The Alexander, a Dolce Hotel, Welcomes Barry Cockrum as General Manager

USA, Indianapolis, Indiana. July 16, 2019

The Alexander, A Dolce Hotel in the CityWay area of downtown Indianapolis, is thrilled to announce Barry Cockrum as its new general manager. Cockrum brings more than two decades of experience in the hospitality industry to the 209-room, art-centric hotel, and will oversee daily operations, budgets, sales and marketing.

"Since joining the team in 2013, Barry has been a symbol of positive leadership and unwavering commitment to both our culture and brand," said Richard Maxfield, Senior Vice President, Operations, for Wyndham Hotels & Resorts, Inc. "He has a proven track record with a commitment to excellence, dedication to deliver exceptional service to guests and customers, and the passion to train and professionally develop others."

Cockrum has been with The Alexander as its Director of Sales & Marketing since March 2013 and has been recognized several times for his leadership, earning company-wide accolades like the Dolce Global Sales Leader of the Year award and the Global Director of Sales & Marketing of the Year award. Cockrum previously was a Senior Account Executive at JW Marriott Indianapolis, and the Director of Sales & Marketing for the Indianapolis Marriott Downtown and the Detroit Marriott at Centerpoint.

As an Indiana native, Barry's passion for the community is apparent through his affiliations and board member titles with Indiana branches for the Leukemia Society of America, American Heart Association, and Professional Convention Management Association, among other organizations.

"The Alexander is now known for a certain standard of prestige which is attributed to our talented team that truly cares about each individual guest," said Cockrum. "I look forward to continuing that legacy and bringing the best of Indianapolis art, culture and hospitality to all of our visitors, both internationally and within our neighborhood."

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Revenue Management: Focus On Profit

Revenue Management is still a relatively new profession within hotel operations and as such, it continues to evolve. One significant trend in this area is a shift away from using revenue as the foundation to generate key performance indicators (KPIs) and to instead place the emphasis on profit. Traditionally, revenue managers have relied on total revenue per available room (TrevPAR) and revenue per available room (RevPAR) as the basis of their KPIs. Now, some revenue managers are using gross operating profit per available room (GOPPAR) as their primary KPI. This puts profit at the center of revenue management strategy, and managers are increasingly searching for new ways to increase the profitability of their hotels. Return on Investment is the objective of any hotel investment, so it is only logical that profitability and ROI will be emphasized going forward. Another trend is an expanded focus on direct hotel bookings. Revenue managers know that one way to increase profitability is to steer guests away from online travel agencies (OTAs) and book directly with the hotel. This tactic also reinforces brand identity and loyalty, and encourages repeat business. In addition, it provides a valuable platform to market the hotel directly to the customer, and to upsell room upgrades or other services to them. Another trend for revenue managers involves automation in their software programs. Revenue management systems with automation are far more desirable than those without it. Automating data entry and logistics increases efficiency, allowing managers to spend more time on formulating strategy. As a bonus, an automated system helps with aggregating and interpreting data. The October issue of the Hotel Business Review will address these developments and document how some leading hotels are executing their revenue management strategies.