Editorial Board   

Ms. Rheams

Connie Rheams

Global Business Development, Altiuspar

A hospitality industry veteran, Connie Rheams is responsible for a range of strategic corporate initiatives at AltiusPAR, including partner relations and global business development and marketing. Ms. Rheams comes to AltiusPAR from Cendant Corporation, where she was most recently vice president of Cendant's Travel Distribution Hospitality and Leisure Group. At Cendant, her responsibilities included business development, management of all sales initiatives in the Americas, and implementation of other Cendant company and partner programs. Prior to Cendant, she was president of TRUST Inc., which was acquired by Cendant in 2002. Prior to TRUST, Ms. Rheams spent 14 years at AMR Corporation, where she held various management positions at American Airlines, TeleService Resources, and SABRE. While at AMR, Ms. Rheams served on the Latin American Task Force at American Airlines, led the hospitality division at TeleService Resources, and served as the head of product marketing for SABRE Internet Travel Solutions.

Ms. Rheams can be contacted at 940-497-5300 or connie.l.rheams@altiuspar.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.