Which industry scenario best illustrates yield management?

• A. A hotel raises rates on dates with high demand while offering discounts on low-demand dates
• B. A hotel keeps the same rate all year
• C. A hotel never offers discounts
• D. A hotel only uses flat-rate pricing

Answer: (A)

Yield management focuses on selling the right room to the right guest at the right time for the right price by adjusting prices based on demand and remaining inventory. The strongest illustration is adjusting pricing to match demand: raising rates on dates with high demand and offering discounts on dates with lower demand. This approach helps maximize total revenue by capturing more value when guests are willing to pay more and by filling rooms when demand is weaker.

If prices stayed constant year-round, stayed high with no discounts, or were set as flat rates regardless of demand, the pricing wouldn’t respond to market conditions, so revenue potential wouldn’t be optimized.