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

  • 3h 20m
  • Dr. Marc Helmold
  • Springer
  • 2020

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.

About the Author

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.

In this Book

  • About the Book
  • List of Acronyms and Abbreviations
  • Total Revenue Management (TRM)
  • Pricing Elements and Price Elasticity
  • Pricing as Part of Corporate Strategy
  • Pricing Strategies
  • Supply Chain Management and Distribution Channels
  • Value Drivers in Revenue Management
  • Audits as Tool to Evaluate Value
  • TRM for Services
  • Creating the Value Proposition
  • TRM in Companies with Financial Difficulties
  • Pricing in the Automotive Industry
  • Pricing in the Hospitality Industry
  • Pricing in the Aviation Industry
  • Pricing in the Healthcare Sector
  • Pricing Strategy in the Beer Industry
  • Outlook—Full Revenue Management (FRM)
  • Glossary
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