Editorial Board   Guest Author

Mr. Cerrone

Bob Cerrone

Director of National Accounts - Hospitality, Ferguson

Bob Cerrone, Ferguson's Director of National Accounts - Hospitality, is responsible for leading Ferguson's Hospitality strategy and discovering and implementing new opportunities within the segment.

Mr. Cerrone, a nearly 40-year veteran of the plumbing industry, launched Ferguson's Hospitality division in 2006. Under his leadership, Ferguson Hospitality has grown into a talented group of more than 100 associates comprised of national account managers and the Hospitality Renovations Team.

Ferguson's Hospitality Renovations Team understands the needs of the specialty contractors that operate in the Hospitality Renovations market and how they do business. They provide product expertise to contractors, owners, hotel brands and purchasing groups on a large bundle of products and facilitate on-time delivery for renovation projects, typically working on compressed schedules.

Ferguson's Hospitality division serves many different customer segments: ownership groups, management companies, renovation contractors, purchasing companies, and independent and branded hotels throughout the U.S. Their product inventory addresses a broad range of hospitality needs: plumbing, lighting, appliances, HVAC, janitorial and sanitation supplies.

Additional support services include: a National Sales Center which is staffed by a highly experienced team of associates with deep knowledge of Ferguson's hospitality products and a 24/7 Express Response Commercial Water Heater Program which delivers hot water heaters onsite, directly to the location of installation within about two hours of a service call.

Mr. Cerrone can be contacted at 954-520-5965 or bob.cerrone@ferguson.com

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.