Editorial Board   Guest Author

Ms. Pepe

Dianne Pepe

Director of Group Sales, Millennium Broadway Hotel, New York

As director of group sales for the 750-room Millennium Broadway Hotel New York, Dianne Pepe has responsibility for the property's 110,000 square feet of meeting and business space, including the only residential IACC-accredited conference center in New York City and the iconic and historic Hudson Theatre, an immensely popular choice for special corporate events, product launches, private social events, and weddings, including the largest number of same sex marriages in the city. Prior to joining Millennium Ms. Pepe was area director of sales for the Pyramid Hotel Group where she directed the sales operation and managed a staff of 16 for two “big box” central New Jersey IACC certified conference center hotels totaling 770 rooms and over 110,000 square feet of meeting space. Before that, she was director of group sales for The Westin Princeton at Forrestal Village, a 294-room hotel with 22,000 square feet of conference space. Ms. Pepe began her sales career as catering manager at the all-suite Madison Suites Hotel before moving on to the 204-room Radisson Hotel Princeton. In 2004 she was recruited by the prestigious Doral Forrestal Conference Center and Spa where she received recognition as the top hotel sales manager for Interstate Hotels and Resorts Northeast 2005 and began her love affair with IACC. She holds an A.A.S. degree from Sullivan County Community College, part of the State University of New York system.

Ms. Pepe can be contacted at 212-789-7566 or dpepe@mill-usa.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.