Editorial Board   Guest Author

Ms. McClure

Dawn McClure

Senior Sourcing Manager, Experient

Dawn McClure has over eighteen years' experience in the hotel, conference, and tradeshow industry. She joined the Experient Strategic Sourcing team in 2015 partnering on site selection and contract negations for numerous association clients. Her vast portfolio of accounts represents an array of business needs from in house programs to mini-wides and city-wide programs both domestic and international.

Prior to joining Experient, Ms. McClure worked with site selection, venue contracting, and ground transportation sourcing domestically and internationally for one of the world's leading medical technology companies. Her experience in this role coupled with six years of hotel operations experience and seven years as a Sales Manager for a large independent hotel company gives her a keen ability to understand her planners meeting and event needs and the inner workings of the hotel industry. This experience helps her champion mutually beneficial partnerships for both parties while maximizing savings and mitigating risks for her programs.

Ms. McClure holds a Bachelor of Arts in Organizational Communication and a Master of Business Administration from Rollins College in Winter Park, FL where her studies focused on Strategy, Quantitative Business Analysis, Economics, and Global Business.

Ms. McClure has earned her Foundations Level Certification in Experience Design from the Maritz Institute Community of Designers concentrating on the practice of designing products, processes, services, and events with focus on the quality of the user experience. She also participates as a Global Destinations Expert in the Strategic Sourcing Team's Global Education initiative.

Please visit http://www.experient-inc.com for more information.

Ms. McClure can be contacted at +1 407-614-8436 or dawn.mcclure@experient-inc.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.