Editorial Board   Guest Author

Ms. Murphy

Hilary Murphy

Professor & Researcher, Ecole hoteliere de Lausanne, HES-SO//University of Applied Sciences Western Switzerland

Hilary Catherine Murphy PhD, MPhil, MCIM, PGdip BIT, BA is a professor and researcher at Ecole hoteliere de Lausanne, HES-SO//University of Applied Sciences Western Switzerland and, additionally, an Honorary Research fellow in the Marketing Faculty at Strathclyde University, Glasgow. She has a PhD in the diffusion of information and communications technology in the hotel sector from the University of Wales, UK; an M. Phil, also from the University of Wales; a post-graduate diploma in business information technology, a Bachelor degree in business administration, marketing and law from the University of Strathclyde and a diploma in data processing from Louisiana State University in the USA. Dr Murphy has extensive business experience in sales and marketing management, primarily in the US in the hospitality and leisure sector, in addition to her experience as a teacher and researcher. She currently teaches Digital Marketing on the final year of the undergraduate programme and Masters programme at Ecole hoteliere de Lausanne (www.ehl.ch). Currently, Dr. Murphy is now working on several Swiss government funded projects in addition to industry-funded projects, notably the annual IT BENCHMARK REPORT that includes competitive set information on IT spend (by room, property, region) plus capex & opex breakdowns and is available at www.strglobal.com. Her current academic projects focus on the impact of social media on hotel consumer buyer behaviour, particularly "recall" of social media and the emotional component of social media. Previous published academic work has been on a variety of IT related subjects such as; "An Exploration of the Key Hotel Processes implicated in biometric adoption", "An Investigation of Data Management and Property Management Systems in Hotels" and "Do small and medium hotel exploit search engine marketing?" Dr. Murphy has published many technical articles in academic journals e.g. International Journal of Contemporary Hospitality Management, Journal of Tourism and Hospitality Management and is a frequent presenter at key industry and academic conferences worldwide (ICHRIE, EuroCHRIE, Frontiers in Services Marketing) and throughout Europe.

Please visit http://www.ehl.ch for more information.

Ms. Murphy can be contacted at 41217851496 or hilary.murphy@ehl.ch

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.