Editorial Board   Guest Author

Ms. Way

Claire Way

Managing Director, Spa Strategy

Claire Way joined Spa Strategy in 2006 to manage our UK office, and has over 25 years experience in the spa industry and a career that spans several continents. As managing director, Ms. Way leads Spa Strategy's extensive work in development & construction, strategic planning and management for hotel spa and wellness facilities. Founded in 2002 on a quest to find the sweet spot between innovation, luxury and profitability in spa; Spa Strategy has since developed into one of the most sought-after international consultancies in its field. Nurtured by spa industry visionaries Richard Dusseau and Elaine Fenard, the company's success was founded on sound principles: building a deep understanding of client and guest, and always involving the 'right people'. The core team they assembled works together to this day.

Prior to joining Spa Strategy Ms. Way worked with international hotel group Per Aquum Resorts & Spas, launching its spa division from the ground up in record time. As Group Director of Operations & Development, she was responsible for brand development, operations, design and business strategy of all spas. The Collection focused on delivering innovative design and concept, most noted is the world's first underwater spa, which is credited to her.

At the prestigious Chiva-Som International Health Resort, Ms. Way was Spa Director responsible for setting new standards in training, marketing initiatives, maximizing the top and bottom line revenue and in developing new spa facilities. During her tenure at Chiva-Som International Health Resort, the resort won the Conde nast readers award for destination spa of the year, and under her leadership at Per Aquum Spa Collection the team won two Spa Asia Crystal awards, "Best Spa in the Maldives" and "Editor's Choice".

Please visit http://www.spastrategy.net for more information.

Ms. Way can be contacted at 44-0-796-968-6644 or claire@spastrategy.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.