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Total Revenue Management (TRM)

Case Studies, Best Practices and Industry Insights

  • Book
  • © 2020

Overview

Authors:
  1. Marc Helmold

    1. IUBH International University, Berlin, Germany

    View author publications

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  • One of the first books on the principles, strategies and tools of total revenue management
  • Includes pricing strategies, distribution and marketing channels
  • Provides real-world case examples

Part of the book series: Management for Professionals (MANAGPROF)

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Table of contents (16 chapters)

  1. Front Matter

    Pages i-xxv
    Download chapter PDF

  2. Total Revenue Management (TRM)

    • Marc Helmold
    Pages 1-12

  3. Pricing Elements and Price Elasticity

    • Marc Helmold
    Pages 13-27

  4. Pricing as Part of Corporate Strategy

    • Marc Helmold
    Pages 29-42

  5. Pricing Strategies

    • Marc Helmold
    Pages 43-59

  6. Supply Chain Management and Distribution Channels

    • Marc Helmold
    Pages 61-69

  7. Value Drivers in Revenue Management

    • Marc Helmold
    Pages 71-77

  8. Audits as Tool to Evaluate Value

    • Marc Helmold
    Pages 79-82

  9. TRM for Services

    • Marc Helmold
    Pages 83-88

  10. Creating the Value Proposition

    • Marc Helmold
    Pages 89-94

  11. TRM in Companies with Financial Difficulties

    • Marc Helmold
    Pages 95-105

  12. Pricing in the Automotive Industry

    • Marc Helmold
    Pages 107-113

  13. Pricing in the Hospitality Industry

    • Marc Helmold
    Pages 115-127

  14. Pricing in the Aviation Industry

    • Marc Helmold
    Pages 129-137

  15. Pricing in the Healthcare Sector

    • Marc Helmold
    Pages 139-159

  16. Pricing Strategy in the Beer Industry

    • Marc Helmold
    Pages 161-174

  17. Outlook: Full Revenue Management (FRM)

    • Marc Helmold
    Pages 175-183

  18. Back Matter

    Pages 185-191
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Keywords

About this book

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. 

Authors and Affiliations

  • IUBH International University, Berlin, Germany

    Marc Helmold

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.

Bibliographic Information

  • Book Title: Total Revenue Management (TRM)

  • Book Subtitle: Case Studies, Best Practices and Industry Insights

  • Authors: Marc Helmold

  • Series Title: Management for Professionals

  • DOI: https://doi.org/10.1007/978-3-030-46985-6

  • Publisher: Springer Cham

  • eBook Packages: Business and Management, Business and Management (R0)

  • Copyright Information: The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Nature Switzerland AG 2020

  • Hardcover ISBN: 978-3-030-46984-9Published: 04 June 2020

  • Softcover ISBN: 978-3-030-46987-0Published: 04 June 2021

  • eBook ISBN: 978-3-030-46985-6Published: 03 June 2020

  • Series ISSN: 2192-8096

  • Series E-ISSN: 2192-810X

  • Edition Number: 1

  • Number of Pages: XXV, 191

  • Number of Illustrations: 2 b/w illustrations, 76 illustrations in colour

  • Topics: Sales/Distribution, Supply Chain Management, Market Research/Competitive Intelligence, Services

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