Editorial Board   Guest Author

Mr. O'Connor

Peter O'Connor

Academic Director, Institute de Management Hotelier Int.

Peter O'Connor is Chaired Professor of Digital Disruption at ESSEC Business School, France, where he also serves as Director of the MBA in Hospitality Management (IMHI), Europe's leading MBA program specializing in international hospitality management. Dr. O'Connor's primary research, teaching and consulting interests focus on the use of technology in the hospitality and tourism sectors. In addition to his textbooks on hospitality technology, Dr. O'Connor has published articles in leading academic journals including the Journal of Marketing, Harvard Business Review, Tourism Management, the Cornell Quarterly and the International Journal of Hospitality Management. Dr. O'Connor also works with PhoCusWright Inc. as a senior analyst specializing in the hotel technology space, as well as serving as Editor-at-large of Hotel Analyst Distribution & Technology, a leading industry publication focused on the sector. In 2015, he launched the first MOOC (Massive Online Open Course) on Hotel Distribution (coursera.org/learn/hotel-distribution) which currently has over has over 9.500 active learners. In addition to his academic duties, Dr. O'Connor also works with managers from a large variety of travel industry clients to help shape their electronic distribution and electronic marketing strategies. He is regularly quoted by the international press and consulted by investment companies and private equity firms on developments in the hotel technology arena. Prior to joining Essec Business School, Dr. O'Connor was a lecturer at the Dublin Institute of Technology in Ireland. He has been a visiting researcher at the University of South Australia and held a visiting position at the Cornell School of Hotel Administration as well as worked in a variety of positions in the international hospitality industry in sectors ranging from luxury hotels to contract food services.

Mr. O'Connor can be contacted at +33 1 3443 3177 or oconnor@essec.fr

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.