Editorial Board   

Mr. Mourier

Jean Francois Mourier

Founder & CEO, RevPar Guru Inc.

Jean Francois Mourier arrived in South Florida in 2003 after a successful and distinguished career in Europe as a trader, financial analyst and director for a number of top firms including Merrill Lynch, ING Barings and others. He joined a small Miami Beach hotel management firm as a financial analyst. Applying his vast experience in finance, pricing and technology, he soon revamped the company's revenue management methods, with dramatic results. Occupancy at The Palms Hotel and The National Hotel in Miami Beach increased from 63% in 2003 to 96% in 2007, while steadily increasing average room rates. This was remarkable, but not surprising in light of Jean Francois' earlier achievements in the finance trade, where he modernized operations by introducing options and new products, increased customer sales by 100% through aggressive pricing strategies, sales training and product marketing, and doubled new issue business. A few months after joining the company, Mourier added the position of Director of Revenue Management to his resume and implemented a unique and revolutionary pricing scheme that yielded a 100% increase in revenues, earning him several awards in recognition of his out-of-the box creativity and methodology. In addition, he successfully trained and managed three programmers and four executives in his methods and philosophies, ensuring the perpetuation of his management, marketing and pricing policies. In 2007, along with his colleague and 25-year veteran of the hospitality industry, Bruno Perez, Mourier founded RevPar Guru to provide the Yield Dynamic Price Engine, an integrated revenue management and pricing solution, to others in the hospitality industry.

Mr. Mourier can be contacted at 786-478-3500 or clientservices@revparguru.com

Coming up in October 2019...

Revenue Management: Focus On Profit

Revenue Management is still a relatively new profession within hotel operations and as such, it continues to evolve. One significant trend in this area is a shift away from using revenue as the foundation to generate key performance indicators (KPIs) and to instead place the emphasis on profit. Traditionally, revenue managers have relied on total revenue per available room (TrevPAR) and revenue per available room (RevPAR) as the basis of their KPIs. Now, some revenue managers are using gross operating profit per available room (GOPPAR) as their primary KPI. This puts profit at the center of revenue management strategy, and managers are increasingly searching for new ways to increase the profitability of their hotels. Return on Investment is the objective of any hotel investment, so it is only logical that profitability and ROI will be emphasized going forward. Another trend is an expanded focus on direct hotel bookings. Revenue managers know that one way to increase profitability is to steer guests away from online travel agencies (OTAs) and book directly with the hotel. This tactic also reinforces brand identity and loyalty, and encourages repeat business. In addition, it provides a valuable platform to market the hotel directly to the customer, and to upsell room upgrades or other services to them. Another trend for revenue managers involves automation in their software programs. Revenue management systems with automation are far more desirable than those without it. Automating data entry and logistics increases efficiency, allowing managers to spend more time on formulating strategy. As a bonus, an automated system helps with aggregating and interpreting data. The October issue of the Hotel Business Review will address these developments and document how some leading hotels are executing their revenue management strategies.