Editorial Board   Guest Author

Mr. Sullivan

Jonathan Sullivan

Senior Manager of Operations, Beverage & Food, The Vinoy Renaissance Resort

Captivated by The Vinoy Renaissance Resort and Golf Club for its artistic spirit and diverse offerings, Jonathan Sullivan serves as the senior manager of operations for beverage and food, where he has enhanced the customer interaction with his commitment to the service experience.

Mr. Sullivan oversees all eight beverage and food outlets and the Renaissance Brand RLife Live Programming for The Vinoy. Graduating from the College of Charleston with a Bachelor of Science in business administration, Mr. Sullivan has gained extensive knowledge in business management, which adds to his valued role with The Vinoy.

Mr. Sullivan brings more than eight years of expertise in delivering extraordinary guest experiences and satisfaction, along with a vast knowledge of the meetings and events industry. He is known for thriving in dynamic and high-pressure environments and increasing profits and covers while simultaneously providing positive leadership to his team.

Serving as a member of Marriott's Training and Recruiting Cadre, Mr. Sullivan's knowledge stems from his previous roles within the company as director of event service at Doral Golf Resort and Spa in Miami, Fla. In addition, he gained noteworthy experience as director of event operations at the Memphis Marriott Downtown in Memphis Tenn. and later promoted to director of event planning and operations where he was a champion for local catering and maximizing the use of hotel inventory.

Mr. Sullivan can be contacted at 727-894-1000 or jonathan.sullivan@marriott.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.