Editorial Board   

Mr. King

Robert King

General Manager, Travel & Hospitality, ClickSquared

With more than 20 years of experience in the travel and hospitality industry, Robert King has held marketing, sales and senior management positions at a variety of organizations. Mr. King works with ClickSquared clients throughout North America, Asia and Europe to develop and implement highly targeted, timely, interactive customer relationship programs that result in increased ROI. Prior to joining ClickSquared, Mr. King was with Intrawest Corporation in Vancouver, BC where he was senior vice president of marketing and sales. At Intrawest, Mr. King was responsible for creating a fully integrated CRM system that resulted in more than $120 million annually in resort revenue. Before Intrawest, Mr. King was vice president of Turnworks, Inc. a Houston-based private equity/consulting firm. Prior to Turnworks, he held senior-level positions at Neat Group, Inc., a start-up Internet distribution company and Continental Airlines, Inc. At Continental, Mr. King was a staff vice president and managed its North American field sales organization, a network of over 50 city ticket offices and an outbound telesales operation that collectively generated more than $5 billion in annual revenue.

Mr. King can be contacted at 480-603-9403 or bking@clicksquared.com

Coming up in October 2018...

Revenue Management: Getting it Right

Revenue Management has evolved into an indispensable area of hotel operations, chiefly responsible for setting forecasting and pricing strategies. Because the profession is relatively new to the hotel and hospitality industries, a clear-cut definition of what exactly Hotel Revenue Management is has only recently emerged - Selling the Right Room to the Right Client at the Right Moment at the Right Price on the Right Distribution Channel with the best commission efficiency. Though the profession can be summed up in a single sentence, that doesn't mean it's easy. In fact, it's an incredibly complicated and complex endeavor, relying on mountains of data from a wide range of sources that must be analyzed and interpreted in order to formulate concrete pricing strategies. To accomplish this, Revenue Managers rely on an array of sophisticated technology systems and software tools that generate a multitude of reports that are central to effective decision-making. As valuable as these current technology systems are, much of the information that's collected is based on past historical trends and performance. What's new is the coming of big, data-driven, predictive software and analytics, which is likely to be a game-changer for Revenue Managers. The software has the capacity to analyze all the relevant data and predict occupancy levels and room rates, maximizing hotel profitability in the process. Another new trend that some larger hotel chains are embracing is an emphasis on Booking Direct. For Revenue Managers, this is another new channel with its own sales and costs that have to be figured into the mix. The October issue of the Hotel Business Review will address these developments and document how some leading hotels are executing their revenue management strategies.