AHLEI CHRM study plan
AHLEI CHRM · Give each week a clear focus.
8 weeks · About 7 hours per week
Revenue Management Fundamentals and Concepts
Define revenue management and distinguish it from related disciplines such as yield management and pricing
Explain how RevPAR, ADR, occupancy, and TRevPAR relate mathematically and interpret each metric
Identify the core conditions that make revenue management applicable to a lodging asset
Compute RevPAR, occupancy, and ADR from a set of given room-night figures
Your checkpoint
One-page metric cheat sheet with worked formulas and three self-solved calculation examples
Revenue Management Fundamentals and Concepts & Revenue Management Strategy and Analysis
Map the revenue management cycle from data collection through strategy execution and evaluation
Describe the role of market segmentation and demand-based pricing in strategy formation
Compare displacement analysis, hurdle rates, and group-versus-transient tradeoffs
Summarize how competitive sets and market intelligence inform positioning
Your checkpoint
Written case analysis (500 words) recommending a segment-mix decision with supporting rationale
Revenue Management Strategy and Analysis
Apply length-of-stay and rate-fence controls to hypothetical demand scenarios
Evaluate overbooking and inventory-allocation tradeoffs using expected-value reasoning
Interpret competitive-set benchmarking reports such as RevPAR index and penetration
Distinguish strategic, tactical, and operational revenue decisions
Your checkpoint
Decision log of five scenario exercises, each with chosen action and justification
Revenue Management Strategy and Analysis & Forecasting, Budgeting, and Reporting
Build a 90-day demand forecast using historical, pickup, and pace data
Explain forecast error sources and select appropriate accuracy measures
Translate a forecast into a weekly revenue budget with stated assumptions
Your checkpoint
Spreadsheet forecast and budget with documented assumptions and a variance column
Forecasting, Budgeting, and Reporting
Construct a variance analysis comparing budget, forecast, and actual performance
Identify leading and lagging indicators used in revenue reporting
Draft a concise performance narrative explaining key variances to a general manager
Distinguish capital, operating, and departmental budget structures
Your checkpoint
Two-page variance report with narrative commentary and three recommended corrective actions
Pricing, Distribution, and Channel Management
Explain rate-fencing structures and evaluate their effect on segment profitability
Compare direct, OTA, GDS, and metasearch channels on cost, reach, and control
Calculate net revenue by channel after commissions and acquisition costs
Assess the strategic role of rate parity and best-rate guarantees
Your checkpoint
Channel cost comparison table with net-revenue calculations for four channels
Pricing, Distribution, and Channel Management & Leadership, Communication, and Business Ethics
Design a distribution mix recommendation balancing profit and demand risk
Describe ethical tensions in revenue management such as price gouging, data use, and fairness
Outline how to communicate rate and inventory decisions to stakeholders with differing incentives
Identify leadership behaviors that build cross-functional trust with sales and operations
Your checkpoint
Ethics-and-communication brief (one page) with a stakeholder communication plan
Leadership, Communication, and Business Ethics & Revenue Management Fundamentals and Concepts & Revenue Management Strategy and Analysis & Forecasting, Budgeting, and Reporting & Pricing, Distribution, and Channel Management
Synthesize all five domains into an integrated revenue strategy for a sample property
Practice timed recall of key formulas, metrics, and decision frameworks
Self-assess weak areas and schedule targeted review
Draft talking points for defending a strategy to ownership
Your checkpoint
Integrated capstone strategy memo plus completed self-assessment scorecard across all domains
Milestones
Week 2: Can compute and interpret RevPAR, ADR, occupancy, and TRevPAR without notes, and explain segment-mix tradeoffs in writing
Week 4: Forecast and budget deliverable complete with assumptions documented and variance column populated
Week 6: Can rank four distribution channels by net revenue and justify the ranking
Week 8: Capstone memo completed and self-assessment shows no domain rated below developing