ROOMS DIVISION MANAGEMENT (HO63)

EXAMEN TEÓRICO 2

CICLO 2023 – 01

Profesor : Gonzalo Chue

Sección :
Duración : 120 minutos
________________________________________________________________________________________
Indicaciones:
 Responder las preguntas de forma argumentativa.
 Responder las preguntas únicamente en las áreas indicadas.
 No está permitido el uso de material de clase.

1.- Argumente las respuestas de su propiedad en base al siguiente caso. (2.5 ptos c/u – 10ptos)

• Asumiendo que estamos en el 2022, se te solicita analizar a profundidad el siguiente cuadro de

proyección de tu hotel, ubicado en Lima – Perú, para el próximo año 2023 y responder a las
preguntas solicitadas de forma argumentativa.
Jan Feb Mar Q1 Apr May Jun Q2 Jul Aug Sep Q3 Oct Nov Dec Q4 Total
Group
Rooms 2019 391 121 201 713 564 371 188 1,123 624 547 305 1,476 108 281 88 477 3,789
2021 1,222 1,187 1,589 3,998 1,750 1,412 1,106 4,268 874 629 1,040 2,543 1,125 529 606 2,260 13,069
2022 168 89 306 563 87 366 67 520 355 89 171 615 189 174 0 363 2,061
2023 80 110 140 330 110 120 120 350 250 170 150 570 120 150 85 355 1,605
23-22 % Chg -52.4% 23.6% -54.2% -41.4% 26.4% -67.2% 79.1% -32.7% -29.6% 91.0% -12.3% -7.3% -36.5% -13.8% 0.0% -2.2% -22.1%
23-19 % Chg -79.5% -9.1% -30.3% -53.7% -80.5% -67.7% -36.2% -68.8% -59.9% -68.9% -50.8% -61.4% 11.1% -46.6% -3.4% -25.6% -57.6%
ADR 2019 77.41 91.51 93.06 84.21 107.80 80.64 95.16 96.71 108.10 111.19 88.82 105.26 137.50 149.66 81.71 134.37 102.43
(Net) 2021 22.92 25.55 21.50 23.14 26.69 23.65 31.56 26.95 27.50 24.04 38.76 31.25 42.93 23.05 30.20 34.86 27.99
2022 78.47 83.72 74.80 77.30 62.93 62.58 27.00 58.05 64.94 66.95 88.85 71.88 53.82 99.03 0.00 75.49 70.51
2023 80.00 73.64 93.93 83.79 94.55 90.00 89.50 91.26 98.60 107.06 106.53 103.21 96.25 124.00 97.35 108.24 97.72
23-22 % Chg 2.0% -12.0% 25.6% 8.4% 50.2% 43.8% 231.5% 57.2% 51.8% 59.9% 19.9% 43.6% 78.8% 25.2% 0.0% 43.4% 38.6%
23-19 % Chg 3.4% -19.5% 0.9% -0.5% -12.3% 11.6% -5.9% -5.6% -8.8% -3.7% 19.9% -1.9% -30.0% -17.1% 19.1% -19.4% -4.6%
Revenue 2019 30,266 11,073 18,706 60,044 60,801 29,916 17,890 108,606 67,454 60,818 27,091 155,364 14,850 42,054 7,190 64,094 388,109
(Net) 2021 28,004 30,329 34,167 92,500 46,710 33,396 34,901 115,007 24,037 15,119 40,311 79,467 48,294 12,193 18,299 78,786 365,760
2022 13,183 7,451 22,887 43,522 5,475 22,904 1,809 30,188 23,052 5,959 15,194 44,205 10,173 17,231 0 27,404 145,319
2023 6,400 8,100 13,150 27,650 10,400 10,800 10,740 31,940 24,650 18,200 15,980 58,830 11,550 18,600 8,275 38,425 156,845
23-22 % Chg -51.5% 8.7% -42.5% -36.5% 90.0% -52.8% 493.7% 5.8% 6.9% 205.4% 5.2% 33.1% 13.5% 7.9% 0.0% 40.2% 7.9%
23-19 % Chg -78.9% -26.8% -29.7% -54.0% -82.9% -63.9% -40.0% -70.6% -63.5% -70.1% -41.0% -62.1% -22.2% -55.8% 15.1% -40.0% -59.6%

Transient
Rooms 2019 2,656 2,905 3,539 9,100 3,128 3,649 3,589 10,366 3,325 3,582 3,379 10,286 3,648 3,463 2,712 9,823 39,575
2021 688 283 616 1,587 694 761 769 2,224 952 819 1,332 3,103 1,698 1,858 1,412 4,968 11,882
2022 1,421 1,342 2,343 5,106 2,405 2,221 2,129 6,755 2,306 2,483 2,165 6,954 1,994 2,377 1,448 5,819 24,634
2023 1,118 1,642 2,145 4,905 2,343 2,578 2,559 7,480 2,441 2,675 2,644 7,760 2,871 2,772 2,542 8,185 28,330
23-22 % Chg -21.3% 22.4% -8.5% -3.9% -2.6% 16.1% 20.2% 10.7% 5.9% 7.7% 22.1% 11.6% 44.0% 16.6% 75.6% 40.7% 15.0%
23-19 % Chg -57.9% -43.5% -39.4% -46.1% -25.1% -29.4% -28.7% -27.8% -26.6% -25.3% -21.8% -24.6% -21.3% -20.0% -6.3% -16.7% -28.4%
ADR 2019 111.69 115.04 118.53 115.42 118.10 116.07 103.32 112.27 107.31 110.55 108.31 108.77 117.13 118.84 93.87 111.31 111.85
(Net) 2021 72.20 81.94 60.58 69.43 68.14 60.90 67.72 65.52 70.98 76.55 85.32 78.60 93.98 96.62 89.24 93.62 81.21
2022 75.31 83.59 86.56 82.65 89.85 96.84 104.51 96.77 106.03 114.47 115.58 112.02 118.95 130.26 113.86 122.30 104.18
2023 103.15 104.13 109.27 106.16 105.92 109.33 109.80 108.42 108.69 111.16 113.54 111.20 118.94 132.57 118.04 123.28 113.08
23-22 % Chg 37.0% 24.6% 26.2% 28.4% 17.9% 12.9% 5.1% 12.0% 2.5% -2.9% -1.8% -0.7% -0.0% 1.8% 3.7% 0.8% 8.5%
23-19 % Chg -7.7% -9.5% -7.8% -8.0% -10.3% -5.8% 6.3% -3.4% 1.3% 0.6% 4.8% 2.2% 1.5% 11.6% 25.7% 10.7% 1.1%
Revenue 2019 296,658 334,205 419,474 1,050,338 369,428 423,534 370,819 1,163,780 356,815 395,989 365,982 1,118,786 427,304 411,549 254,575 1,093,429 4,426,332
(Net) 2021 49,672 23,190 37,320 110,182 47,292 46,343 52,077 145,711 67,572 62,691 113,646 243,909 159,575 179,515 126,013 465,103 964,906
2022 107,009 112,175 202,813 421,996 216,101 215,078 222,494 653,673 244,517 284,226 250,237 778,980 237,189 309,637 164,866 711,692 2,566,341
2023 115,320 170,982 234,393 520,694 248,160 281,858 280,986 811,004 265,316 297,360 300,204 862,880 341,467 367,495 300,046 1,009,008 3,203,586
23-22 % Chg 7.8% 52.4% 15.6% 23.4% 14.8% 31.0% 26.3% 24.1% 8.5% 4.6% 20.0% 10.8% 44.0% 18.7% 82.0% 41.8% 24.8%
23-19 % Chg -61.1% -48.8% -44.1% -50.4% -32.8% -33.5% -24.2% -30.3% -25.6% -24.9% -18.0% -22.9% -20.1% -10.7% 17.9% -7.7% -27.6%

Contract
Rooms 2019 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0
2021 0 0 0 0 0 6 99 105 136 112 136 384 124 120 122 366 855
2022 122 86 95 303 22 86 83 191 93 90 136 319 106 47 0 153 966
2023 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0
23-22 % Chg -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% 0.0% -100.0% -100.0%
23-19 % Chg 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0%
ADR 2019 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00
(Net) 2021 0.00 0.00 0.00 0.00 0.00 57.53 56.18 56.26 55.48 56.82 57.51 56.59 57.64 57.51 57.51 57.55 52.44
2022 59.67 56.83 55.83 57.66 32.56 42.13 49.93 44.42 51.78 43.85 52.40 49.81 44.07 52.16 0.00 46.56 50.69
2023 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00 0.00
23-22 % Chg -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% 0.0% -100.0% -100.0%
23-19 % Chg 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0%
Revenue 2019 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0
(Net) 2021 -3,864 0 0 -3,864 0 345 5,562 5,907 7,545 6,364 7,821 21,730 7,147 6,901 7,016 21,064 44,838
2022 7,280 4,887 5,304 17,471 716 3,623 4,145 8,484 4,815 3,946 7,126 15,888 4,672 2,451 0 7,123 48,966
2023 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0 0
23-22 % Chg -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% -100.0% 0.0% -100.0% -100.0%
23-19 % Chg 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0%

1
 Total Hotel
Occupancy 2019 63.8% 70.2% 78.3% 70.8% 79.9% 84.2% 81.8% 82.0% 82.7% 86.5% 79.7% 83.0% 78.7% 81.0% 58.7% 72.7% 77.1%
2021 40.0% 34.1% 46.2% 40.3% 52.9% 45.6% 42.7% 47.1% 41.1% 32.7% 54.3% 42.6% 61.7% 54.3% 44.8% 53.6% 45.9%
2022 35.8% 35.2% 57.5% 43.1% 54.4% 56.0% 49.3% 53.3% 57.7% 55.8% 53.5% 55.7% 47.9% 56.2% 30.3% 44.7% 49.2%
2023 25.1% 40.6% 47.9% 37.8% 53.1% 56.5% 58.0% 55.9% 56.4% 59.6% 60.5% 58.8% 62.7% 63.2% 55.0% 60.3% 53.3%
23-22 Point Chg -10.7pt 5.4pt -9.6pt -5.3pt -1.3pt 0.5pt 8.7pt 2.6pt -1.3pt 3.8pt 7.0pt 3.1pt 14.7pt 7.0pt 24.7pt 15.6pt 4.0pt
23-19 Point Chg -38.7pt -29.5pt -30.5pt -33.0pt -26.8pt -27.7pt -23.8pt -26.1pt -26.4pt -26.9pt -19.3pt -24.2pt -16.0pt -17.8pt -3.6pt -12.4pt -23.9pt
ADR 2019 121.35 128.53 132.18 127.69 130.70 125.11 117.08 124.26 120.25 129.24 122.71 124.18 131.77 137.00 106.16 126.71 125.60
(Net) 2021 43.52 40.44 36.48 39.93 43.01 41.41 54.52 45.92 57.30 61.38 72.59 64.71 82.21 89.00 79.66 83.74 60.14
2022 83.72 94.39 94.99 91.61 100.36 102.78 113.85 105.35 115.02 126.06 125.29 121.96 127.95 142.00 127.02 133.50 113.57
2023 114.60 116.22 121.33 118.08 119.68 121.47 122.89 121.40 120.25 124.95 128.17 124.51 132.02 147.28 128.87 136.27 125.93
23-22 % Chg 36.9% 23.1% 27.7% 28.9% 19.2% 18.2% 7.9% 15.2% 4.5% -0.9% 2.3% 2.1% 3.2% 3.7% 1.5% 2.1% 10.9%
23-19 % Chg -5.6% -9.6% -8.2% -7.5% -8.4% -2.9% 5.0% -2.3% -0.0% -3.3% 4.4% 0.3% 0.2% 7.5% 21.4% 7.5% 0.3%
Revenue 2019 369,756 388,922 494,361 1,253,038 482,551 502,925 442,203 1,427,680 474,878 533,617 452,079 1,460,575 494,930 512,944 297,243 1,305,116 5,446,409
(Net) 2021 83,131 59,453 80,430 223,014 105,113 90,226 107,621 302,960 112,415 95,748 182,046 390,209 242,284 223,131 170,475 635,890 1,552,072
2022 143,241 143,190 260,643 547,074 252,317 274,738 259,464 786,520 316,761 335,562 309,727 962,049 292,874 368,914 183,928 845,716 3,141,359
2023 137,294 203,610 277,248 618,151 293,584 327,732 329,232 950,547 323,594 355,491 358,094 1,037,179 394,882 430,340 338,532 1,163,754 3,769,631
23-22 % Chg -4.2% 42.2% 6.4% 13.0% 16.4% 19.3% 26.9% 20.9% 2.2% 5.9% 15.6% 7.8% 34.8% 16.7% 84.1% 37.6% 20.0%
23-19 % Chg -62.9% -47.6% -43.9% -50.7% -39.2% -34.8% -25.5% -33.4% -31.9% -33.4% -20.8% -29.0% -20.2% -16.1% 13.9% -10.8% -30.8%

RevPAR
2019 77.45 90.20 103.55 90.41 104.45 105.35 95.72 101.88 99.47 111.78 97.85 103.09 103.67 111.03 62.26 92.12 96.89
2021 17.41 13.79 16.85 16.09 22.75 18.90 23.29 21.62 23.55 20.06 39.40 27.54 50.75 48.30 35.71 44.88 27.61
2022 30.00 33.21 54.60 39.47 54.61 57.55 56.16 56.12 66.35 70.29 67.04 67.90 61.35 79.85 38.53 59.69 55.89
2023 28.76 47.22 58.07 44.60 63.55 68.65 71.26 67.83 67.78 74.46 77.51 73.21 82.72 93.15 70.91 82.14 67.06
23-22 % Chg -4.2% 42.2% 6.4% 13.0% 16.4% 19.3% 26.9% 20.9% 2.2% 5.9% 15.6% 7.8% 34.8% 16.7% 84.1% 37.6% 20.0%
23-19 % Chg -62.9% -47.6% -43.9% -50.7% -39.2% -34.8% -25.5% -33.4% -31.9% -33.4% -20.8% -29.0% -20.2% -16.1% 13.9% -10.8% -30.8%

Preguntas

1. Identifica el RevPar final o total para el año 2023 (escribe el monto). ¿A qué factores se debe el
incremento con relación al año anterior?
2. De los 3 grupos de segmentos de clientes. ¿Cuál es el que representa mayor potencial para el 2023 y
por qué?
3. Identifica de que trimestre del 2023 el ADR es el más bajo. ¿Cuál es ese monto?
4. Identifica a que segmento de clientes está dirigido el hotel. ¿A qué se debe?

2.- Marca verdadero o falso (1 pto c/u - 10ptos)

Nro Caso Marcar
La finalidad de todo forecast es estimar o proyectar el nivel de ocupación que tendrá un hotel en determinadas
1 V F
fechas para poder planificar las estrategias que le asegurarán una mayor rentabilidad.
El Presupuesto o Budget es una herramienta de control que sirve para comparar de manera constante y
2 V F
permanente el desarrollo o performance de una organización a nivel financiero.

3 El forecast al ser una herramienta rígida no permitirá tomar mejores decisiones en cuanto a nuestros gastos. V F

4 Los componentes de un forecast son visón, datos históricos, datos actuales y datos futuros. V F

5 El mejor escenario de resultado de un forecast es sobrepasar de forma excesiva lo proyectado. V F

6 Los objetivos de un presupuesto son planear, controlar, coordinar y lograr los resultados planteados. V F

7 Las partes de un presupuesto son ingresos, planilla, gastos y operación. V F

8 Una de las funciones del presupuesto es poder anticipar las oportunidades o riesgos venideros. V F

9 El forecast y Budget son herramientas no complementarias y se manejan de forma independiente. V F

10 Un forecast mal realizado pondría en riesgo la operación y gestión estrategia del negocio. V F