Running Head: PROJECT REPORT
Revenue management is very paramount when it comes to the hospitality industry as
it allows the hotel owners in anticipating demand and optimizing availability and pricing to
achieve the best possible financial results. Revenue is managed by a revenue manager, but the
whole department is overseen by the detector. The Director of revenue works closely with the
sales team, front office staff, and the general managers. The director oversees the revenue
management and distribution strategy of a Hotel and manages the daily yield operations. This
paper is a narrative of a director of revenue for the Hyatt Santa Clara and Andaz Napa being
interviewed about his job experience and responsibilities.
The interviewee name is Leiper Caparas and is the area director of Review for Hyatt
Santa Clara and Anda Napa. Prior to being the director of revenue, he worked for the same
organization but different companies holding various positions. His first job was a Bellman
position in 1993 where he worked at Hyatt Rickey’s Palo Alto. In 1994, he got promoted in
the same company to be a front office agent. In the subsequent year, 1995, he was made the
company’s night manager. His promotion in the same company came to an end in 1996 when
he was made the assistant front office manager. He later shifted to Hyatt Regency San
Francisco airport in 1997 as the assistant reservation’s manager. In 1998, he became the
Director of guest services in the same San Francisco airport and 1999 he was made the front
office manager again. IN the following year, he became the chief accountant who was his
first job to handle finances. In 2002, He became the assistant controller or finance in Hyatt
Rickey’s Palo Alto. He went back to Hyatt Regency San Francisco Airport in 2003 as the
Reservations manager. In 2004, he began working in the revenue department as the manager.
Later in 2005, he moved to Hyatt Regency Santa Clara as the Director of revenue. Recently
in 2017, he became the area director of revenue for Hyatt Santa Clara and Andaz Napa.
QUESTION & ANWER INTERVIEW
Interviewer: So we know that you are the revenue manager for your hotel, you are the
one that oversees all revenue management in the hotel, right?
Interviewee: No I only do the guestroom revenues; I don`t oversee all the revenues.
Interviewer: Alright, what are your tasks every day? Can you tell us about that?
Interviewee: My tasks everyday include: first, seeking how many units we need to sell, how
many rooms for any date although into the future, a year out, what rates we need to sell them,
how we sell them, you know and so we sell them only for one nights, two nights, three nights,
also who we sell it to, do we sell it to business travellers, transit, to groups, and also where
we sell them, do we sell them through our website or through the GEF which is the travel
agent system, do we sell them through expedia so I try to figure out or those different
information and come out with the best serving strategy for the hotel. I look at the market
conditions, what’s happening in New York, what is selling and so on and so forth, but on a
daily basis I look at those not only for today but for future days.
Interviewer: So, how is the business performance for the hotel this year, like for
Interviewee: Business has been steady, it is not quite growing the way we wanted it to be,
according to last year its steady. I think we have seen a little bit of slowing down in the
individual travel. What I mean by that is the corporate business that is travelling on and on to
different offices, the group business in terms of having a large group going into ...