ENG

HUMAN RESOURCES MANAGEMENT WITH COACHING

What coaching is and to whom it is addressed
Where it applies
Some definitions of coaching
50 nuances of coaching
Creating Economic Value
Getting Started in Coaching
Basic Beliefs
The success of the enterprise
Communication and relationship with others
Management
Leadership
Vision, mission and values
Suggested readings
The “productive model” of Benedictine communities

REVENUE MANAGEMENT

What is revenue management
Revenue scorecards
Revenue for all
Common mistakes
Starting rates and rate dynamism
Rate Dynamics
Tips and Tricks
Waste, groups and general tips
Waste
The groups
What to do tomorrow

SPA MANAGEMENT

Market and Trends:

The wellness market
Consumer trends
Analysis of internal demand (Hotel clientele)
The potential of the local market
The Business Plan
The Break Even Point and identification of the CostPath
Revenue Management for SPAs
The RevPath (Average Revenue per Hour) as an indicator of profitability
Economic indicators for a SPA (Key Performance Indicators)
SUR: SPA Utilisation Ratio (SPA Utilisation Ratio)
ATR: The Average Treatment Rate (The average rate per treatment carried out)
SREVPOR: Spa Revenue per Occupied Hotel Room – REVPATH: Revenue Per Available Treatment Hour
What determines RevPath
Tariff strategies for high and low season

The management of a SPA or Wellness Centre:

Management for Spas
Staff management
Marketing, web communication, multi-channel web marketing.

FOOD AND BEVERAGE MANAGEMENT

Production factors and production processes in the catering industry
The production cycle
– Incidence of costs and their typology
– The cost of production (the food-cost).
– The contribution margin and commercial margin.
– The construction of the budget in catering.
– Pricing: how to determine the selling price of a product.
– The mark-up and multiplier method
– How to calculate the price of wine by the bottle or by the glass
Revenue management in catering
What is RevPash and how it is calculated
– The break even point and its applications.
– The operating budget.
– The operational and economic indicators.
– Menu analysis: popularity, contribution margin and food-cost.
– How to construct a menu
– The 6 basic rules for constructing a menu
– The menu engineering: the matrix of the Boston consulting group
– The method of sales analysis according to Pavesic, Miller and Kasavana
The marketing of the restaurant industry
The marketing mix, the 4 fundamental levers
– The product life cycle
– The M. Porter model
– The quality of service
The restaurant service
– How to handle a complaint
– The 3 rules of success
Human resources management
The departments of hotel catering
– How to select staff
– Staff training
– Team management in catering
– Managing staff conflicts
– The magnificent 4 companies in the hotel and catering world