Hotel Cateys 2021: Revenue Manager of the Year: Jane Bateup

Jane Bateup took the reins at the Grand Brighton over seven years ago when it was bought by its current owners to operate as an independent alongside its sister the Richmond Hill Hotel – two very different properties.

 

After the first lockdown she focused on opening the business safely, ethically and respectfully, gradually increasing room availability at a pace that felt comfortable to both guests and staff. Pent-up demand and
stay­cation bookings meant sea-view rooms at the Grand were in high demand, and she managed availability daily to ensure no opportunity was missed if a cancellation occurred.

 

With Richmond Hill she took a more corporate strategy and created “experience-led” sales to attract and engage a different market.

 
Promotions were launched with third parties to increase hotel exposure with reader offers in a clutch of magazines, and she generated new revenue streams through TravelZoo, Voyage Privé and Secret Escapes.

A survey she instigated found that 69% of Brits would rather go on holiday with their pet than their partner generated a surge of bookings. All dogs received a dog blanket, bed or bowl as well as a treat on arrival.

 

Playing to the green credentials and eclectic culture of Brighton and Richmond’s green spaces, she developed a direct booking offer with flexible terms, a bottle of wine and complimentary bike storage in both properties. It has saved tens of thousands of pounds in travel agent commission since reopening.

 

She has delivered impressive figures, particularly at the Grand, beating pre-Covid budgets in each month open, both in 2020 and 2021. She hit RGIs of 182 to 208 in summer 2020, and a first full month of trading in June 2021 has set the bar for the rest of year with occupancy levels over 90% (compared with the market average of 79%) and a 172 RGI. Room revenue in July 2021 was the highest ever.

 

She helped secure the 2022 Meetings Professionals International conference – worth £54,000 – by assembling an attractive offering that won the business from a local rival.

 

Outside her day job, she is inspiring future talent in the industry and has worked with Chichester College to develop a revenue management module for its HND programme.

 

She possesses a rare balance of exceptional people management skills and a passion for analysing trends. As one of her peers says, she “brings the fun to the figures”.

 

What the judges said

“In a very challenging period, Jane has demonstrated thinking outside the box. She showed leadership, care and practicality in her team initiatives, and has achieved great results in revenue conversion and hotel visibility.”

Kadira Canavese

 

“There were lots of reasons why Jane was the ultimate winner. Her ethics shone through. She was never greedy, just defined a clever strategy to ensure best flex rates at a challenging time.”

Jane Pendlebury

 

“A very innovative and well-researched revenue manager dealing with different hotels in different markets with their own peculiarities. She has made a serious contribution. Outstanding.”

Carl Weldon

 

The shortlist

Jane Bateup The Grand Brighton and Richmond Hill Hotel

 

Stuart Gillespie Switch Hospitality Management

 

Billy Harris Edgbaston Park Hotel and Conference Centre

 

The judges

2019 Karen Tyson, Rudding Park

 

2018 Amy Ayers, Holiday Inn Winchester

 

2017 Rachel Perry, Radisson Blu Edinburgh

 

2016 Olga Sommer, Ham Yard, London

 

2015 Catherine Bernard, director of revenue, Lancaster London

 

2014 Helle Norgaard Beattie, revenue manager UK, Hyatt Regency London – The Churchill