Editorial Board   Guest Author

Mr. Gassenheimer

James D. Gassenheimer

Partner, Berger Singerman

James D. Gassenheimer is a partner in the Miami office of Berger Singerman, Florida's business law firm. Mr. Gassenheimer is an acclaimed litigator whose practice areas include hospitality and leisure litigation, bankruptcy-related litigation, class action litigation, and complex commercial litigation, including in insurance, employment, aviation, real estate, tort and product liability, and franchise litigation. Mr. Gassenheimer has extensive jury and non-jury trial experience in State, Federal and Bankruptcy court, having tried over 100 cases to jury verdict or judgment. Mr. Gassenheimer advises one of the country's largest resort development and property management firms. He has served as lead counsel to the plan proponent in the reorganization of the largest hotel in Pittsburgh, including the successful six-day trial of contested matters against the secured lender. Mr. Gassenheimer also served as General Counsel to the Court Appointed Receiver in a $200 million real estate related receivership, handling complex commercial foreclosure litigation and bankruptcy matters, and prosecuting and defending fraud claims, lender liability, lien priority issues, and first and third party insurance claims involving over twenty separate affiliated developers. Mr. Gassenheimer has had extensive involvement in representative matters for Turnberry Ltd., Royal Caribbean Cruises, and Stiles Corporation, among others. Mr. Gassenheimer writes and speaks on novel issues affecting the hospitality industry and real estate. A graduate of Brown University with a BA in Economics, Mr. Gassenheimer earned his J.D. cum laude from the University of Miami School of Law.

Mr. Gassenheimer can be contacted at 305-714-4383 or jgassenheimer@bergersingerman.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.