The Room Block
A Profitable Partnership: Hotel Sales and Revenue Management, with Jeff Borman and Steve Pierce
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The sales and revenue management departments of a hotel are dependent on each other to achieve success, yet, the more they agree with each other the less successful the hotel will be. Jeff Borman, Founder & Chief of travelINNsights and Steve Pierce, Director of Sales & Marketing from the Crystal Gateway Marriott in Arlington, VA examine the delicate and at times misunderstood relationship between sales and revenue management, how they win or lose together (including at Fantasy Football) and what each department is up against as we move through the pandemic.

About Jeff Borman: With over 20 years of hospitality management, Jeff has a wide range of experiences from early beginnings in hotel operations, reservations sales and marketing.  The majority of the last 20 years has been leading Revenue Management for Marriott and Hilton, with specific expertise in analytics, pricing science and inventory management.  He has held roles across all hotel kinds- from limited service and extended stay to full service, boutique and luxury.  Those roles have spanned from regional leadership in the US and Asia to global headquarters roles in Bethesda and McLean.  For 3 years, he lead the eCommerce strategy and analysis department in charge of OTA, GDS and 3rd party vendor valuations and negotiation strategies.  He then joined Park Hotels & Resorts in the Asset Management team.

Most recently, he founded the tourism and hospitality advisory travelINNsights (https://travelinnsights.com/) a consulting company serving hotel owners and investors. They also publish hospitality research and the economics of the travel industry for the general public.

When not helping the travel industry as an employee, Jeff is supporting it as a customer having hiked, dined and mingled with locals in over 70 countries and 42 States.  When grounded at his home in Alexandria Virginia, he can usually be found in the kitchen (preferably the outdoor one) or rummaging through the wine cellar proudly trying to recall recently acquired sommelier skills.

About Steve Pierce: Steve grew up on Long Island, NY and now lives in Fairfax, VA with his wife Nicole and their two kids, Rebecca and Owen. He has been in the hotel industry for 30 years starting on the restaurant side and operations. He has had the pleasure of working for Marriott International for the last 22 years in Revenue Management, Corporate HQ, Sales and Marketing, and is currently the DOSM at Crystal Gateway Marriott in Arlington, VA (https://www.marriott.com/hotels/travel/wasgw-crystal-gateway-marriott/). In his time-off, he enjoys watching baseball and co-authored a book on his favorite team – “off to see the Yankees.”