The Yield management [], frequently with yield management translated, is an instrument for the simultaneous and dynamic, usually computer-aided price and capacity control.

From the principle it concerns at the Yield management a special form of the price distinction. In contrast to the classical price distinction it already varies the prices not only on product level, but for individual articles (not: Stage performance on Saturday 10%, but: Conception to 1.10 -15%; 8.10 5%). A further characteristic is that it be based on imposition of quotas (a theatre releases 20 for student, who remainder sold to the normal tariff from 100 places). If a contingent is used up, the associated tariff is no longer available. Which lets the imposition of quotas appear somewhat unusual at first sight, it is that appropriate contingents not only to observable and/or examinable criteria (student, club member) to be attached to be able, but also at behaviors (airline releases 10 places for 1 "€ and 15 at the half price. Who comes first, gets the cheapest still available tariff - outward it looks in such a way, as if the prices would rise with the time).

For the forecast, when which contingent should have which initial value, different statistic prognosis procedures are used, which over the purchase pattern determines the expected demand on the basis of past data. Due to the complexity of the task this happens usually with the help of high performance computer systems. For the case of Fehlprognosen exist additional secondary dispatching mechanisms, which shift capacities of lower tariffs e.g. with high demand on more expensive.

Yield management creates the basis for the budget production and must into all marketing activities be integrated. Good Yield management creates an even extent of utilization also with strongly varying demand and maximizes the total yield of a unit of power, even if the average prices can failing smaller than planned. Originally it was developed by American Airlines in the course of the Deregulierungen of the aeronautical sector. In the meantime appropriate techniques and systems are to be found with each larger airline. Outside of the aeronautical sector Yield management is used particularly with hotels, in the carrying trade and by car hire (under certain conditions generally for service offerer suitable instrument of the price strategy).

A term, which is equated frequently with Yield management, is Revenue management. Whether this equating is justified, is still disputed in the literature. The described methods are very similar to in any case, although frequently the equipment of the Revenue management is more extensively described, than it is at the Yield management the case.

• admitted input parameter
  • Capacity
  • Prices
  • Extent of utilization
  • Demand
  • external factors (holidays, fairs)

• unknown input parameters
  • future demand
  • Cancellation ratio
  • unexpected external factors

Further view words: EMSR (Expected marginally Seat Revenue), Bid Pricing, nesting, protection nesting

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