HRI's SVP of Revenue Management on Shifting Market Share with Big Data

In this episode of Hotel Tech Insider, we had the pleasure of speaking with Lior Seckler, the Senior Vice President of Revenue Management at HRI. Lior shared his extensive experience in the hotel industry, starting from his background in restaurant technology to his journey through revenue management at Hilton before landing at HRI in 2010.

Lior oversees a team of revenue managers working with both branded and independent hotels. He emphasized the importance of leveraging technology to drive revenue, increase market share, and ensure profitability. Lior highlighted the need for innovative, user-friendly, and reliable technology partners to support their revenue management strategies effectively.

One of the critical technology partners Lior mentioned was Lighthouse, which provides comprehensive BI solutions and analytics beyond just rate shopping. He also discussed the benefits of using Duetto for revenue management at their independent properties in the Bay Area.

Lior shared insights into their tech stack, including tools like OTA Insight, Spyder, TravelClick, and Vena for business intelligence and accounting. He emphasized the importance of keeping their tech stack cutting-edge and ensuring seamless integration of data from various sources.

The conversation delved into the challenges and opportunities in the hotel industry, including the impact of vacation rentals like Airbnb and the need to adapt to changing market dynamics. Lior also discussed the importance of human oversight in interpreting data and making informed decisions, highlighting the limitations of technology in certain situations.

The episode concluded with Lior's perspective on the future of technology in the hotel industry, emphasizing the need for continuous innovation and adaptation to meet evolving consumer needs and drive revenue growth.

Overall, Lior's insights provided valuable lessons on the role of technology in revenue management and the importance of a strategic approach to leveraging digital tools in the hotel industry.

Introduction to Revenue Management at HRI: 00:00:00-00:00:59

Lior Seckler's Career Journey: 00:01:10-00:06:48

Overview of Revenue Management Team at HRI: 00:06:49-00:08:08

Critical Technology Partner for Revenue Management: 00:09:11-00:10:19

Lighthouse as a Key Technology Partner: 00:10:33-00:13:16

Discussion on Duetto and Its Impact: 00:13:16-00:13:26

Use of TravelClick and Amadeus Products: 00:15:29-00:16:03

Accounting Software Vena: 00:15:52-00:16:03

Integration of Data from Various Systems: 00:16:04-00:16:36

Exploring Calibri Labs Hummingbird: 00:16:36-00:18:21

Consideration of Upselling Tools: 00:24:44-00:25:18

Focus on Total Revenue and Ancillary Revenues: 00:24:08-00:24:28

Importance of Human Oversight in Technology: 00:33:20-00:34:05

Key Skills and Characteristics for Success in the Hotel Industry: 00:31:30-00:32:54

Future of Technology in the Hotel Industry: 00:35:10-00:36:59