I think Creative Thinker is on the right track, in part. You can go down a “defensive” path to boost hotel phone usage, such as by shielding mobile signals, offering no open recharging outlets in the rooms, etc, which work to force customers to default to more hotel phone use out of shear necessity. This might be considered “hostile” or “anti-customer” so do defensive strategies with care.
Obviously the landline hotel phone has traversed far into a highly mature/declining Product Life Cycle stage, meaning its elasticy of demand is highly inelastic (will not respond to price cuts, so do not cut prices hoping for a boom in revenue growth). Rev maximization here depends on channelling a few poor fools to your expensive phones who have no other option.
Another strategy worth considering is the “offensive” path, where you look for more product/service revenue streams that fit customer needs, such as more movie options, more pay-per views, cable music channels, laptop rentals, office/copy services, FAX, currency exchange, etc, that start new possible Product Life Cycles. The key here is doing the research to know what your customers’ needs are.
Managing defensive and offensive revenue strategies here may be more about marketing research, demand elasticity analysis and product mangement skills, than six-sigma as we know it. I fear six-sigma thinking could be too constraining here, and could possibly lead you into flat out wrong thinking if you are not careful. Good luck on this one.
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