Editorial Board   Guest Author

Mr. Ricaurte

Eric Ricaurte

Principal, Greenview

Eric Ricaurte is the founder of Greenview, an international consultancy helping travel and tourism catalyze innovation and best practice through strategy, programs, data management, and reporting. Greenview advises several hotel companies and lodging REITs, in addition to citywide event organizers, cruise lines, DMOs, and industry organizations including the WTTC and UNWTO. With 20 years of hands-on experience, Mr. Ricaurte is a frequent speaker, convener, and researcher on the topic of sustainability. Mr. Ricaurte began his career managing a rainforest lodge and tour operation in Costa Rica and winning a student research finalist award in 2001 for his paper titled “Carbon Sequestration, Credit Trading and Offsetting, and their Relation to Travel and Tourism.” Since then he has consulted globally for hotel properties; hotel companies; hospitality vendors; tourism operators, attractions and complexes; tourism boards and tourism clusters. His consulting firm, Greenview, provides services top global lodging companies and lodging REITs for their sustainability reporting, and collaborates with partner firm LEGACY Sustainability Management to help large association events measure, report, and improve their triple bottom line performance. Mr. Ricaurte earned a B.S. from the Cornell University School of Hotel Administration and a M.S. in Tourism & Travel Management from New York University. Mr. Ricaurte's notable industry work includes serving as technical consultant for the Hotel Carbon Measurement Initiative, and launching the Cornell Hotel Sustainability Benchmarking index, Green Venue Report, Green Lodging Trends Report, and Hotel Owners for Tomorrow. Mr. Ricaurte is a member of the UFI Committee on Sustainable Development and the International Standards Working Group of the GSTC. He has held a research fellowship at the Cornell University Center for Hospitality Research been an adjunct instructor at the NYU University Tisch Center for Hospitality and Tourism. Please visit http://www.gviewadvisors.com for more information.

Mr. Ricaurte can be contacted at 202-470-1094 or eric@gviewadvisors.com

Coming up in June 2018...

Sales & Marketing: Opinions Matter

Hotel Sales and Marketing Directors manage a complex mix of strategies to attract and convert customers into guests. Part of their expertise includes an awareness of customer behavior during the reservation process, so they can make sure their hotel is favorably positioned. One such trend is the growing popularity of travel review sites. According to one recent survey, 61% of prospective customers consult online reviews in order to validate information about the hotel before making a purchasing decision. Another survey found that the average hotel customer reads between 6-12 reviews across 4-10 properties before making a final decision on where to stay. Similarly, other studies have shown that consumer reviews are a more trusted source of information for prospective customers than other kinds of marketing messaging. In fact, reviews are often considered to be as influential as price regarding whether a customer decides to complete a purchase or not. Plus, travel sites with the most reviews - including recent reviews from satisfied customers and thoughtful responses from staff - were also found to be the most appealing. So having positive reviews on a travel website is essential and can help to increase a hotel's conversion rates dramatically. Of course, there are all kinds of additional marketing strategies for sales and marketing directors to consider - the importance of video and the emergence of live streaming; the implementation of voice search; the proliferation of travel bots; and the development of Instagram as an e-commerce platform. The June Hotel Business Review will report on some of these issues and strategies, and examine how some sales and marketing professionals are integrating them into their operations.