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der Hotellerie",{"id":848,"type":57,"tags":849,"lang":14,"slug":850,"first_publication_date":480,"last_publication_date":480,"uid":851,"url":852,"link_type":24,"key":853,"isBroken":34},"aNV40xIAACMANLkd",[],"kpi","glossar-kpi","/de/glossar-kpi","6587e0ba-dcb9-4353-8c7f-19881bc5a1d1","9025ca87-d327-4ba6-a148-5ac4391dc09b","Yield management",[857],{"type":646,"text":858,"spans":859,"direction":656},"Yield Management ist eine Strategie, mit der Hotels das richtige Zimmer zum richtigen Zeitpunkt an den richtigen Gast zum passenden Preis verkaufen. Ziel ist es, den Wert des festen Zimmerangebots durch nachfragebasierte Preise und Verfügbarkeiten bestmöglich auszuschöpfen.",[],[861,1157],{"variation":32,"version":68,"items":862,"primary":863,"id":1155,"slice_type":1156,"slice_label":5},[],{"text":864},[865,867,871,874,877,880,883,886,903,908,911,914,917,921,927,941,946,950,953,956,959,964,970,975,981,987,993,996,999,1002,1017,1020,1023,1026,1041,1053,1058,1072,1077,1080,1083,1087,1100,1103,1106,1109,1123,1126,1138,1141],{"type":646,"text":858,"spans":866,"direction":656},[],{"type":868,"text":869,"spans":870,"direction":656},"heading2","Warum ist Yield Management wichtig für Hotels?",[],{"type":646,"text":872,"spans":873,"direction":656},"Yield Management basiert auf einem grundlegenden wirtschaftlichen Prinzip der Hotellerie: Zimmer sind ein begrenztes Gut mit einem festen Verfallsdatum. Ein Zimmer, das heute Nacht leer bleibt, kann morgen nicht mehr für diese Nacht verkauft werden. Der potenzielle Umsatz ist unwiderruflich verloren. Da die Nachfrage nach Übernachtungen selten konstant ist, sondern je nach Wochentag, Saison, Events oder Ferienzeiten schwankt, müssen Preise flexibel reagieren.",[],{"type":646,"text":875,"spans":876,"direction":656},"Für Unterkünfte gilt diese Strategie häufig als eines der wichtigsten Werkzeuge, um Angebot und Nachfrage in ein möglichst profitables Gleichgewicht zu bringen. In Zeiten hoher Nachfrage kann Yield Management helfen, Zimmer nicht zu früh zu günstig zu verkaufen. Raten werden dann tendenziell angehoben, um den wahrgenommenen Wert der Buchung besser abzubilden. In Zeiten niedriger Nachfrage kann die Strategie dazu beitragen, mit attraktiveren Preisen oder gezielten Angeboten sichtbar und buchbar zu bleiben.",[],{"type":646,"text":878,"spans":879,"direction":656},"Ohne aktives Yield Management können Betriebe Umsatzpotenzial ungenutzt lassen. Entweder sind sie zu schnell ausgebucht und lassen Preisspielraum liegen, oder sie bleiben auf leeren Zimmern sitzen, weil der Preis nicht zur aktuellen Marktsituation passt. Richtig angewendet kann diese Methode ein starres Inventar in eine flexiblere Einnahmequelle verwandeln.",[],{"type":868,"text":881,"spans":882,"direction":656},"Was ist ein gutes Yield Management im Hotel?",[],{"type":646,"text":884,"spans":885,"direction":656},"Es gibt keinen pauschalen Zahlenwert, der Erfolg definiert, da jeder Markt unterschiedliche Voraussetzungen mitbringt. Ein funktionierendes Yield Management zeichnet sich jedoch dadurch aus, dass es zwei extreme Szenarien möglichst vermeidet:",[],{"type":887,"text":888,"spans":889,"direction":656},"o-list-item","Zu früher Ausverkauf (Spillage): Wenn Ihr Hotel bereits Wochen vor einem Termin komplett ausgebucht ist, war Ihr Durchschnittspreis möglicherweise zu niedrig. Sie haben zwar eine volle Auslastung erreicht, aber potenzielle Gäste mit höherer Zahlungsbereitschaft nicht mehr annehmen können, die kurzfristiger gebucht hätten.",[890,894],{"start":891,"end":892,"type":893},0,32,"strong",{"start":895,"end":896,"type":652,"data":897},22,30,{"id":898,"type":824,"tags":899,"lang":14,"slug":900,"first_publication_date":827,"last_publication_date":828,"uid":901,"url":902,"link_type":24,"isBroken":34},"aOfY2xIAAB8Af-WD",[],"warum-ist-spillage-wichtig-fur-hotels","spillage","/de/glossar/spillage",{"type":887,"text":904,"spans":905,"direction":656},"Leerstand trotz Nachfrage (Spoilage): Wenn Sie an Preisen festhalten, die der Markt aktuell nicht akzeptiert, bleiben Zimmer leer. In diesem Fall kann ein niedrigerer Preis wirtschaftlich sinnvoller sein als gar kein Umsatz.",[906],{"start":891,"end":907,"type":893},37,{"type":646,"text":909,"spans":910,"direction":656},"In der Praxis bedeutet gutes Yield Management, dass sich Ihre Preise regelmäßig bewegen. Ein typisches Zeichen für eine stimmige Strategie ist eine Auslastungskurve, die sich stetig dem Anreisedatum nähert, während der Preis parallel zur verbleibenden Verfügbarkeit ansteigt. Das Ziel ist nicht zwingend eine Auslastung von 100 Prozent, sondern häufig ein möglichst hoher Gesamtumsatz pro verfügbarem Zimmer (RevPAR). In manchen Situationen kann es wirtschaftlich sinnvoller sein, 90 Prozent der Zimmer zu einem höheren Preis zu verkaufen, als alle Zimmer zu einem niedrigeren Preis.",[],{"type":868,"text":912,"spans":913,"direction":656},"Welche Konzepte bilden die Basis für Yield Management?",[],{"type":646,"text":915,"spans":916,"direction":656},"Um Yield Management strukturiert anzuwenden, können bewährte Rahmenmodelle dabei helfen, den Fokus richtig zu setzen.",[],{"type":646,"text":918,"spans":919,"direction":656},"Die 4 Cs des Yield Managements\nDiese vier Faktoren beschreiben wichtige Hebel, mit denen Sie Preise und Verfügbarkeiten steuern können:",[920],{"start":891,"end":896,"type":893},{"type":922,"text":923,"spans":924,"direction":656},"list-item","Calendar (Kalender): Hierbei geht es um die Saisonalität und den Zeitpunkt der Reise. Sie analysieren, wie stark die Nachfrage an bestimmten Wochentagen oder in bestimmten Monaten ist, um Preise frühzeitig anzupassen.",[925],{"start":891,"end":926,"type":893},20,{"type":922,"text":928,"spans":929,"direction":656},"Clock (Zeit): Dies bezieht sich auf das Buchungsfenster. Wann buchen Gäste? Timing ist entscheidend, um Frühbucher und Last-Minute-Gäste mit passenden Preisen anzusprechen.",[930,932],{"start":891,"end":931,"type":893},13,{"start":933,"end":934,"type":652,"data":935},40,55,{"id":936,"type":824,"tags":937,"lang":14,"slug":938,"first_publication_date":827,"last_publication_date":828,"uid":939,"url":940,"link_type":24,"isBroken":34},"aOABohAAACAAMhL0",[],"warum-ist-das-buchungsfenster-wichtig-fur-hotels","booking-window-buchungsfenster","/de/glossar/booking-window-buchungsfenster",{"type":922,"text":942,"spans":943,"direction":656},"Capacity (Kapazität): Das ist Ihr begrenztes Inventar. Da Sie keine zusätzlichen Zimmer schaffen können, steuern Sie, wie viele Zimmer Sie zu welchem Preis und über welche Kanäle freigeben.",[944],{"start":891,"end":945,"type":893},21,{"type":922,"text":947,"spans":948,"direction":656},"Cost (Preis): Der Preis ist eines der flexibelsten Instrumente. Er wird basierend auf den ersten drei Faktoren so gesteuert, dass sich Angebot und Nachfrage möglichst gut ausbalancieren.",[949],{"start":891,"end":931,"type":893},{"type":868,"text":951,"spans":952,"direction":656},"Wie wird der Yield im Hotel berechnet?",[],{"type":646,"text":954,"spans":955,"direction":656},"Um den Erfolg Ihrer Strategie zu messen, vergleichen Sie den tatsächlich erzielten Umsatz mit dem theoretisch maximal möglichen Umsatz.",[],{"type":646,"text":957,"spans":958,"direction":656},"Die Formel lautet:",[],{"type":646,"text":960,"spans":961,"direction":656},"Yield-Prozentsatz = (Erzielter Umsatz ÷ Potenzieller Maximalumsatz) × 100",[962],{"start":891,"end":963,"type":893},73,{"type":646,"text":965,"spans":966,"direction":656},"Dabei berechnet sich der potenzielle Maximalumsatz aus der Gesamtzahl der verfügbaren Zimmer multipliziert mit der höchstmöglichen Rate (oft als Rack Rate oder Listenpreis bezeichnet).",[967],{"start":968,"end":969,"type":893},25,50,{"type":646,"text":971,"spans":972,"direction":656},"Ein einfaches Rechenbeispiel:",[973],{"start":891,"end":974,"type":893},29,{"type":646,"text":976,"spans":977,"direction":656},"Angenommen, Ihr Hotel hat 50 Zimmer und Ihre höchste Rate (Rack Rate) beträgt 200 Euro.\nDer potenzielle Maximalumsatz für eine Nacht liegt also bei:\n50 Zimmer × 200 Euro = 10.000 Euro",[978],{"start":979,"end":980,"type":893},172,183,{"type":646,"text":982,"spans":983,"direction":656},"Tatsächlich verkaufen Sie an diesem Datum 40 Zimmer zu einem Durchschnittspreis von 150 Euro.\nIhr erzielter Umsatz beträgt:\n40 Zimmer × 150 Euro = 6.000 Euro",[984],{"start":985,"end":986,"type":893},147,157,{"type":646,"text":988,"spans":989,"direction":656},"Nun setzen Sie die Werte in die Formel ein:\n(6.000 Euro ÷ 10.000 Euro) × 100 = 60 Prozent",[990],{"start":991,"end":992,"type":893},79,89,{"type":646,"text":994,"spans":995,"direction":656},"Ihr Yield liegt an diesem Tag bei 60 Prozent. Je näher dieser Wert an 100 Prozent herankommt, desto stärker wurde das theoretische Umsatzpotenzial des Inventars ausgeschöpft.",[],{"type":868,"text":997,"spans":998,"direction":656},"Was ist der Unterschied zwischen Yield Management und Revenue Management?",[],{"type":646,"text":1000,"spans":1001,"direction":656},"Die Begriffe werden oft synonym verwendet, beschreiben aber unterschiedliche Entwicklungsstufen der Ertragsoptimierung.",[],{"type":646,"text":1003,"spans":1004,"direction":656},"Revenue Management ist die strategische Weiterentwicklung. Es betrachtet den Gast und den Hotelbetrieb ganzheitlicher. Hier fließen nicht nur Zimmerpreise ein, sondern auch Kosten der Gästeakquise (Provisionen), Ausgaben im Hotel (Restaurant, Spa, Zusatzleistungen) und die langfristige Profitabilität verschiedener Gästesegmente. Die zentrale Frage lautet: „Wie optimiere ich das Zusammenspiel aus Erlösen, Kosten und Segmenten im gesamten Betrieb?“",[1005,1015],{"start":891,"end":1006,"type":652,"data":1007},18,{"id":1008,"type":448,"tags":1009,"lang":14,"slug":1010,"first_publication_date":1011,"last_publication_date":1012,"uid":1013,"url":1014,"link_type":24,"isBroken":34},"Z6t4oBIAAFGbRHob",[],"was-ist-revenue-management-ein-leitfaden-fur-hotels","2025-02-11T16:19:47+0000","2026-01-08T13:52:03+0000","revenue-management-leitfaden-hotels","/de/blog/revenue-management-leitfaden-hotels",{"start":891,"end":1016,"type":893},58,{"type":646,"text":1018,"spans":1019,"direction":656},"Yield Management wird damit häufig als Teilbereich des umfassenderen Revenue Managements verstanden.",[],{"type":868,"text":1021,"spans":1022,"direction":656},"Welche Faktoren beeinflussen das Yield Management?",[],{"type":646,"text":1024,"spans":1025,"direction":656},"Um Preise effektiv zu steuern, sollten verschiedene interne und externe Datenpunkte berücksichtigt werden. Zu den wichtigsten Einflussgrößen gehören:",[],{"type":922,"text":1027,"spans":1028,"direction":656},"Historische Nachfrage: Der Blick in die Vergangenheit (Vorjahr, Vormonat) hilft, Muster zu erkennen, da wiederkehrende Trends oft die Basis für Prognosen bilden.",[1029,1030],{"start":891,"end":895,"type":893},{"start":1031,"end":1032,"type":652,"data":1033},27,53,{"id":1034,"type":448,"tags":1035,"lang":14,"slug":1036,"first_publication_date":1037,"last_publication_date":1038,"uid":1039,"url":1040,"link_type":24,"isBroken":34},"Z6tzjBIAACgARHC0",[],"wie-sie-die-vergangenheitsdaten-ihres-betriebs-erfassen-um-die-zukunft-vorherzusagen--excel-tabelle","2025-02-11T15:58:06+0000","2025-11-17T14:38:42+0000","vergangenheitsdaten-hotel-berechnen","/de/blog/vergangenheitsdaten-hotel-berechnen",{"type":922,"text":1042,"spans":1043,"direction":656},"Buchungsgeschwindigkeit (Pace): Wenn Buchungen für ein bestimmtes Datum schneller eingehen als üblich, kann das ein Signal sein, die Preise zu erhöhen.",[1044,1045],{"start":891,"end":651,"type":893},{"start":892,"end":1046,"type":652,"data":1047},90,{"id":1048,"type":824,"tags":1049,"lang":14,"slug":1050,"first_publication_date":827,"last_publication_date":828,"uid":1051,"url":1052,"link_type":24,"isBroken":34},"aOABExAAACAAMhIa",[],"warum-ist-die-booking-pace-wichtig-fur-hotels","booking-pace-buchungstempo","/de/glossar/booking-pace-buchungstempo",{"type":922,"text":1054,"spans":1055,"direction":656},"Lokale Events und Veranstaltungen: Konzerte, Messen oder Ferienzeiten können die Nachfrage sprunghaft erhöhen und höhere Raten begünstigen.",[1056],{"start":891,"end":1057,"type":893},34,{"type":922,"text":1059,"spans":1060,"direction":656},"Wettbewerbsverhalten: Die Preise der direkten Mitbewerber geben Aufschluss über die Marktlage; senken viele Konkurrenten die Preise, deutet das oft auf eine allgemeine Nachfrageschwäche hin.",[1061,1062],{"start":891,"end":945,"type":893},{"start":1063,"end":1064,"type":652,"data":1065},26,93,{"id":1066,"type":448,"tags":1067,"lang":14,"slug":1068,"first_publication_date":1069,"last_publication_date":1012,"uid":1070,"url":1071,"link_type":24,"isBroken":34},"Z78ocBAAACAAHZxa",[],"wettbewerbsanalyse-fur-hotels-preise-und-auslastung-richtig-analysieren","2025-02-26T14:42:58+0000","hotel-wettbewerb-uberwachen-preise-auslastung-analysieren","/de/blog/hotel-wettbewerb-uberwachen-preise-auslastung-analysieren",{"type":922,"text":1073,"spans":1074,"direction":656},"Gästesegmentierung: Ein ausgewogener Mix aus kurzfristigen Geschäftsreisenden und früh buchenden Freizeitreisenden kann den Yield stabiler machen, da beide Gruppen unterschiedliche Preissensibilitäten haben.",[1075],{"start":891,"end":1076,"type":893},19,{"type":868,"text":1078,"spans":1079,"direction":656},"5 Strategien, um das Yield Management im Hotel zu verbessern",[],{"type":646,"text":1081,"spans":1082,"direction":656},"Viele unabhängige Hoteliers verlassen sich bei der Preisgestaltung noch auf starre Saisonlisten oder das Bauchgefühl. In einem dynamischen Markt kann das dazu führen, dass Chancen ungenutzt bleiben oder Preise nicht zur Nachfrage passen. Um Ihr Yield Management zu professionalisieren, können Sie folgende Strategien anwenden:",[],{"type":1084,"text":1085,"spans":1086,"direction":656},"heading3","1. Dynamische Preisgestaltung einführen",[],{"type":646,"text":1088,"spans":1089,"direction":656},"Der Abschied von starren Preislisten ist oft ein zentraler Schritt. Fixe Preise bilden tägliche Schwankungen der Nachfrage nur begrenzt ab. Führen Sie stattdessen flexible Raten ein, die sich zwischen einer Preisuntergrenze und einer Preisobergrenze bewegen. Das kann Ihnen helfen, an schwächeren Tagen konkurrenzfähig zu bleiben und an stärkeren Tagen Preisspielräume besser zu nutzen.",[1090],{"start":891,"end":1091,"type":652,"data":1092},36,{"id":1093,"type":448,"tags":1094,"lang":14,"slug":1095,"first_publication_date":1096,"last_publication_date":1097,"uid":1098,"url":1099,"link_type":24,"isBroken":34},"Z6yHsBIAACYARjJv",[],"haben-sie-eine-feste-preisliste-das-sind-die-nachteile","2025-02-12T11:36:18+0000","2025-11-17T14:38:52+0000","feste-preisliste-nachteile","/de/blog/feste-preisliste-nachteile",{"type":1084,"text":1101,"spans":1102,"direction":656},"2. Buchungsfenster und Vorlaufzeiten analysieren",[],{"type":646,"text":1104,"spans":1105,"direction":656},"Nicht jede Buchung ist gleich viel wert, abhängig davon, wann sie getätigt wird. Wenn Sie feststellen, dass Sie für einen bestimmten Zeitraum oft sehr früh ausgebucht sind, könnten Ihre Einstiegspreise zu niedrig gewesen sein. Heben Sie für Termine mit langer Vorlaufzeit die Raten gegebenenfalls früher an. Umgekehrt können Sie für Zeiträume, die typischerweise sehr kurzfristig gebucht werden, die Preise länger stabil halten, um das Buchungsvolumen nicht unnötig zu bremsen.",[],{"type":1084,"text":1107,"spans":1108,"direction":656},"3. Restriktionen (MinLOS) intelligent nutzen",[],{"type":646,"text":1110,"spans":1111,"direction":656},"Preis ist nicht der einzige Hebel im Yield Management. Auch die Aufenthaltsdauer spielt eine wichtige Rolle. Nutzen Sie Mindestaufenthaltsdauern (Minimum Length of Stay – MinLOS) für Termine mit sehr hoher Nachfrage, wie etwa Silvester. Indem Sie an diesen Tagen nur Buchungen von mindestens zwei Nächten akzeptieren, reduzieren Sie das Risiko von Lücken im Belegungsplan und begrenzen, dass Gäste nur die Spitzennacht buchen.",[1112],{"start":1113,"end":1114,"type":652,"data":1115},109,144,{"id":1116,"type":448,"tags":1117,"lang":14,"slug":1118,"first_publication_date":1119,"last_publication_date":1120,"uid":1121,"url":1122,"link_type":24,"isBroken":34},"Z7d1QREAAB8Ab3Hw",[],"mindestaufenthalt-vorteile-nachteile-und-ein-trick-zur-optimierung","2025-02-20T18:32:35+0000","2026-01-08T13:52:01+0000","mindestaufenthalt-hotel-vorteile-nachteile-tipps","/de/blog/mindestaufenthalt-hotel-vorteile-nachteile-tipps",{"type":1084,"text":1124,"spans":1125,"direction":656},"4. Strategische Überbuchung wagen",[],{"type":646,"text":1127,"spans":1128,"direction":656},"Stornierungen gehören zum Hotelalltag. Wenn Sie bei 100 Prozent gebuchter Kapazität den Verkauf stoppen, können kurzfristige Absagen dazu führen, dass am Ende Zimmer frei bleiben. Ein vorsichtiges Überbuchen (Overbooking) auf Basis Ihrer Erfahrungswerte zu Stornierungsraten kann dazu beitragen, die Auslastung näher an das geplante Niveau zu bringen. Wichtig ist hierbei, einen klaren Plan für den Fall zu haben, dass tatsächlich alle Gäste anreisen.",[1129],{"start":1130,"end":1131,"type":652,"data":1132},184,253,{"id":1133,"type":824,"tags":1134,"lang":14,"slug":1135,"first_publication_date":827,"last_publication_date":828,"uid":1136,"url":1137,"link_type":24,"isBroken":34},"aOVAhxIAACIAe1gc",[],"warum-ist-uberbuchung-wichtig-fur-hotels","overbooking","/de/glossar/overbooking",{"type":1084,"text":1139,"spans":1140,"direction":656},"5. Automatisierung durch Technologie nutzen",[],{"type":646,"text":1142,"spans":1143,"direction":656},"Manuelles Yield Management ist zeitaufwendig und potenziell fehleranfällig. Der Einsatz einer Revenue-Management-Software kann diesen Prozess weitgehend automatisieren. Das System analysiert Marktdaten sowie Ihre eigene Auslastung in Echtzeit und liefert fortlaufend Preisempfehlungen. Das kann Verwaltungsaufwand reduzieren und unterstützt Sie dabei, auf Marktveränderungen zeitnah zu reagieren.",[1144],{"start":1145,"end":1146,"type":652,"data":1147},80,121,{"id":1148,"type":448,"tags":1149,"lang":14,"slug":1150,"first_publication_date":1151,"last_publication_date":1152,"uid":1153,"url":1154,"link_type":24,"isBroken":34},"Z6zWbhIAACUARsIX",[],"7-gute-grunde-warum-sie-revenue-management-software-nutzen-sollten","2025-02-12T17:12:37+0000","2026-01-08T13:52:04+0000","warum-revenue-management-software-nutzen","/de/blog/warum-revenue-management-software-nutzen","rich_text$19a77232-5670-4df8-852d-9e9c492ca0eb","rich_text",{"variation":1158,"version":68,"items":1159,"primary":1160,"id":1170,"slice_type":1171,"slice_label":5},"light",[],{"title":1161,"description":1165,"link":1166,"image":1169},[1162],{"type":646,"text":1163,"spans":1164,"direction":656},"Automatisieren Sie Ihr Yield Management mit Smartness",[],[],{"id":622,"type":57,"tags":1167,"lang":14,"slug":624,"first_publication_date":625,"last_publication_date":626,"uid":627,"url":628,"link_type":24,"key":1168,"isBroken":34,"text":630},[],"207168ab-b2bf-46a7-a3ad-b31cf81e982b",{},"blog_cta$44e141ee-c79c-45b4-81cf-4cbfa27be6e0","blog_cta","Yield Management: Definition and Hotel Pricing | Glossar","Yield Management ist eine nachfragebasierte Preisstrategie, mit der Hotels das richtige Zimmer zum richtigen Zeitpunkt zum passenden Preis verkaufen, um den Umsatz zu steigern. Erfahren Sie, wie das funktioniert.",{},{"prev":1176,"next":1180},{"title":1177,"link":1178},"Upselling",{"to":1179},"/de/glossar/upselling",{"title":1181,"link":1182},"Überbuchung (Overbooking)",{"to":1137},1778754109287]