Editorial Board   Guest Author

Mr. Markham

Clay Markham

Global Hospitality Sector Leader, CallisonRTKL

Clay Markham leads CallisonRTKL's hospitality sector with a dynamic, comprehensive design and management approach to architecture, interior design and strategic branding. With nearly 40 years in the industry, Mr. Markham has worked on projects all over the world and is a firm believer in choreographing rich guest experiences that help brands build loyal customers. His deep market knowledge and a lifetime of traveling the globe allow him to easily transition from single-use environments to large-scale master plans to mixed-use projects that cover a variety of sectors, from hospitality to world-class entertainment venues.

Mr. Markham is a strong proponent and supporter of research and analytics, using detailed data mining, demographics and industry trends to point the way toward the future of hospitality. His design philosophy centers on the convergence between food experience, flexibility and looking to the future of what travelers will want in five, 10 or even 30 years. Mr. Markham looks at his projects holistically, working not just from a design perspective but with the operations team to understand back-of-house issues and logistics, as well as marketing to understand strategy and positioning, tying everything back to the guest.  

Mr. Markham is a frequent speaker and contributor to industry publications; he is a go-to expert for all things hospitality and travel. His compelling designs and successful project delivery skills have resulted in award-winning projects for individual developers and owners as well as top-tier brands, including Marriott International, Hyatt Hotel Corporation, and InterContinental Hotel Group, not to mention the new, super sustainable AC Hotel in South San Francisco.  

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

Mr. Markham can be contacted at +1 410-537-6000 or clay.markham@callisonrtkl.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.