Abstract

This article talks about the sales performance and income generation of Brazilian resorts based in enterprises associated with the Associação Brasileira de Resorts-ABR (Brazilian Association of Resorts -BAR) during 2014-2015. The article purpose understands how much the circumstantial factors interfere in rates generation in the hotel industry. The sales performance was measured by the occupancy rates related to the income through the TREVPAR’s average income meters. These resorts were analyzed, first, in a general group of performance and, later, were segmented and analyzed into subgroups according to their geographical location – country side or the beach - and the daily rate - all-inclusive or other kind of rates (half board, etc). After rates obtained, it was concluded that the circumstantial and sector factors has strong influence in the resorts income. In addition to the overall performance of sales indices, could be noted that when put into subgroups, the resorts had different performances along the tow-year-period.

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