The Fundamentals
Which metric do managers use to determine whether their forecasting estimates are improving or worsening over time?
Forecast accuracy.
At PHC, which hotel leader owns and submits the total property forecast?
General Manager.
The number of rooms or amount of revenue added since an earlier snapshot is called what?
Pickup.
We get which percentage by dividing forecasted rooms sold by total available rooms?
Occupancy.
Which commercial lever may RM adjust when occupancy and pickup are weak?
Pricing.
Which fixed financial target shows what ownership hoped the hotel would achieve when the annual plan was approved.
Budget.
A tentative group has not responded for two weeks and its decision date has passed; which person should update its status and realistic room contribution?
Director of Sales.
If a hotel has 60 rooms on the books and expects 15 additional rooms before arrival; what is the forecasted room count?
75 rooms.
What rate metric is calculated by dividing forecasted room revenue by forecasted rooms sold?
ADR.
What should RM consider when a sellout is forecasted but lower-rated discounts remain open?
Restricting lower-rated discounts and increasing rates.
How can we best describe rooms and revenue already reserved for a future date?
On-the-books.
Who guides retail, government, wholesale and discount pricing, inventory controls, and demand strategy but does not own the total property forecast?
Revenue Manager.
The hotel normally picks up 20 rooms during the final 14 days, but this year it has less remaining inventory; expected pickup should be adjusted in which direction?
Downward.
If a 40-room group block is expected to materialize at 30 rooms, how many rooms should be forecasted?
30 rooms.
What operational priority should be addressed when strong demand cannot be accommodated because rooms are out of order?
Returning out-of-order rooms to service.
If actual room revenue finishes below the forecast, what did the hotel do when preparing the forecast.
Over-forecasting.
Which is the most appropriate opportunity for the GM and sales leader to review and update forecast details together?
Weekly GM and Sales meeting.
Which forecast adjustment accounts for expected cancellations, no-shows, and group block reductions when calculating expected rooms from on-the-books rooms and pickup?
Wash.
Which budget figures should be entered before forecasting the month?
Budgeted room revenue and room nights.
What results from copying the previous forecast without reviewing current pickup, cancellations, or market changes?
An inaccurate forecast.
What is the primary purpose of an accurate forecast.
Improving GOP through better operational and commercial decisions.
The hotel’s sales leader is responsible for entering which details under the special events and holidays section of the forecast?
Group details, special events, holidays, weather-related events, and rooms out of order for renovations.
The hotel repeatedly finishes above forecast because same-week transient bookings are excluded; which assumption must be added?
Short-term transient pickup.
Which detailed review can identify weekdays being over-forecast and weekends being under-forecast?
Day-by-day forecast accuracy.
What forecasting error occurs when the forecast is increased only to match the budget?
Forecasting to the budget.