Editorial Board   Guest Author

Ms. Ferguson

Cheryl Ferguson

Director of Sales, Hotel del Coronado

Cheryl Ferguson, CMP, is Director of Sales at Hotel del Coronado in Coronado, California. As part of the executive team, Ms. Ferguson drives the culture of excellence within the sales function of the 131-year-old resort by mentoring and inspiring her team to dream big, and think out of the box for clients of the resort. Ms. Ferguson's approach places an emphasis on long-term relationships and helping clients find solutions to meeting needs by challenging the status quo through innovative processes.

Ms. Ferguson began her career in hospitality in sales at the iconic Grand Hotel on Mackinac Island in her home state of Michigan, and later worked at Grand Traverse Resort and Spa, also in Michigan. She then moved on to Pinehurst Resort and Club in North Carolina, an historical gem from 1895. She later spent three years in the boutique space at Hotel Contessa in San Antonio. Ms. Ferguson is part of an executive committee at Hotel del Coronado responsible for the launch of a $250 million masterplan renovation that will add 29,000 square feet of meeting space to its expansive inventory, which includes The Del's own private beach. The masterplan renovation will be complete in late 2021. Set on one of America's most iconic beaches, the legendary Hotel del Coronado has welcomed travelers for more than 130 years to experience Southern California coastal lifestyle at its best.

When she is not at her beautiful seaside office, she can be found out on a run or on a bike with her husband enjoying San Diego weather.

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

Ms. Ferguson can be contacted at +1 619-435-6611 or cheryl.ferguson@hoteldel.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.