Editorial Board   Guest Author

Ms. Le Quesne

Katharine Le Quesne

Senior Director, HoCoSo

Katharine is a Senior Director at HoCoSo - an advisory firm specialising in creating unique hospitality experiences and destinations. Our services cover: concept (re)development & portfolio creation; project scoping and execution; asset management; and education.

Ms. Le Quesne has spent over 20 years working all over the world with private investors, public companies, Governments and operators in the hospitality and leisure industries, advising on an eclectic mix of investments, particularly luxury hotels, resorts, destinations and theme parks. She is also a valued advisor to C-suite teams and boards, facilitating strategic workshops and providing an external industry perspective.

Ms. Le Quesne began her career with Jones Lang Wootton (now JLL) in China, when the country was undergoing its first real estate boom, working on real estate investment, agency and development consultancy. She subsequently worked in Asia and Europe for Arthur Andersen and Deloitte, within their specialist hotel advisory practices. She launched and ran the first monthly hotel benchmark survey for Asia Pacific and travelled extensively across EMEA and Asia, working on M&A, strategy and development feasibility assignments.

Ms. Le Quesne is Head of Resorts at the Glion Institute of Higher Education, Switzerland, and is a Visiting Lecturer at world class hospitality and real estate institutions, including the University of Zurich and previously the Ecole Hotelière de Lausanne. She has been an industry advisor on the World Economic Forum Travel & Tourism Competitiveness Report and is a regular speaker at industry events.

Ms. Le Quesne has lived in Hong Kong, China, Singapore, Taiwan and France and is currently based in the UK. She speaks French and rusty Mandarin (her undergraduate degree); and has an MBA from INSEAD, France.

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

Ms. Le Quesne can be contacted at +44 7979 703444 or katharine@hocoso.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.