Total Revenue Management (TRM) Case Studies, Best Practices and Industry Insights

This book explores total revenue management (TRM), an emerging concept in revenue management that incorporates existing principles and tools of revenue management across all profit streams. It is a professional's guide to using TRM in an optimal and innovative manner to gain competitive advantage. Readers will gain comprehensive insights into the strategies, tools and principles of TRM including existing and emerging revenue streams across the value chain. The author offers a transparent and holistic explanation of pricing strategies, segmentation methods and distribution principles which enable implementation of TRM in organizations. 

Chapter 1 Total Revenue Management (TRM).- Chapter 2 Pricing Elements and Price Elasticity.- Chapter 3 Pricing as Part of the Corporate Strategy.- Chapter 4 Pricing Strategies.- Chapter 5 Supply Chain Management and Distribution Channels.- Chapter 6 Value Drivers in Revenue Management.- Chapter 7 Audits as Tool to evaluate Value.- Chapter 8 TRM for Services.- Chapter 9 Creating the Value Proposition.- Chapter 10 TRM in companies with financial Difficulties.- Chapter 11 Pricing in the Automotive Industry.- Chapter 12 Pricing in the Hospitality Industry.- Chapter 13 Pricing in the Aviation Industry.- Chapter 14 Pricing in the Healthcare Sector.- Chapter 15 Pricing Strategy in the Beer Industry.- Chapter 16 Outlook: Full Revenue Management (FRM).- Glossary.- Index.

Professor Dr. Marc Helmold (M.B.A.) is full-time Professor at the IUBH International University (IUBH) at the campus in Berlin (Germany). He teaches Bachelor, Master and M.B.A. students in lean management, revenue management, international negotiations, performance management, supply management, general management, strategic management and supply chain management. Prior to this position, he had several top management positions in automotive and railway companies. In parallel, he owns the consultancy MaHeLeanCon and supports international transactions and market entry strategies.