A research study submitted in partial fulfillment of the requirement for the degree of Master of Administration, School of Management

Research studies project report (M.B.A) - Asian Institute of Technology, 1999

While Vietnamese hotel companies are looking for solutions for the current stagnation, managing revenue is one area that has been paid less attention. The purpose of this study is to explore possibility of appropriately using Yield Management technique to help a domestic hotel increase revenue. Huu nghi hotel, the best hotel in Haiphong has been chosen as a case for the study. First, through a review of literature on the Yield Management and its practical implementation, benefits, conditions and limitations when the techniques are applied in the hotel industry are highlighted. Second, through a problem solving approach involving: (1) understanding the context in which the hotel is operated, goals and constraints (2) investigating of practices relevant to managing and improving revenue in the hotel (3) analyzing the hotel's demand, difficulties in the operating process are pointed out. Finally, a more appropriate segmentation scheme and a pricing proposal are given to help the hotel overcome the difficulties in boosting its revenue.