Editorial Board   Guest Author

Mr. Eisen

David Eisen

Director of Hotel Intelligence & Customer Solutions, Americas, HotStats

David Eisen is Director of Hotel Intelligence and Customer Solutions, Americas, for HotStats, a global monthly profit-and-loss data benchmarking platform, which tracks more than 550 KPIs across 70 areas of hotel revenue, cost, profit and statistics. It offers services that include internal and external benchmarking and market reporting.

The HotStats database totals millions of hotel rooms worldwide, with current clients including the global managed portfolios of Marriott International, Hilton, IHG and Hyatt. Mr. Eisen is responsible for business development activity and developing content marketing strategies to drive HotStats' brand awareness and industry expertise.

Prior to joining HotStats, Mr. Eisen served as Editor-in-Chief of the Questex Hospitality Group, which includes Hotel Management magazine. His responsibilities included overseeing content direction for the magazine and website, and leading content creation for events and conferences that fell under the Questex umbrella. Prior to Questex, he was hotel editor at Business Travel News.

Before entering the hospitality industry, Mr. Eisen, fulfilling his lifelong passion in sports, worked at The Associated Press in New York on the media company's sports desk. His biggest achievement was covering a New York Knicks game at Madison Square Garden, where he wrote the national game story.

Mr. Eisen has a master's degree in hospitality industry studies from New York University's Jonathan M. Tisch Center for Hospitality and Tourism. He frequently participates on panels and roundtable discussions on myriad global hospitality industry trends and topics.

Please visit https://www.hotstats.com for more information.

Mr. Eisen can be contacted at +1 201-611-7386 or david.eisen@hotstats.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.