Editorial Board   Guest Author

Mr. O'Connor

Peter O'Connor

Academic Director, Institute de Management Hotelier Int.

Peter O'Connor is Chaired Professor of Digital Disruption at ESSEC Business School, France, where he also serves as Director of the MBA in Hospitality Management (IMHI), Europe's leading MBA program specializing in international hospitality management. Dr. O'Connor's primary research, teaching and consulting interests focus on the use of technology in the hospitality and tourism sectors. In addition to his textbooks on hospitality technology,

Dr. O'Connor has published articles in leading academic journals including the Journal of Marketing, Harvard Business Review, Tourism Management, the Cornell Quarterly and the International Journal of Hospitality Management. Dr. O'Connor also works with PhoCusWright Inc. as a senior analyst specializing in the hotel technology space, as well as serving as Editor-at-large of Hotel Analyst Distribution & Technology, a leading industry publication focused on the sector. In 2015, he launched the first MOOC (Massive Online Open Course) on Hotel Distribution (coursera.org/learn/hotel-distribution) which currently has over has over 9.500 active learners.

In addition to his academic duties, Dr. O'Connor also works with managers from a large variety of travel industry clients to help shape their electronic distribution and electronic marketing strategies. He is regularly quoted by the international press and consulted by investment companies and private equity firms on developments in the hotel technology arena.

Prior to joining Essec Business School, Dr. O'Connor was a lecturer at the Dublin Institute of Technology in Ireland. He has been a visiting researcher at the University of South Australia and held a visiting position at the Cornell School of Hotel Administration as well as worked in a variety of positions in the international hospitality industry in sectors ranging from luxury hotels to contract food services.

Please visit http://www.essec.fr for more information.

Mr. O'Connor can be contacted at +33 134433177 or oconnor@essec.fr

Coming up in October 2020...

Revenue Management: Maximizing Profit

Hotel Revenue Management continues to evolve at a blistering pace. Driven by technological innovation and new distribution channels, there are some dynamic opportunities for expansion in this fast-growing field. The technology is primarily designed to help revenue managers further refine their operations and pricing models to maximize hotel profit. For example, hotels can't be all things to all people, so a key strategy is to precisely identify their target audience. By employing geo-targeting techniques and analyzing behavior such as previous bookings, on-property purchases and online shopping practices, there is an increased capability to define guest demographics. By segmenting customers in more specific ways, hotels are able to create more personalized experiences which, in turn, allow managers to optimize their room rates. It is also an effective way to fulfill the unique needs and preferences of the individual. Another methodology is to consistently monitor the competition's pricing strategies. There are software tools that analyze a competitor's current rates, and then allow a hotel to make its own pricing adjustments. It is also a useful means to conduct forecasting models. Other technologies that are being integrated into a revenue manager's toolkit include Artificial Intelligence in the form of automated algorithms, and Voice Recognition (VR) for data inquiries, rate changes, and booking behavior. Predictive and analytic software programs are also being leveraged to provide more forward-looking data, instead of the usual reliance on historical performance. These metrics allow managers to be more proactive - rather than reactive - with their revenue strategy. The October issue of the Hotel Business Review will examine these developments and report on how some leading hotels are executing their revenue management strategies.