Editorial Board   Guest Author

Mr. Holtzman

Richard Holtzman

Vice President & Managing Director, Montage Kapalua Bay

A seasoned hospitality executive with more than 30 years of experience, Richard “Dick” Holtzman oversees management of all operations for Montage Kapalua Bay. Mr. Holtzman joined the Montage Hotels & Resorts family following his most recent position as senior vice president of Pyramid Hotel Group, where he managed the company's resort portfolio since 2011. Prior to his role at Pyramid, he spent seven years as the President of Kukui'ula Development Company, LLC, (a joint venture of Honolulu based Alexander and Baldwin and Scottsdale based DMB Associates) a 1,000-acre luxury resort and residential community in Poipu on the South Shore of Kauai, Hawaii. Mr. Holtzman's experience also includes roles as president of Grand Bay Hotels and Resorts, which evolved from Carefree Resorts as the luxury division of Wyndham International. He also held management positions at several Westin Hotels including The Arizona Biltmore, The Plaza, The Westin Detroit, and The Westin Peachtree Plaza. Mr. Holtzman is a graduate of Cornell University's School of Hospitality Administration. He and his wife Sheila are the proud parents of three grown children. They have recently relocated from Scottsdale, AZ and are thrilled to be back to Hawaii.

Mr. Holtzman can be contacted at 808-662-6600 or dholtzman@montagehotels.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.