Editorial Board   Guest Author

Ms. Clarke

Jacqueline Clarke

Wellness Research Director, Diagonal Reports

Jacqueline Clarke specialises in global wellness market intelligence. Her particular focus is the de-medicalisation of healthcare and the medicalisation of beauty and the new market that is taking shape. She tracks market developments and changes in consumer behaviour worldwide to determine demand for solutions (products, devices and services). She finds out what is really happening in the market-place and obtains the latest data by working closely with sector experts - through discussions and interviews in their place-of-work. This valuable intelligence is then analysed and coded in-house by Ms. Clarke and her team. Diagonal Reports tracks wellness and the leading wellness providers worldwide. Experts routinely tapped in research projects include beauty farms, thermal spas, day spas, resort spas along with product formulators, device manufacturers, retailers, cosmetologists, aestheticians, therapists and spa managers. Geographies covered include Asia, Americas, Europe, Middle-East and sub-Saharan Africa. Recent areas of research for Ms. Clarke include the updating of wellness and "spa" traditions; the scaling of new service concepts in the personal care channel; analysing how technological and product innovations, including apps, shape new personal care regimes — particularly in the key category of skincare, but also in body shaping; the impact of medicalisation on consumers' beauty demands, and buying criteria; the impacts of the ongoing consumer shift towards de-medicalised healthcare and the management of healthcare conditions (such as pain, stress, etc) Ms. Clarke has worked with some of the largest players in these sectors in Europe, US and Japan, and conducts workshops and presentations for clients in US, Asia and Europe. Before joining Diagonal Reports, she taught in universities in Connecticut and Texas (USA). She holds an MA (from UNC-CH., USA), and BA (Hons.) from Trinity College, Dublin, Ireland.

Please visit http://www.diagonalreports.com for more information.

Ms. Clarke can be contacted at +353-4695-49027 or dreditor@eircom.net

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.