Editorial Board   Guest Author

Ms. McCoy

Stevi McCoy

Co-founder, Revel Experiences

Stevi McCoy is Co-founder of Revel Experiences, an engagement marketing firm specializing in experiential solutions. Revel specializes in delivering strategic engagement solutions that drive customer loyalty and bottom line growth. Prior to founding Revel, Ms. McCoy was Executive Director at Circles, Sodexo - the leading global provider of loyalty marketing solutions. For nearly ten years, Ms. McCoy led the sales, design and execution of customer loyalty and marketing programs for key Fortune 50 financial services clients and brands such as BMW, Saks Fifth Avenue, The Ritz-Carlton and British Airways. She also led the comprehensive corporate rebranding following Sodexo's 2007 acquisition of Circles. Before joining Circles, Ms. McCoy was Senior Director of Marketing and Publicity at Madstone Films in New York, NY. At Madstone she spearheaded the field marketing efforts for a national theater chain and developed promotional and publicity campaigns for art and independent films. Ms. McCoy started her career in marketing and sales at Clicquot, Inc., a wine and spirits importer under the ultra-luxury good conglomerate Louis Vuitton Moet and Hennessy (LVMH).

Ms. McCoy can be contacted at 917-842-9467 or stevi@revelexperiences.com

Coming up in October 2019...

Revenue Management: Focus On Profit

Revenue Management is still a relatively new profession within hotel operations and as such, it continues to evolve. One significant trend in this area is a shift away from using revenue as the foundation to generate key performance indicators (KPIs) and to instead place the emphasis on profit. Traditionally, revenue managers have relied on total revenue per available room (TrevPAR) and revenue per available room (RevPAR) as the basis of their KPIs. Now, some revenue managers are using gross operating profit per available room (GOPPAR) as their primary KPI. This puts profit at the center of revenue management strategy, and managers are increasingly searching for new ways to increase the profitability of their hotels. Return on Investment is the objective of any hotel investment, so it is only logical that profitability and ROI will be emphasized going forward. Another trend is an expanded focus on direct hotel bookings. Revenue managers know that one way to increase profitability is to steer guests away from online travel agencies (OTAs) and book directly with the hotel. This tactic also reinforces brand identity and loyalty, and encourages repeat business. In addition, it provides a valuable platform to market the hotel directly to the customer, and to upsell room upgrades or other services to them. Another trend for revenue managers involves automation in their software programs. Revenue management systems with automation are far more desirable than those without it. Automating data entry and logistics increases efficiency, allowing managers to spend more time on formulating strategy. As a bonus, an automated system helps with aggregating and interpreting data. The October issue of the Hotel Business Review will address these developments and document how some leading hotels are executing their revenue management strategies.