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 +44 797-970-3444 or katharine@hocoso.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.