Revenue Management at Jinja Sailing Club

Abstract

This study was about revenue management in Jinja sailing club. The main objectives were to examine the level of revenue management in Jinja sailing club, to assess the challenges associated revenue management in Jinja sailing club and to suggest the strategies for improving revenue management in Jinja sailing club. In the study a cross sectional research design was employed and 24 respondents were sampled. The questionnaire was distributed to Jinja sailing club management employees which helped in getting their opinions on revenue management in Jinja sailing club.

Findings shows that factors which influence the level of revenue management in Jinja sailing club includes shortage of qualified revenue managers, The respondents said there are Challenges of some customer segments accepting, The respondents said there is a high cost of subscribing to booking websites, The Respondents said there is a high Cost of revenue management system acquisition, The Respondents said there is a high cost of revenue management system maintenance, The Respondents said there is a challenge of segmenting different customer groups, There is a challenge of analyzing large amounts of data in order to forecast demand.

Basing on the findings of the study, there is need to train staff in revenue management, Prices should be adjusted from time to time to maximize revenue, Data about no shows, declines, denials and cancellations should be collected and analyzed to predict future demand, Pricing should be based on customer segmentation, Most of the respondents also agreed that Revenue management system should be adopted.