Editorial Board   

Mr. Johnston

Hale Johnston

Senior Vice President, Regional Manager, EMPLOYERS

T. Hale Johnston has held executive and senior executive positions for over 15 years within the specialized field of workers' compensation. Currently, Mr. Johnston has been Senior Vice President, Regional Manager, Western Region since July 2010; prior to that he served as Senior Vice President, Regional Manager, Pacific Region since April 2006. He is responsible for management, profit and growth of traditional market business in the Western Region. Prior to joining EMPLOYERS®, Mr. Johnston was Vice President of Meadowbrook Insurance Group from December 2002 to November 2005 and President and Chief Operating Officer of Dodson Group from March 2001 to December 2002. Mr. Johnston is chairman of the Board of Directors of the California Workers' Compensation Institute, a private, nonprofit association working to improve California workers' compensation through research, information, education and representation. Mr. Johnston previously served as chairman of the Board of Directors for 2009 and was re-elected to the 2010 Board at the Institute's annual meeting in San Francisco. Based in Oakland, Calif., the Institute's primary function is to provide data, analyses and practical expertise on issues and trends affecting California workers' compensation, assist members in assessing their own operations, and to analyze key issues of interest to the workers' compensation community and public policymakers. CWCI's Board of Directors is comprised of 15 representatives from CWCI member insurers including Liberty Mutual Group, The Hartford Insurance Group and Chartis Insurance, among others. The Board meets quarterly and is responsible for the direction of the Institute's activities and educational efforts. Mr. Johnston holds B.A. degrees from William Jewell College in Liberty, Missouri.

Mr. Johnston can be contacted at or tocome

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.