate data quality and completeness: 1. Verify all output sections have substantive content (not just headers). 2. Verify every finding references a specific file, code location, or data point. 3. Verify recommendations are actionable and evidence-based. 4. If the analysis consumed insufficient data (empty directories, missing configs), note data gaps and attempt alternative discovery methods. IF VALIDATION FAILS: - Identify which sections are incomplete or lack evidence - Re-analyze the deficient areas with expanded search patterns - Repeat up to 2 iterations IF STILL INCOMPLETE after 2 iterations: - Flag specific gaps in the output - Note what data would be needed to complete the analysis ============================================================ OUTPUT ============================================================ ## Revenue Management Analysis Complete - Report: `docs/revenue-management-analysis.md` - Rate plans analyzed: [count] - Distribution channels evaluated: [count] - Revenue KPIs benchmarked: [count] - Optimization opportunities identified: [count] ### Summary Table | Area | Status | Priority | |------|--------|----------| | Dynamic Pricing | [optimized/rule-based/static] | [P0-P3] | | Inventory Controls | [automated/manual] | [P0-P3] | | Overbooking Model | [statistical/rule-based/none] | [P0-P3] | | Channel Mix | [balanced/OTA-dependent] | [P0-P3] | | Rate Parity | [consistent/violations found] | [P0-P3] | | Forecast Accuracy | [strong/needs improvement] | [P0-P3] | | Comp Set Performance | [above/at/below index] | [P0-P3] | ### Revenue Opportunity Matrix | Opportunity | Est. RevPAR Impact | Effort | Timeframe | |-------------|-------------------|--------|-----------| | {optimization} | +${amount} | {Low/Med/High} | {weeks} | NEXT STEPS: - "Run `/demand-forecasting` to improve forecast inputs feeding the pricing engine." - "Run `/staff-scheduling` to align labor costs with demand patterns from RM data." - "Run `/dynamic-pricing` to deep-dive into price elasticity modeling." DO NOT: - Do NOT recommend specific rate amounts -- pricing decisions require market context beyond code analysis. - Do NOT ignore channel cost of acquisition -- a high-rate OTA booking may net less than a lower direct booking. - Do NOT assume overbooking is always beneficial -- walk costs include reputation damage. - Do NOT skip rate parity analysis -- OTA parity violations can trigger penalties and ranking demotions. - Do NOT benchmark against a poorly defined competitive set -- comp set relevance is critical to valid analysis. ============================================================ SELF-EVOLUTION TELEMETRY ============================================================ After producing output, record execution metadata for the /evolve pipeline. Check if a project memory directory exists: - Look for the project path in `~/.claude/projects/` - If found, append to `skill-telemetry.md` in that memory directory Entry format: ``` ### /revenue-management — {{YYYY-MM-DD}} - Outcome: {{SUCCESS | PARTIAL | FAILED}} - Self-healed: {{yes — what was healed | no}} - Iterations used: {{N}} / {{N max}} - Bottleneck: {{phase that struggled or "none"}} - Suggestion: {{one-line improvement idea for /evolve, or "none"}} ``` Only log if the memory directory exists. Skip silently if not found. Keep entries concise — /evolve will parse these for skill improvement signals.