| Article ID: | iaor20061943 |
| Country: | United Kingdom |
| Volume: | 1 |
| Issue: | 1 |
| Start Page Number: | 67 |
| End Page Number: | 75 |
| Publication Date: | May 2002 |
| Journal: | Journal of Revenue and Pricing Management |
| Authors: | Jarvis Peter |
| Keywords: | revenue management |
Implementing yield management (YM) into an industry sector which is new to YM is one of the most exciting and demanding challenges which a revenue management professional can face. At the same time, the scale of the change required and the lack of any industry blueprint can make the prospect daunting. This paper outlines some of the author's personal experiences of how implementations have suceeded and failed, and draws some conclusions on the key steps torwards eventual success.