Editorial Board   

Mr. Kistner

Mike Kistner

President, Chief Executive Officer & Chairman of the Board, Pegasus Solutions

Mike Kistner is the Chairman, President and Chief Executive of Dallas-based Pegasus Solutions, a global leader in providing technology and services to hotels and travel distributors. Mr. Kistner joined Pegasus as Chief Operating Officer from Best Western International, Inc., where he was Chief Information Officer and Senior Vice President of distribution, responsible for worldwide systems development and management. Before joining Best Western, Mr. Kistner was a Senior Vice President at Cendant Corp., where he implemented the largest-ever hotel technology rollout. Previously, Mr. Kistner worked for Super 8 Motels where he was Executive Vice President of operations, heading IT, reservations, corporate travel, guest service, convention planning, corporate and franchise insurance and facilities management. He also was Vice President for management information systems and reservations at HFS Inc. Mr. Kistner holds a bachelor of science degree in accounting and information systems from Northern State University, Aberdeen, S.D. and a master of science degree in information systems from Colorado State University. He is the past Chairman and current member of the e-commerce committee of the American Hotel & Lodging Association. From 2000 to 2005, he served as Chairman of the Open Travel Alliance (OTA) and has been recognized as one of the leading CIOs in the hospitality industry.

Mr. Kistner can be contacted at 480-624-6450 or mike.kistner@pegs.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.