A Framework for Key Account Management and Revenue Management Integration

This is an Open Access article under the terms of the Creative Commons Attribution-NonCommercial-NoDerivs 3.0 Unported (CC BY-NC-ND 3.0) license.Key Account Management (KAM) and Revenue Management (RevM) have been widely practiced in the service industries for more than three decades, but the effects of RevM on KAM remain largely unknown. This paper addresses this neglected area of study in the marketing field by presenting a framework for KAM and RevM integration that aligns the potentially conflicting management priorities of the two. The study uses an international hotel company as a research context to investigate, first, how a long-term relational approach to KAM may have been affected by RevM short-term revenue maximization goals, and, second, how KAM could be facilitated by RevM through an integrated approach to yield optimization from perishable products and from key accounts. The proposed framework is the first attempt of its kind to amalgamate KAM and RevM, involving critical analysis to assess comprehensively the revenue and the relationship value of a key accountPeer reviewedFinal Published versio

Revenue Management and Demand Fulfillment: Matching Applications, Models, and Software

Recent years have seen great successes of revenue management, notably in the airline, hotel, and car rental business. Currently, an increasing number of industries, including manufacturers and retailers, are exploring ways to adopt similar concepts. Software companies are taking an active role in promoting the broadening range of applications. Also technological advances, including smart shelves and radio frequency identification (RFID), are removing many of the barriers to extended revenue management. The rapid developments in Supply Chain Planning and Revenue Management software solutions, scientific models, and industry applications have created a complex picture, which appears not yet to be well understood. It is not evident which scientific models fit which industry applications and which aspects are still missing. The relation between available software solutions and applications as well as scientific models appears equally unclear. The goal of this paper is to help overcome this confusion. To this end, we structure and review three dimensions, namely applications, models, and software. Subsequently, we relate these dimensions to each other and highlight commonalities and discrepancies. This comparison also provides a basis for identifying future research needs.Manufacturing;Revenue Management;Software;Advanced Planning Systems;Demand Fulfillment

airline revenue management

With the increasing interest in decision support systems and the continuous advance of computer science, revenue management is a discipline which has received a great deal of interest in recent years. Although revenue management has seen many new applications throughout the years, the main focus of research continues to be the airline industry. Ever since Littlewood (1972) first proposed a solution method for the airline revenue management problem, a variety of solution methods have been introduced. In this paper we will give an overview of the solution methods presented throughout the literature.revenue management;seat inventory control;OR techniques;mathematical programming

Inclusion of Low Income Sectors in Latin American Agribusiness

We examine three case studies on agribusiness ventures that have included low income sectors (LIS) into value creation activities to reduce poverty in Latin America. While the goal for each agribusiness is economic profit, we find that this goal is not inconsistent with wealth creation among LIS. We use the agribusiness chain analytical framework to identify the roles played by LIS in the ventures studied, and we explore the ways in which LIS inclusion has influenced the performance of the agribusiness chains and contributed to their competitiveness.Agribusiness, Poverty reduction, Latin America, Agribusiness, Food Consumption/Nutrition/Food Safety, Food Security and Poverty,

Revenue Management In Manufacturing: A Research Landscape

Revenue management is the science of using past history and current levels of order activity to forecast demand as accurately as possible in order to set and update pricing and product availability decisions across various sales channels to maximize profitability. In much the same way that revenue management has transformed the airline industry in selling tickets for the same flight at markedly different rates based upon product restrictions, time to departure, and the number of unsold seats, many manufacturing companies have started exploring innovative revenue management strategies in an effort to improve their operations and profitability. These strategies employ sophisticated demand forecasting and optimization models that are based on research from many areas, including management science and economics, and that can take advantage of the vast amount of data available through customer relationship management systems in order to calibrate the models. In this paper, we present an overview of revenue management systems and provide an extensive survey of published research along a landscape delineated by three fundamental dimensions of capacity management, pricing, and market segmentation

Revenue Management and Demand Fulfillment: Matching Applications, Models, and Software

Recent years have seen great successes of revenue management, notably in the airline, hotel, and car rental business. Currently, an increasing number of industries, including manufacturers and retailers, are exploring ways to adopt similar concepts. Software companies are taking an active role in promoting the broadening range of applications. Also technological advances, including smart shelves and radio frequency identification (RFID), are removing many of the barriers to extended revenue management. The rapid developments in Supply Chain Planning and Revenue Management software solutions, scientific models, and industry applications have created a complex picture, which appears not yet to be well understood. It is not evident which scientific models fit which industry applications and which aspects are still missing. The relation between available software solutions and applications as well as scientific models appears equally unclear. The goal of this paper is to help overcome this confusion. To this end, we structure and review three dimensions, namely applications, models, and software. Subsequently, we relate these dimensions to each other and highlight commonalities and discrepancies. This comparison also provides a basis for identifying future research needs

Business to business online revenue management.

With the emergence of the Internet, electronic commerce (e-commerce), revenue management and especially applications that combine both are becoming increasingly an area of innovation for service industries. E-commerce has introduced efficiencies across the service chain and it has allowed improvements to take place within and across organizations. Revenue management when combined with ecommerce and done online not only improves resource management but it can be used as a strategic tool to gain competitive advantage. This chapter examines the current approaches and future trends in these very exciting and promising areas

Optimizing lot sizing model for perishable bread products using genetic algorithm

This research addresses order planning challenges related to perishable products, using bread products as a case study. The problem is how to effi­ci­ently manage the various bread products ordered by diverse customers, which requires distributors to determine the optimal number of products to order from suppliers. This study aims to formulate the problem as a lot-sizing model, considering various factors, including customer demand, in­ven­tory constraints, ordering capacity, return rate, and defect rate, to achieve a near or optimal solution, Therefore determining the optimal order quantity to reduce the total ordering cost becomes a challenge in this study. However, most lot sizing problems are combinatorial and difficult to solve. Thus, this study uses the Genetic Algorithm (GA) as the main method to solve the lot sizing model and determine the optimal number of bread products to order. With GA, experiments have been conducted by combining the values of population, crossover, mutation, and generation parameters to maximize the feasibility value that represents the minimal total cost. The results obtained from the application of GA demonstrate its effectiveness in generating near or optimal solutions while also showing fast computational performance. By utilizing GA, distributors can effectively minimize wastage arising from expired or perishable products while simultaneously meeting customer demand more efficiently. As such, this research makes a significant contri­bution to the development of more effective and intelligent decision-making strategies in the domain of perishable products in bread distribution.Penelitian ini berfokus untuk mengatasi tantangan perencanaan pemesanan yang berkaitan dengan produk yang mudah rusak, dengan menggunakan produk roti sebagai studi kasus. Permasalahan yang dihadapi adalah bagaimana mengelola berbagai produk roti yang dipesan oleh pelanggan yang beragam secara efisien, yang mengharuskan distributor untuk menentukan jumlah produk yang optimal untuk dipesan dari pemasok. Untuk mencapai solusi yang optimal, penelitian ini bertujuan untuk memformulasikan masalah tersebut sebagai model lot-sizing, dengan mempertimbangkan berbagai faktor, termasuk permintaan pelanggan, kendala persediaan, kapasitas pemesanan, tingkat pengembalian, dan tingkat cacat. Oleh karena itu, menentukan jumlah pemesanan yang optimal untuk mengurangi total biaya pemesanan menjadi tantangan dalam penelitian ini. Namun, sebagian besar masalah lot sizing bersifat kombinatorial dan sulit untuk dipecahkan, oleh karena itu, penelitian ini menggunakan Genetic Algorithm (GA) sebagai metode utama untuk menyelesaikan model lot sizing dan menentukan jumlah produk roti yang optimal untuk dipesan. Dengan GA, telah dilakukan percobaan dengan mengkombinasikan nilai parameter populasi, crossover, mutasi, dan generasi untuk memaksimalkan nilai kelayakan yang merepresentasikan total biaya yang minimal. Hasil yang diperoleh dari penerapan GA menunjukkan keefektifannya dalam menghasilkan solusi yang optimal, selain itu juga menunjukkan kinerja komputasi yang cepat. Dengan menggunakan GA, distributor dapat secara efektif meminimalkan pemborosan yang timbul akibat produk yang kadaluarsa atau mudah rusak, sekaligus memenuhi permintaan pelanggan dengan lebih efisien. Dengan demikian, penelitian ini memberikan kontribusi yang signifikan terhadap pengembangan strategi pengambilan keputusan yang lebih efektif dan cerdas dalam domain produk yang mudah rusak dalam distribusi roti

airline revenue management

With the increasing interest in decision support systems and the continuous advance of computer science, revenue management is a discipline which has received a great deal of interest in recent years. Although revenue management has seen many new applications throughout the years, the main focus of research continues to be the airline industry. Ever since Littlewood (1972) first proposed a solution method for the airline revenue management problem, a variety of solution methods have been introduced. In this paper we will give an overview of the solution methods presented throughout the literature