Managing the long-term profit yield from market segments in a hotel environment: a case study on the implementation of customer profitability analysis

1999 ◽  
Vol 18 (2) ◽  
pp. 111-128 ◽  
Author(s):  
Breffni Noone ◽  
Peter Griffin

Customer Profitability Analysis (CPA) is a procedure that provides management with information related to customers that will allow them to manage revenue from a profit perspective. The data attained from CPA will assist with decisions regarding marketing, product development, and capacity management to create a customer mix, which will provide the best profit results. BAR means the best available rate, in which a regular customer is charged in case he has approved to reserve. The various stages of yield management include: 1) grow a profit culture, 2) study the overall demand, 3) create price value relations, 4) form suitable market segments, 5) evaluate the pattern of demand, 6) find the failures and denials, and 7) assess and review the system.


2018 ◽  
Vol 24 (1) ◽  
Author(s):  
Prakash C Thakur ◽  
Dario D Cabrera ◽  
Nathan DeCarolis ◽  
Arthur A Boni

We examine and analyze the elements important for developing a commercialization strategy for an emerging technology of great relevance to biopharma: three-dimensional bio-printing (3DBP). We begin with a technology overview, identification of multiple, potential end-user market segments, then examine the key forces driving the competitive landscape of the emerging industry. The ability to print engineered 3D tissues advances innovations for human health and 3DBP is a transformative and disruptive technological breakthrough with high commercial potential for both short-term and long-term market applications. The near-term research markets include drug discovery research and development and the long-term markets focused on printing of organs and organoids for regenerative medicine. We include a mini-case study on the emergence of one potential innovation, the FRE SH printing technology being developed at Carnegie Mellon University. The case study includes extensive market research made possible by published data, and our customer surveys. The commercialization pathway to innovation is framed in terms of combining two popular innovation frameworks: The Disruptive Innovation and the Blue Ocean strategic frameworks for market entry, growth, and expansion spanning from early adopters to mainstream market segments. We also advocate open innovation as an approach to building the “lean” business model and collaborative ecosystems through strategic alliances with noncompeting firms having overlapping interests in 3DBP. This collaboration in parallel enables faster and more capital efficient validation of the process: product development, market development, validation of product/market fit, and market /customer development across the product life cycle spanning short, medium, and long-term visions for the technology. A platform strategy is framed to maximize the power of the technology and development of a sustained competitive advantage through complementary products, services, and partners in the emerging ecosystem.


Oryx ◽  
2012 ◽  
Vol 46 (1) ◽  
pp. 45-54 ◽  
Author(s):  
Janet Fisher

AbstractA key question in the literature on payments for ecosystem services (PES) is how payments incentivize conservation action and, in particular, how they interact with other motivations, including motivations for environmental stewardship. Related to this question are concerns about the temporal sustainability of PES: what happens when payments cease and whether a ‘no pay, no care’ environmental ethic is fostered. I present empirical research from a case study in western Uganda, where forest-adjacent communities are paid in exchange for planting trees on private lands, for carbon sequestration. The study demonstrates the range of values people have for trees in the landscape and the range of motivations for participating in PES schemes. However, the analysis shows that payments are clearly the main motivation for involvement, except in one area where people are more motivated by aesthetic and existence values for trees. Given the widespread importance of money in motivating involvement, I investigate the profitability of participation over time. This profitability analysis, in combination with qualitative data on perceptions of, and plans for, the future, contributes to understanding the temporal sustainability of PES. I draw on various strands of evidence to argue that the way participants prioritize payments may constitute a threat to the long-term maintenance of PES activities, particularly in situations such as in this case study, in which there is a mismatch between payments and contract length.


2003 ◽  
Vol 32 (7) ◽  
pp. 573-583 ◽  
Author(s):  
Erik M. van Raaij ◽  
Maarten J.A. Vernooij ◽  
Sander van Triest

2020 ◽  
Vol 29 (4) ◽  
pp. 2049-2067
Author(s):  
Karmen L. Porter ◽  
Janna B. Oetting ◽  
Loretta Pecchioni

Purpose This study examined caregiver perceptions of their child's language and literacy disorder as influenced by communications with their speech-language pathologist. Method The participants were 12 caregivers of 10 school-aged children with language and literacy disorders. Employing qualitative methods, a collective case study approach was utilized in which the caregiver(s) of each child represented one case. The data came from semistructured interviews, codes emerged directly from the caregivers' responses during the interviews, and multiple coding passes using ATLAS.ti software were made until themes were evident. These themes were then further validated by conducting clinical file reviews and follow-up interviews with the caregivers. Results Caregivers' comments focused on the types of information received or not received, as well as the clarity of the information. This included information regarding their child's diagnosis, the long-term consequences of their child's disorder, and the connection between language and reading. Although caregivers were adept at describing their child's difficulties and therapy goals/objectives, their comments indicated that they struggled to understand their child's disorder in a way that was meaningful to them and their child. Conclusions The findings showed the value caregivers place on receiving clear and timely diagnostic information, as well as the complexity associated with caregivers' understanding of language and literacy disorders. The findings are discussed in terms of changes that could be made in clinical practice to better support children with language and literacy disorders and their families.


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