A Day in the Life . . . Adrienne Hanna, founder and CEO of Right Revenue
This month HRNI speaks to Adrienne Hanna, founder and CEO of Right Revenue
WHAT IS YOUR CURRENT ROLE?
I have had my own hotel revenue consultancy business for over 10 years but, 18 months ago, I came up with the idea of designing revenue software to help hotels make rate decisions when I wasn’t onsite to help them. Right Revenue was launched in October 2015 and, currently, I divide my time between designing software, being on the road selling the system and looking after my consultancy clients, which I love.
WHAT IS YOUR BACKGROUND IN HOSPITALITY/TOURISM?
I started working in travel 30 years ago and was lucky enough to work in tour operating businesses for 13 years. I got to travel all over the world and enjoyed every minute of it. My first hotel role was as part of the pre-opening team for Hilton Belfast and I was hooked. I spent almost four years in sales with Hilton before moving to a revenue role in Hastings Hotels. I was then head-hunted and moved to a revenue software company called EasyRMS who were based in London and it was there that I learnt the mechanics and disciplines of revenue management. I opened my consultancy business almost 11 years ago and the rest, as they say, is history…
WHAT ARE THE BEST/WORST
PARTS OF YOUR JOB?
The best part of my job is definitely the people I work with. I am privileged to be able to count the people I work with as some of my closest friends. I also love being able to make a difference to someone’s business and for being the ‘go-to’ person that people call for advice.
The worst part is definitely the driving and amount of miles that I do. It is no fun having a 4am start to Limerick in the winter.
WHAT DO YOU FIND MOST CHALLENGING ABOUT THE SECTOR?
I think what I find most challenging is the lack of perception from customers as to how little a hotel actually makes. Very few people understand that the government takes 20% VAT, online travel agents can take up to 23% commission and then, when you take the average cost to have a hotel room occupied, the profit is tiny. That is why I find it difficult to comprehend why some hotels have a ‘race to the bottom’ mentality when it comes to pricing as it is so detrimental to the industry as a whole.
OUTLINE A TYPICAL DAY
I am up by 6am and like to walk my dog first thing. Then it is either straight in the car to go see a consultancy client or perhaps to demo Right Revenue to a new customer. If I am not on the road, then I get to spend the day in our new offices where I work with my CTO, Nick on designing the mathematical algorithms which forecast rates and occupancy and make Right Revenue clever.
PROUDEST MOMENT OF YOUR
CAREER TO DATE
Definitely winning my first client for Right Revenue. We now have 14 hotels using the system but the first client will always be the most special.
BEST THING ABOUT BEING INVOLVED IN THE LOCAL SECTOR
Definitely back to the people! Hoteliers are hard-working and driven but they are ‘people, people’ and are a lot of fun to work with. I feel very privileged to have the job that I have.
WHAT DO YOU LIKE TO DO TO UNWIND AWAY FROM WORK?
My friends tell me I have a split persona – I am either very professional, laptop in hand and in work-mode or I am in hiking boots with a rucksack on, half way up a mountain with my dog – so definitely being outdoors is my way to unwind.
TELL US SOMETHING ABOUT YOURSELF NOT MANY PEOPLE
I had a scary experience whilst diving on the Great Barrier Reef and, since then, I am very claustrophobic.
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