Potential Sales Forecast Types

The Potential feature enables Sales Managers to define the potential revenue and room nights expected of a client during specific periods of time, and, if applicable, for specific destinations. To monitor sales, use potentials as targets for comparison with the actual room nights and revenue generated from the client.

Note: The Potential feature is available when the General>Potential application function is set to Y.

A potential forecast type is a "tag" that can be attached to a prediction of the business activity and/or revenue expected from a client in one or more specific revenue categories in a given period. For example, suppose you set up a TARGET forecast type. When you load the potential estimates for Company A using the Potential screen, you can specify that the TARGET forecast consists of an expected $3500 in food and beverage revenue and $9500 in room revenue generated by the client in a 3-month period. The Potential screen then lets you compare the forecasted numbers with actual numbers for the period of interest.

To configure the forecast types options for potentials, select System Configuration>Profile>Potential Sales>Forecast Types. The Forecast Types screen appears. The forecast types you set up here will be available from the Potential fields lists of values in the lower part of the Potential screen. The Potential screen is accessed using the Potential button on company, travel agent, and source profiles.

The Forecast Types screen shows the following information.

Code. Code that represents the forecast type.

Description. Description of the forecast type code.

Seq. Number that controls the position of the forecast type in displays.

Adding and Editing Potential Forecast Types

To create a new potential forecast type, select the New button from the Forecast Types screen. To modify an existing forecast type, highlight your choice on the Forecast Types screen and select the Edit button. The Forecast Types- New or Forecast Types- Edit screen appears.

Provide the following information and select the OK button.

Code. Enter a code for the forecast type (for example TARGET, F&B, ROOMS, etc.).

Description. Enter a description for the forecast type code.

Display Seq. Enter a number that will control the position of this forecast type when listed in screen displays. Forecast types that do not have a display sequence number appear in alphabetical order following the forecast types that have a sequence number assigned.