Editorial Board   Guest Author

Mr. Wilson

Don Wilson

Senior Vice President, Maxim Revenue Management Solutions

Don Wilson is Senior Vice President of Maxim Revenue Management Solutions. Mr. Wilson is a seasoned executive with 30 years of experience leading high-tech consulting and software development companies, specializing in profit optimization, pricing and revenue management. He is a recognized leader in driving innovative revenue management applications to new industries and has helped propel many companies to leadership positions in their fields. Mr. Wilson has repeatedly led the development, application, and communication of innovative predictive analytic techniques to solve the most challenging business problems. His strengths lie in the ability to identify emerging issues, define and apply appropriate effective solutions, and coordinate the teams to deliver the results. Throughout his career, he has provided innovative solutions that combine the best available management science, advanced software development practices, and strong business/financial fundamentals. In a wide range of industries and companies, Mr. Wilson has driven the business process re-engineering efforts and been instrumental in helping people and organizations through the changes. His teams have carefully analyzed current needs and systems, designed new practices and systems to match the business needs, and directed process and organizational changes necessary to successfully integrate these new systems and tools. Mr. Wilson's particular knack for simple, low-tech approaches have helped many struggling companies gain immediate advantage, either through significant cost reductions or immediate revenue gains. These quick hits have often made further development projects self-funding, allowing initial wins to provide the value and momentum to carry through the entire program. Wilson also emphasizes the importance of clear communication during the process, starting with a cogent communication plan and continuing throughout. He has developed, written and published numerous pricing and revenue management articles, newsletters, workshops and presentations. For MaximRMS, the leading provider of revenue management systems to the hotel industry, Mr. Wilson is responsible for all revenue management development activities, new applications and strategic partnerships. Before joining MaximRMS, Mr. Wilson led or founded of the several leading pricing and revenue management firms, including Talus, Veritec Solutions, MCGI and SignalDemand. Wilson holds degrees from Stanford University and the University of Rochester. The author of numerous publications, Mr. Wilson has been invited to speak throughout the world.

Mr. Wilson can be contacted at 773-572-2060 or dwilson@maximrms.com

Coming up in June 2019...

Sales & Marketing: Selling Experiences

There are innumerable strategies that Hotel Sales and Marketing Directors employ to find, engage and entice guests to their property, and those strategies are constantly evolving. A breakthrough technology, pioneering platform, or even a simple algorithm update can cause new trends to emerge and upend the best laid plans. Sales and marketing departments must remain agile so they can adapt to the ever changing digital landscape. As an example, the popularity of virtual reality is on the rise, as 360 interactive technologies become more mainstream. Chatbots and artificial intelligence are also poised to become the next big things, as they take guest personalization to a whole new level. But one sales and marketing trend that is currently resulting in major benefits for hotels is experiential marketing - the effort to deliver an experience to potential guests. Mainly this is accomplished through the creative use of video and images, and by utilizing what has become known as User Generated Content. By sharing actual personal content (videos and pictures) from satisfied guests who have experienced the delights of a property, prospective guests can more easily imagine themselves having the same experience. Similarly, Hotel Generated Content is equally important. Hotels are more than beds and effective video presentations can tell a compelling story - a story about what makes the hotel appealing and unique. A video walk-through of rooms is essential, as are video tours in different areas of a hotel. The goal is to highlight what makes the property exceptional, but also to show real people having real fun - an experience that prospective guests can have too. 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.