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  • Uncovering & Fostering

    Revenue Management Talent

  • • How Did We Get Here?

    • Trends in RM Compensation

    • Recruiting and Retaining Strong RM

    Talent

    – Competency Paths

    – Career Mapping

    Agenda

  • Not Enough Talent…

    How did We Get Here?

    • 80’s: Deregulation of Airline Industry

    Yield Management

    • Mid-90’s: Application of Yield Management

    Principles to Hotel Business

    Revenue Management

    • RM is a young discipline

  • Trends in Compensation

  • Median Salary % Change 2008-2012:

    Corporate

    Source: HVS North America Lodging Corporate Reports 2008, 2010, 2012

    12.0

    8.5

    11.0

    41.4

    0.0

    5.0

    10.0

    15.0

    20.0

    25.0

    30.0

    35.0

    40.0

    45.0

    P e rc

    e n

    t C

    h a n

    g e (

    % ) VP Revenue Management

    VP Operations

    VP Sales&Marketing

    VP Development

    VP Finance

  • Median Salary % Change 2006-2012:

    Property

    18.1

    2.6

    11.7 12.5

    0.0

    2.0

    4.0

    6.0

    8.0

    10.0

    12.0

    14.0

    16.0

    18.0

    20.0

    P e rc

    e n

    t C

    h a n

    g e (

    % ) Director Revenue

    Management

    Controller

    Director Sales&Marketing

    General Manager

    Source: HVS North America Lodging Corporate Reports 2008, 2010, 2012

  • Other Trends Influencing Recruiting &

    Compensation

    • Decentralization Centralization

    • Home-based vs. Company Based

    • RM as a Service

    • Education (Institutional & Corporate)

  • Recruiting & Retaining RM Talent:

    • What other Disciplines/Levels Share

    Similar Competency Profiles?

    • 10 Competencies

  • Self-

    Efficacy

    Execution Skills

    Ethical

    Awareness Service

    Orientation

    Loyalty to

    Company

  • Self-

    Efficacy

    Execution Skills

    People Skills

    Ethical

    Awareness Service

    Orientation

    Loyalty to

    Company

    Sensitivity

    to Diversity

    Sense of

    Humor Leadership

    Team-

    Building

  • Self-

    Efficacy

    Execution Skills

    People Skills

    Cognitive Skills

    Ethical

    Awareness Service

    Orientation

    Loyalty to

    Company

    Sensitivity

    to Diversity

    Creativity Problem-

    Solving

    Sense of

    Humor Leadership

    Team-

    Building

  • Senior level &

    Executive Positions

    Mid-Management

    Positions

    Junior-level

    Positions

    Revenue

    Analyst &

    Revenue

    Manager

    Dir RM &

    Regional

    Dir RM

    Regional

    VP RM,

    SVP RM,

    &VP RM

    Revenue

    Management

    Similar Skill Profiles

    Possible Skill Profiles

    VP

    Develop-

    ment &

    SVP

    Develop-

    ment

    Dir

    Feasibility,

    Dir

    Acquisition

    & Dir

    Develop-

    ment

    Develop-

    ment

    Manager

    Development

  • Senior level &

    Executive Positions

    Mid-Management

    Positions

    Junior-level

    Positions

    Revenue

    Analyst &

    Revenue

    Manager

    Dir RM &

    Regional

    Dir RM

    Regional

    VP RM,

    SVP RM,

    &VP RM

    Revenue

    Management

    Similar Skill Profiles

    Possible Skill Profiles

    Regional

    VP

    Finance ,

    VP

    Finance,

    SVP

    Finance

    Corporate

    Controller,

    & Regional

    Dir

    Finance

    Financial

    Analyst,

    Controller,

    & Dir

    Finance

    Finance

  • Senior level &

    Executive Positions

    Mid-Management

    Positions

    Junior-level

    Positions

    Revenue

    Analyst &

    Revenue

    Manager

    Dir RM &

    Regional

    Dir RM

    Regional

    VP RM,

    SVP RM,

    &VP RM

    Revenue

    Management

    Similar Skill Profiles

    Possible Skill Profiles

    SVP/VP

    Sales,/

    Marketing

    Regional

    Dir Sales/

    Marketing

    & Dir

    Marketing

    Marketing

    Mgr & Dir

    Sales /

    Marketing

    Sales & Marketing

  • Senior level &

    Executive Positions

    Mid-Management

    Positions

    Junior-level

    Positions

    Revenue

    Analyst &

    Revenue

    Manager

    Dir RM &

    Regional

    Dir RM

    Regional

    VP RM,

    SVP RM,

    &VP RM

    Revenue

    Management

    Similar Skill Profiles

    Possible Skill Profiles

    SVP/VP

    Operations

    Regional

    Dir Ops,

    Area GM;

    GM

    Front

    Office Mgr,

    Guest

    Services

    Mgr, AGM,

    Dir Hotel

    Ops

    Operations

  • Senior level &

    Executive Positions

    Mid-Management

    Positions

    Junior-level

    Positions

    Revenue

    Analyst &

    Revenue

    Manager

    Dir RM &

    Regional

    Dir RM

    Regional

    VP RM,

    SVP RM,

    &VP RM

    Revenue

    Management

    Similar Skill Profiles

    Possible Skill Profiles

    SVP/VP

    Asset

    Mgmt

    Dir Asset

    Mgmt &

    Asset Mgr

    Asset Management

    VP E-

    Commerce

    Dir E-

    Commerce

    E-Commerce

  • Recruiting from other Disciplines (Based

    on Competencies):

    • Manager/Junior Level

    – Operations (below GM)

    – Finance

    – Sales/Marketing

    • Mid-Level

    – Feasibility/Development

    – Operations (GM/Area)

  • Other Ideas for Developing Talent:

    • Include RM as a Pre-Requisite for

    Advanced Promotions

    • Offer RM as a Career Development

    Opportunity

  • Thank You!

    Juliette Boone

    jboone@hvs.com

    mailto:jboone@hvs.com