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Asia's Leading Hoteliers Collaborate to Create New 'Revenue Ready' Portal

HSMAI ยท2h
The result of 18 months of hard work from the HSMAI Asia Pacific Revenue Advisory Board, which includes many of the heads of revenue for global and local hotel chains in Asia Pacific, the Certificate in Revenue Management (Hospitality) course is an initiative that fills a vital industry training gap."The Revenue Director role is evolving quickly and they are taking on extra responsibilities such as digital marketing, meeting space and food & beverage but until now there hasn't been a cost-effective training option," says Jackie Douglas, President HSMAI Asia Pacific."This course was developed by hoteliers for hoteliers, who have been struggling to fill positions in their fastgrowing revenue management teams with properly trained employees."The comprehensive 10-course program combines a series of practical exercise and fast-track learning chapters that examines all key aspects of revenue management from forecasting, distribution, pricing, market segmentation, to data analysis, business intelligence and marketing.One of the course creators, Puneet Mahindroo, Senior Director of Hotel Marketing & Revenue Management, APAC, Four Seasons Hotels & Resorts, and Chair of the HSMAI Asia Pacific Revenue Advisory Board, urged his industry colleagues to get behind the project."All Revenue Directors should use this program to fill their revenue staffing pipeline by enrolling sales, reservations, front desk staff to discover who has the talent and skills for revenue management." Ms. Douglas says Revenue Management offers excellent career opportunities and is becoming increasingly diverse."The role Revenue Managers play within a hotel is evolving rapidly into areas such as strategy management and because demand for their analytical skills will only increase, it was vital we addressed this imbalance through the new training program," says Douglas."Collaboration has been central to this project. Twelve hotel leaders of revenue volunteered to create the curriculum while we also received valuable financial support from our partners to hire educators to transform it into a great online learning experience."The program was mostly funded by our Platinum Education Partner Marina Bay Sands, with contributions from IDeaS, SiteMinder and LodgIQ. Priced from USD50 per course, or USD350 in total the course is now available through HSMAI's recently launched online training portal - https://hsmaiacademy.org/HSMAI has made strides in the past three years, ever since it received funding support from Marina Bay Sands, Asia's leading integrated resort destination. Among other achievements, the association has produced 24 events in Singapore and Thailand last year, from just four in Singapore in 2014. It now aims to produce 28 events this year, and expand to Malaysia in 2018.In 2015, it also launched the first HSMAI Revenue Optimization Conference (ROC) in Asia Pacific, now an annual regional conference based in Singapore. In that same year, it also launched the first Digital Marketing Conference in Asia Pacific which now encompasses the multiple disciplines of Revenue, Digital and Distribution.In Singapore, during ITB Asia, HSMAI will hold three training events and an Executive Roundtable:"Revenue Ready" training workshop on Revenue Strategy on 26th October"Revenue Ready" training workshop on Accommodation Distribution on 26th OctoberDigital Marketing Training Workshop for hoteliers on 26th OctoberChief Revenue Officers Executive Roundtable on 25th October (invitation-only)In 2018, HSMAI will continue to work with hoteliers to ensure the industry works together to raise the professionalism of the hospitality industry with a focus on the commercial disciplines of sales, marketing & revenue management.

VIDEO: Celebrating 90 Years: An HSMAI Video Story

HSMAI 11 September 2017
Take a journey through 90 years of innovation as HSMAI celebrates 90 years of fueling sales, inspiring marketing, and optimizing revenues for hotels and their partners. Founded in 1927 and celebrating 90 years in 2017, the Hospitality Sales and Marketing Association International (HSMAI) is an individual membership organization comprising more than 7,000 members worldwide.

HSMAI Celebrates 90th Anniversary, Honors Leaders

HSMAI 8 September 2017
The Hospitality Sales and Marketing Association International (HSMAI) celebrated 90 years of fueling sales, inspiring marketing, and optimizing revenue, and honored current leaders and chapters at HSMAI's 90th Anniversary Celebration Dinner on September 6, 2017 at Lansdowne Resort & Spa in Leesburg, Virginia. The Greater New York Chapter was named Chapter of the Year and the University of Memphis was honored as Collegiate Chapter of the Year. Other "Chapter Best of the Best" award winners were honored throughout HSMAI's annual Mike Leven Leadership Conference, held in the same venue September 5-6, 2017."Our chapters and their creative approaches to revenue optimization have strengthened HSMAI's commitment to fueling hotel sales over these past 90 years," said Fran Brasseux, HSMAI executive vice president. "We are proud to recognize these achievements and are appreciative of these chapters' hard work."Held the final evening of this year's Mike Leven Leadership Conference, HSMAI's 90th Anniversary Celebration Dinner recognized and honored HSMAI leaders and innovations. Fifteen Past Presidents and seven HSMAI Lifetime Achievement Award honorees were on hand for the celebration. The evening included remarks and remembrances from past and present HSMAI leaders including HSMAI Lifetime Award Winner Roger Dow, U.S. Travel Association; Past Chairs Bruce Himelstein, BJH Group; Barb Bowden, Loews Hotels; Dorothy Dowling, Best Western Hotels & Resorts; current HSMAI Board Chair Jeff Senior, KSL Resorts; HSMAI Foundation Chair John Fareed, Horwath; incoming Chair Mark Thompson, Dallas Convention & Visitors Bureau; and HSMAI President & CEO Robert A. Gilbert, CHME, CHBA."We may be celebrating a major milestone tonight, but we'll also recognize a number of outstanding leaders and some special guests who have helped to grow HSMAI over the last two decades," said Robert A. Gilbert, CHME, CHBA, president & CEO of HSMAI, in his opening remarks. He added, "We really feel HSMAI is 90 years young. Tonight is the celebration of many industry feats and firsts--but it's also the beginning of a new chapter for our game-changing organization." (For a brief recap of HSMAI's 90 years of innovation, view the 6-minute video, "Celebrating 90 Years: An HSMAI Video Story.")A special part of the anniversary celebration was devoted to presenting HSMAI's first-ever Hotel Sales Professional of the Year Awards. Adreana Bailey, National Sales Manager, Hilton DFW Lakes, was recognized as the HSMAI Hotel Sales Professional of the Year in the On-property category. Jane Pearsall, Senior Manager of Worldwide Sales, Global Business Travel, Best Western Hotels & Resorts, received the HSMAI Above-property Hotel Sales Professional of the Year Award.HSMAI honored chapters in the Americas Region for leadership, communications, membership, educational programming, and community involvement. The Frank W. Berkman Best of the Best 2016-2017 winners are as follows:Chapter Leadership Award WinnersGreg Bodenair, Boston ChapterErik Dorr, Arizona ChapterJason Edwards, North Carolina ChapterBlair Green, Dallas/Fort Worth Metroplex ChapterLarge Chapter WinnersArizona, Special EventsGreater New York, Membership, PartnershipSouth Florida, EducationWashington, D.C., CommunicationsMedium Chapter WinnersBoston, Education, Membership, PartnershipDallas/Fort Worth Metroplex, CommunicationsMissouri, Education, Special EventsSmall Chapter WinnersAustin, CommunicationsBritish Columbia, Communications, Membership, PartnershipFlorida Keys, Special EventsNorth Carolina, PartnershipSeattle, EducationCollegiate Chapter of the YearUniversity of MemphisConference highlights included "deep dives" into critical topics such as volunteering, partnerships, recruiting, educational programming, and profitability. The conference kicked off with an executive interview with conference benefactor Mike Leven, CEO, Georgia Aquarium & Former President and Chief Operating Officer, Las Vegas Sands Corporation. Attendees were treated to an insightful discussion on harnessing the headwinds by Col. Nicole Malachowski USAF, first woman Thunderbird flyer, former White House Fellow, and former executive director of Joining Forces--the Michelle Obama and Dr. Jill Biden military and veterans initiative. As part of the HSMAI Helps service program, attendees hand-stuffed more than 100 bears to give to a children's hospital.The conference was renamed the HSMAI Mike Leven Leadership Conference following a generous donation from the Mike and Andrea Leven Foundation in 2013. This year leaders came together at the Lansdowne Resort & Spa September 5-6. The conference was made possible by Conference Partners: The Michael and Andrea Leven Family Foundation, Anniversary Partner: Accor Hotels, Two Roads Hospitality, Lansdowne Resort & Spa, Booking.com, Visit Fairfax, and Visit Loudoun.

HSMAI Washington DC Announces State of the Industry Program

HSMAI 18 July 2017
The annual State of the Industry program, sponsored by the Hospitality Sales and Marketing Association International's Washington, D.C., chapter to help area hospitality sales, marketing and revenue-management professionals prepare their plans and budgets for 2018, will be held Aug. 17 in McLean, Virginia.The program will feature Mark Carrier, president of B.F. Saul Company, Bethesda, Maryland; Veronica Andrews, director of active data, STR, Hendersonville, Tennessee; Elliott Ferguson, president & CEO, Destination DC, Washington; Barry Biggar, president & CEO, Visit Fairfax, Virginia; and John Hach, senior industry analyst, TravelClick, New York.The Aug. 17 event will be hosted by The Ritz-Carlton, Tysons Corner, 1700 Tysons Blvd., McLean, Virginia, and cosponsored by TravelClick. Registration and a networking reception will begin at 4 p.m. There is no charge for HSMAI members and a $60 fee for nonmembers. Click HERE to register."Our panelists will present the facts, figures and insights that hospitality professionals need to prepare plans and budgets for 2018," said Jennifer Hill, HSMAI Washington DC Chapter chair and Highgate regional director, revenue & distribution. "The State of the Industry is our most popular program of the year and my personal favorite. I encourage all area hospitality executives to join us for this valuable event."About HSMAI Washington DC ChapterHSMAI Washington DC Chapter is an affiliate of the Hospitality Sales and Marketing Association International, an individual membership organization based in McLean, Virginia, composed of more than 7,000 members worldwide, with 40 chapters in the Americas Region. HSMAI is committed to growing business for hotels and their partners and is the industry's leading advocate for intelligent, sustainable hotel revenue growth. The association provides hotel professionals and their partners with tools, insights and expertise to fuel sales, inspire marketing and optimize revenue through programs including the Adrian Awards and Revenue Optimization Conference. Click here to join HSMAI. For more information, go to www.hsmaidc.org.

Revenue Optimization Conference (ROC)

HSMAI 28 June 2017
Metro Toronto Convention Centre, Toronto, ON, CanadaFor fourteen years, HSMAI's Revenue Optimization Conference (ROC) has been the place where hotel revenue leaders unite for education, collaboration, and innovation. Annually, this conference delivers the most compelling and comprehensive revenue management event for the hotel industry, and convenes more than 600 key stakeholders to address the most critical trends affecting revenue management in hotels today. With powerful educational and networking opportunities, this is the can't-miss conference of the year for learning and engagement.It's where senior leaders in hotel revenue management connect and engage in meaningful, thought-provoking conversations about the most important strategic issues facing the business today.Hear what industry leaders have to say about the conference:QUICK LINKSWhat's Not to Miss in 2017RegistrationScheduleEducationPre-ROC OpportunitiesHousingSponsorshipIn 2017, the program will focus on helping you adapt to and manage the rapid changes happening around you, and stay relevant in turbulent times. At the end of the day, you'll walk away with specific, practical recommendations to sharpen your action plan and thought-provoking, challenging ideas to guide your strategy for tomorrow - all aimed at navigating the forces influencing and impacting revenue management.The conference is organized by HSMAI's Revenue Management Advisory Board.What's Not to Miss in 2017ROC will be in Canada for the first timeFor those non-Canadians attending, now is the time to get your passport and make sure it does not expire within 6 months of your travel dates.Tuesday is filled with opportunities to learn and network9 afternoon workshops to choose from (included in your ROC registration)Give-back volunteer opportunity to benefit our host city while giving you the chance to connect with other attendees (included in your ROC registration)1-hour research presentation session on emerging issues in RM and Marketing, followed by a reception (included in your ROC registration)CRME Review Course & Exam (separate fee required)CHDM Review Course & Exam (separate fee required)Twelve breakout session organized in 3 tracksThree options will be offered during each block of breakout sessions and will be organized into Data & Analytics, Leadership & Influence, and Environmental Factors tracks.Access to HITEC exhibit hall...and general sessionsFor qualified ROC registrants, HITEC will provide one complimentary, non-transferable registration which entitles the recipient to three days of the exposition, access to exhibitor tutorials, TechTalks, and the HITEC keynote sessions. Comp registrations are only available to qualified hotel buyers and cannot be used by suppliers or vendors, consultants, nor personnel, dealers, distributors, subsidiaries, investors, partners/associates or family members of exhibiting companies.AwardsThe awards ceremony will shine the spotlight on the incredible talent and accomplishments of revenue management leaders. We will honor the Vanguard Award honoree for lifetime achievement in revenue management, the Revenue Management Professionals of the Year, and the Certified Revenue Management Executives (CRMEs) in attendance.Opportunity to Engage Online Before, During, and After ROCThe new conference app will be a place to stay in touch with fellow conference attendees through the year and take part in discussions around conference topics. More information will be available on this within three weeks of ROC.Toronto!For the first time, ROC will be in Toronto - an international center of business, finance, arts, and culture widely recognized as one of the most multicultural and cosmopolitan cities in the world.HOUSINGAs part of HSMAI's partnership with HITEC, all ROC attendees may book rooms via the HITEC Housing Bureau. The deadline for reservations is May 26, 2017.See the HITEC Hotel & Travel page for complete details.CONFIDENTIALITY & ANTITRUST GUIDELINESThe Hospitality Sales & Marketing Association International is committed to sponsoring face-to-face meetings and events where all participants can comfortably engage with their peers while protecting the confidentiality of their employers and abiding by antitrust rules. Specific details are outlined in HSMAI's Confidentiality & Antitrust Guidelines for all Meetings and Events (PDF).

HSMAI Foundation Emphasizing Innovative Knowledge Exchange in 2017

HSMAI 24 June 2017
The Foundation of the Hospitality Sales and Marketing Association International (HSMAI) is focusing on several impactful initiatives this year.With the goal of developing knowledge and insights for the future to fuel sales, inspire marketing, and optimize revenue, the HSMAI Foundation's 2017 initiatives include the following:Releasing the 2016 Adrian Awards Case Study videos, highlighting honorees for Advertising "Best of Show," Digital Marketing "Best of Show," Public Relations "Best of Show," and the winner of the Leader in Sustainable Tourism Award, presented by HSMAI and National Geographic Traveler.Publication of Demystifying the Digital Marketplace: Spotlight on the Hospitality Industry, produced by Kalibri Labs through the AH&LA Consumer Innovation Forum.Release of HSMAI Foundation Leadership Insights in conjunction with HSMAI Executive Roundtables, including the latest issue: HSMAI Foundation Leadership Insights: 2017 Chief Marketing Officers.Thanks to the generous support of IHG, an HSMAI Foundation Platinum benefactor grant has been established for the HSMAI Student Leadership Scholarship Program for 2017, providing scholarships in the form of registration and travel stipends for HSMAI signature educational events including the HSMAI Adrian Awards, the Digital Marketing Strategy Conference, and the HSMAI Revenue Optimization Conference (ROC) Americas.EXECUTIVE COMMITTEEChair: John Fareed, CHME, ISHC, Managing Director, Horwath HTLImmediate Past Chair: Vail Brown, SVP, Global Business Development & Marketing, STRTreasurer: Christine Hight, Senior Director, Market Research, Hilton WorldwideSecretary: Cathy Hartman, Vice President, Consumer Insights & Advisory Services, Marketing + Digital, Marriott InternationalBOARD MEMBERSDouglas Abbott, Director, Sales Effectiveness, Worldwide Sales, Intercontinental Hotels GroupDorothy Dowling, Chief Marketing Officer, Best Western Hotels & ResortsRick Garlick, Global Travel and Hospitality practice lead, J.D. PowerAmy Huff, Executive Director of Sales, Bellagio, MGM Resorts InternationalDana McIntire, Senior Director, Market Research & Customer Insights, Wyndham Hotel GroupMark Theis, Vice President of Sales Operations - Americas, Hyatt Hotels CorporationElizabeth Randall Winkle, Chief Strategy Officer, STR"I'm very proud of the knowledge and actionable insights the HSMAI Foundation brings to the hospitality industry each year," said John Fareed, Chairman of the HSMAI Foundation. "We appreciate the generous assistance of our partners and sponsors, so that the HSMAI Foundation can develop resources, awards, and scholarships that support educational programming targeted to hospitality sales and marketing professionals."ABOUT HSMAI FOUNDATION Established in 1983 to serve as the research and educational arm of the Hospitality Sales and Marketing Association International, the HSMAI Foundation's mission is to develop knowledge and insights for the future to fuel sales, inspire marketing and optimize revenue. For more information on the HSMAI Foundation, a 501 (c) (3) organization, visit http://www.hsmaifoundation.org.

HSMAI Opens Nominations for Inaugural Hotel Sales Professional of the Year Awards

HSMAI 7 June 2017
The Hospitality Sales and Marketing Association International (HSMAI), which is celebrating 90 years of fueling sales, has established the HSMAI Hotel Sales Professional of the Year Awards. Honorees will exemplify strong sales performance producing measurable results."Recognizing deserving individuals with the HSMAI Hotel Sales Professional of the Year Awards reflects HSMAI's ongoing objective to promote excellence in the field of sales in hotels," said Robert A. Gilbert, CHME, CHBA, president & CEO of HSMAI. "We are honored to celebrate HSMAI's 90-year legacy by recognizing individuals who exemplify HSMAI's mission to grow business for hotels and their partners."HSMAI will be accepting nominations until July 14. The award nominee should demonstrate excellence in all of the following areas: creativity and initiative; sales acumen; innovative leadership; and advancement of the discipline.Qualified individuals should be nominated for one of two separate entry categories, On-Property or Above-Property.To qualify for the On-Property award, a nominee must currently serve in an on-property or regional sales role for a brand, management company, ownership group, or independent property.To qualify for the Above-Property award, a nominee must currently serve in an above-property regional, national, or global sales role for a hotel brand, management company, or ownership group.To nominate a deserving colleague, customer, or business partner for an HSMAI Hotel Sales Professional of the Year Award, click here. Honorees will be notified in early August, and celebrated on September 6 at HSMAI's 90th Anniversary Celebration Dinner.For more information on the HSMAI Americas Hotel Sales Professional of the Year Awards, visithttp://www.hsmai.org/HotelSalesStars.

HSMAI Announces 2017 Revenue Management Professionals of the Year and Vanguard Lifetime Achievement Honoree

HSMAI 16 May 2017
The Hospitality Sales and Marketing Association International (HSMAI) will present the Vanguard Award for Lifetime Achievement in Revenue Management to Dr. Sheryl Kimes and honor three hospitality revenue management leaders as Revenue Management Professionals of the Year at its upcoming Revenue Optimization Conference (ROC) Americas on Wednesday, June 28 in Toronto, Canada.Yira Segarra, CRME, director of group and function space revenue management, Loews Hotels is the 2017 Corporate Revenue Management Professional of the Year. Two individuals have been named Single/Multi-unit Revenue Management Professionals of the Year--Tim Kayser, CRME, area director of revenue management, Grand Geneva Resort and Spa and Jennifer Mooney, CRME, senior regional revenue manager, CSM Lodging. The awards are co-presented by Rainmaker."Yira, Tim, and Jennifer have set themselves apart as bold, decisive leaders in a field that is constantly evolving. We can look to these Revenue Management Professionals of the Year for inspiration as we explore novel approaches to optimizing revenue," said Bob Gilbert, CHME, CHBA, president and CEO of HSMAI.HSMAI will honor Dr. Sheryl Kimes, professor at and former dean of the Cornell University School of Hotel Administration, with the Vanguard Award for Lifetime Achievement in Revenue Management, for her achievements and contributions to the hospitality industry and revenue management discipline."Sherri is a passionate advocate who has helped executives recognize the tremendous value of revenue management--even when the discipline was still in its very early stages" said Bob Gilbert, CHME, CHBA, president and CEO of HSMAI. "We are thrilled to honor her with this award celebrating her far-reaching contributions to our profession."The Vanguard Award honors revenue management professionals who have been true innovators in the field of pricing and revenue optimization in the hospitality industry. It recognizes individuals who have dedicated a significant portion of their careers to this facet of the industry and have made substantive, enduring contribution to the betterment of the revenue management profession, over the course of their careers.Dr. Kimes has published over 50 articles on revenue management in leading journals, and consulted with many hospitality enterprises around the world, but most notably, her research has defined and established the business practice of hotel revenue management. In 1989 she came out with the first definition of the strategic levers of revenue management (price and duration), defining the field and helping the industry identify strategies for driving revenue. In the 1990s she championed the process of implementing revenue management programs in "non-traditional" outlets with her work in restaurant revenue management, continuing through function space, golf, and spa.A Menschel Distinguished Teaching Fellow with nearly 30 years at Cornell's School of Hotel Administration to her credit, Dr. Kimes has been also been a visiting professor of decision sciences at the National University of Singapore School of Business. She was the first to offer a class in yield management, which is now taught at many of the leading hotel programs around the world. Dr. Kimes's consulting work has helped major global organizations build revenue management programs, cultivate revenue management leaders, and grow revenue.Nominations for Vanguard Award for Lifetime Achievement in Revenue Management and the Revenue Management Professional of the Year Awards come from HSMAI chapters and the industry at large, and nominees represent the very best in revenue management. Nominees are judged by a panel of revenue management leaders on a variety of criteria.These awards will be presented at the HSMAI Revenue Optimization Conference (ROC) Americas, an annual event where hotel revenue leaders convene for education, collaboration, and innovation.For more information about ROC visit the conference webpage. To interview an HSMAI spokesperson about the event and the award honorees, please contact Andrea Bomar at abomar@hsmai.org.

HSMAI's Revenue Optimization Conference (ROC) Convenes Hotel Revenue Management Executives in Toronto

HSMAI 7 April 2017
The Hospitality Sales & Marketing Association International (HSMAI), is pleased to announce that theRevenue Optimization Conference (ROC) Americas will take place June 28, 2017, in Toronto, ON. For the first time in its fourteen year history, ROC comes to Canada, bringing together more than 600 hotel revenue management executives for education, collaboration, and innovation. The event will be co-located with HITEC 2017, the world's largest hospitality technology show."HSMAI's ROC is an unparalleled opportunity for hotel revenue management leaders to discuss strategies tonavigate the forces influencing and impacting revenue management," said Robert A. Gilbert, CHME, CHBA, president and CEO of HSMAI. "We are excited to bring ROC to Canada for the first time, and look forward to an exchange of thought-provoking, challenging ideas that impact and advance our industry."Each year, ROC delivers the most compelling and comprehensive revenue management event for the hotel industry. In 2017, the program will focus on helping attendees adapt to and manage rapid changes and stay relevant in turbulent times. Education sessions will offer learning opportunities in the key areas of Data & Analytics, Leadership & Influence, and Environmental Forces.Focused on "Navigating the Forces Impacting Revenue Management," education highlights will include:Opening Keynote by Dr. Kelly McGuire, VP Advanced Analytics, Global Analytics for Wyndham Destination Network, and member of HSMAI's Revenue Management Advisory BoardA panel discussion of industry leaders about what the future holds for revenue management in hotels, and other important issues affecting the practice todayLuncheon speaker Alan Lewis, Managing Director and Partner at LEK Consulting, and co-author of Edge Strategy: A New Mindset for Profitable Growth, will share key insights on how to leverage substantial opportunities for growth that are often hidden in plain sight2020 Lightening Round: Peer-to-Peer Case Studies and Insights, a series of short, fast-paced presentations by subject-matter experts that explore what revenue management strategies are working, and in what waysAdditional networking and education opportunities will include a "HSMAI Helps," a volunteer opportunity benefitting Toronto, a peer-reviewed faculty research presentations, and a review course for those pursuing the Certified Revenue Management Executive (CRME) certification. HSMAI will also host an awards ceremony presenting the Vanguard Award for Lifetime Achievement in Revenue Management, and the Revenue Management Professional of the Year Awards.Registration is now open for HSMAI ROC at www.hsmairoc.org. HSMAI thanks preferred partner IDeaS; platinum partners AccorHotels, Booking.com, LodgIQ, Rainmaker, and RateGain; and silver partners HeBS Digital, Infor, OTA Insight, Tambourine, The Guestbook, STR, TravelClick, and Travel Tripper.

HSMAI Hosts Event Addressing Revenue Management and Marketing

HSMAI 5 April 2017
The Hospitality Sales and Marketing Association International's Washington, D.C., chapter will host an interactive educational event, "The Convergence of Revenue Management and Marketing," this month that will explore the hospitality industry's changing landscape and how professionals can navigate challenges through data and analytics.Natalie Osborn, principal marketing consultant for SAS Institute's hospitality and gaming global practice, will lead the April 20 event at The Westin Arlington Gateway, 801 N. Glebe Road, Arlington, Virginia. Her presentation and panel discussion will cover how digital interactions are impacting the delivery of guest service and identify opportunities to coordinate marketing, revenue management and operations to deliver on the new guest experience.Registration and a networking reception will be from 4 to 5 p.m., followed by the program from 5 to 6:30 p.m. and closing with a property tour. The early bird cost is $45 for HSMAI members and $60 for nonmembers. The cost for those booking after April 14 is $50 for HSMAI members and $65 for nonmembers. Students and groups of five or more should call 571-442-8489 for special pricing. To register, click here. "It is now possible for a guest to make a reservation, select a room, check in and check out without ever having to interact with a hotel's team members," said Ellen Wilson, managing director, HSMAI Washington DC Chapter. "In order to continue delivering great service and maximizing business opportunities in this environment, revenue management, marketing and operations need to work together now more than ever. Data and analytics can help move us towards that goal."Natalie Osborn will help us explore the changing landscape of hospitality and how we can navigate the challenges ahead with data and analytics."Prior to joining SAS, Osborn worked for IDeaS Revenue Solutions in product management and client services roles, including director, product marketing; director, service development; and director, service delivery. During this time, she served IDeaS hotel and casino customers around the world, including Hilton, Hyatt, Four Seasons, Mandarin Oriental, Shangri-La and the Venetian.Osborn gained hotel operations experience at Sheraton and Renaissance hotels and transitioned from hotel operations to hotel technology in 1997, when she was appointed Asia Pacific operations manager for Cyntergy, a technology outsourcing company. She frequently contributes to industry publications, speaks at industry conferences and is a member of the HSMAI Marketing Advisory Board.About HSMAI Washington DC ChapterHSMAI Washington DC Chapter is an affiliate of the Hospitality Sales and Marketing Association International, an individual membership organization based in McLean, Virginia, composed of more than 7,000 members worldwide, with 40 chapters in the Americas Region. HSMAI is committed to growing business for hotels and their partners and is the industry's leading advocate for intelligent, sustainable hotel revenue growth. The association provides hotel professionals and their partners with tools, insights and expertise to fuel sales, inspire marketing and optimize revenue through programs including the Adrian Awards and Revenue Optimization Conference. Click here to join HSMAI. For more information, go to www.hsmaidc.org.

HSMAI accepting nominations for the Revenue Management Professional of the Year Award and the Vanguard Award for Lifetime Achievement in Revenue Management

HSMAI 27 February 2017
HSMAI is accepting nominations for the Revenue Management Professional of the Year Award and the Vanguard Award for Lifetime Achievement in Revenue Management. Nominations for both awards are due by Friday, March 31, 2017. Honorees will be recognized at HSMAI's Revenue Optimization Conference in Toronto, Ontario, Canada (June 28, 2017).Revenue Management Professionals of the YearThese awards, co-presented by HSMAI and Rainmaker, recognize and promote excellence in the field of revenue management in hotels.Nominees for the Property / Multi-Unit award must:Currently serve in an on-property or regional revenue management role for a brand, management company, ownership group, or independent property.Have more than 75% of their responsibilities specific to the day-to-day management of revenue optimization for the property(s).Demonstrate excellence in all of the following areas: Lifelong Learning; Innovative Leadership; Cross-Discipline Collaboration; Talent Development; and Advancement of the Discipline.Nominees for the Corporate award must:Currently serve in an above-property Regional or Corporate revenue management role for a brand, management company, or ownership group.Have more than 50% of their responsibilities specific to the oversight of revenue managers or directors, and not in the performance of daily revenue management tasks.Demonstrate excellence in all of the following areas: Lifelong Learning; Innovative Leadership; Cross-Discipline Collaboration; Talent Development; and Advancement of the Discipline.Click here to nominate a deserving colleague, customer, fellow chapter member, or friend by March 31, 2017.Vanguard Award for Lifetime Achievement in Revenue ManagementHSMAI annually honors a revenue management professional who has left an indelible mark on the field of pricing and revenue optimization in the hospitality industry.The award recognizes individuals who have spent a major portion of their careers in the revenue management profession and have contributed to the betterment of the industry in a significant and lasting way, over an extended period of time.To qualify for the award, a nominee must have:Noteworthy and outstanding contributions to the hospitality industry, and the revenue management discipline, during a career spanning at least 20 years; Accomplishments that are truly extraordinary, widely recognized as such, and of positive and lasting quality; Exhibited leadership and provided inspiration to others in the sector; and, The highest regard and respect of their peers. Click here to nominate a mentor, industry icon, or friend by March 31, 2017.For questions and additional information, please contact Juli Jones atjjones@hsmai.org or 703-506-3276.
Article by Jeremiah Magone

5 reasons the drive for 'More Direct Bookings' will transform the hospitality industry into a direct response industry

HSMAI 10 January 2017
First off, the hospitality industry is already a full-blown direct response industry.That might not be so obvious to the untrained eye, but you just need to know where to look.Take this, for example.Every time an OTA charges a commission, that commission is based on a verifiable ROI. That's the only way they can make the super-affiliate relationship work.From a hotel's perspective, this is good because management can always reason that, "If we spend 20%, we're still left with 80% in revenue... and something's better than nothing..."And the OTAs can use the same mental calculation, measuring costs against profits, to steadily grow their businesses.It's pretty simple, right? But it's powerful because it's scientific.And as the direct response practice of testing and tracking results on everything we do becomes more and more widespread, there are 5 fundamental ways it's going to change the way we do business in the hospitality industry.1. Direct booking campaigns will push hotels to use more transactional emails:Since 2015-16, when most hotel bookings shifted to on-line channels, directors of marketing have been, increasingly, looking for ways to up their on-line conversion game. And one of the least expensive ways to do that has been to follow the OTAs' example and invest in automated email marketing.With a high degree of track-ability already built in to these systems, it's been easy for marketers to show increased engagement levels, larger numbers of sign-ups to their loyalty programs and, most importantly, a higher, total return on investment. (ROI)Following the OTAs continued use of this medium, I believe it's only a matter of time until every hotel catches on and sets up their own email marketing funnels... to keep communication flowing... and reservations coming in...Again, exactly like the OTAs, I have no doubt hotels will keep pushing these transactional emails until people either unsubscribe, or die from old age.Email marketing pays for itself, time and time again, after all!2. Customer Relationship Management software (CRM) will give marketers a new level of measure-abilityEvolving out of marketers' need to track results, so they can continually produce better outcomes, CRM software is here to stay. And the fact that all the CRM players in the industry only serve about 15-20% of hotels, right now, means there's a huge race going on to capture the rest of the market.So you can bet your bottom dollar you're going to be hearing a lot about the virtues of CRM, going forward.And you should listen! Track-ability can give you an amazing level of understanding of guests' behavior. That lets your staff provide a higher level of service. That increases revenues. And, at the end of the day, all that gets fed back to marketing, so they can get even better at targeting your highest-value guests, or look alikes.Sometimes called 'growth hacking', or 'first-click attribution modeling', this synergistic process of continually measuring the customer's journey so you can keep refining your approach, and increasing profits, is what the direct-response industry is all about. And I have no doubt that, once hotels adopt this approach, in marketing and service standards, there's no real reason to go back.The results will speak for themselves.3. The OTAs will redefine destination marketing on social mediaAs I mentioned, the OTAs are direct response experts. That's how they decide which campaigns to keep, and which ones to shelve... And, as such, every social media campaign they launch in the future will, naturally, have to go through the same ROI test.Using the 'first-click attribution model', which I just mentioned, above, all this will be at a very granular level. And that will cause an important shift in the social media marketing discipline. Marketers will suddenly stop talking about their number of 'likes', 'shares' or, even, website visits. And they're only going to start reporting on the bottom line... on how many room nights were booked... on the total, lifetime value of your social media guests...Money talks and B.S. walks!This change has to happen.There's no other choice for the OTAs, really.Because, you see, just like junk mail, consumers don't have any brand loyalty when it comes to 3rd party offers. The convenience that one OTA offers can easily be replaced by one of their competitors.So, unless each OTA continues reaching out to would-be travelers in the 'dreaming' and 'planning' phase, and keeps moving those people to their own direct response marketing lists, they'll always run the risk of going out of business.Think about how Red Bull has changed their business to stay ahead of this reality.They've completely transformed themselves from a beverage company, into a media company that just so happens to sell beverages.The OTAs will have to follow the same path, for the same reasons, and, with 'first-click attribution', this will help them become leaders in social media destination marketing.Any hotel that doesn't want to get crowded out, then, will have to take time to build their own online communities, as well, following the same ROI-based marketing practices.4. Hotels will start relying on local affiliates to get the word outNumbers 1,2 and 3, on this list, all speak to one fact. OTAs and hotels will get better and better at marketing over time, and the sheer volume of marketing communications will keep expanding, almost exponentially.As I'm sure you can guess, this will create a lot of noise... and when there's a lot of noise - people tend to stop paying attention.To compete in a more crowded space... against OTA competitors that will always have more choices and easy terms... hotels will need to set up direct response agreements with local businesses. i.e. Create local affiliates.You see, as soon as hotels start using better tracking technologies, they'll come to an important realization: they can promote themselves by paying small commissions to local businesses and, effectively, catch people's attention much earlier in the 'planning' phase of the buying journey.This is a win-win for the local economy and, from a guest's point of view, side-by-side marketing provides an important level of social proof.For example, say you were going white water rafting next week and your tour guide had an ad for a local hotel on their homepage. As a consumer, that ad is an endorsement. It tells you that hotel is probably close by. And that it's also probably a good fit for people who are into white water rafting.These facts help make this hotel the obvious winner.So, if hotels are going to make a strong first impression and win more direct bookings against an onslaught of OTA noise, this is the kind of market positioning they going to need.And, since track-ability will prove profitability, in that relationship, there's also no doubt in my mind that hotels will start taking advantage of this marketing channel, more and more.5. The 'gig' economy will replace a lot of in-house marketing positionsA lot of people forget that 2008 was a complete, global melt-down of the financial system, nearly as bad as the great depression, but we need to remember the past because it changed the fundamental nature of our industry.For example, when RevPar plummeted by 20%, most hotels slashed their marketing budgets, laid off staff and started relying on the OTAs to do their online marketing.Fortunately, things have improved and the last 6 years have been, mostly, clear sailing. But! That doesn't mean hotels have brought all their marketing activities back, in-house.The OTAs have become an incredibly convenient solution (because they provide measurable results), and 'outsourcing' has become the way of the world.Luckily, the gig economy offers a solution to hotels' need for more marketing power. And I'm happy to predict that, as soon as hotels figure out how to create local affiliates, like I just described in point #4, they're going to quickly start working with freelancers on an ROI basis, as well."Hey kid, if you manage my Twitter feed, I'll give you a 5% commission. Deal?"Or a freelancer might approach a hotel and say, "I'll help you get bookings on Instagram for less than you're currently paying in OTA commissions... What do you say?" Either way, it's a win-win... And just like that, local businesses and members of the local community will get into the hotel marketing business on a 'pay-for-performance' basis.This partnership will help hotels compete with the OTAs in an authentic way... and, ultimately, let them shift their marketing dollars away from the OTAs in a confident and consistent manor.Hurray for direct response!This is a great development for the industryAs a direct response copywriter, I am really, really happy to see these changes taking place in the industry.It means that measuring results, down-to-the-penny, will become the standard - not the exception. It means ROI is king. And with the confidence that track-ability provides, hotels are going to become much more aggressive when it comes to their marketing. And all of this will fuel innovation!But one warning for marketing directorsThese changes mean - no more coasting along. In the near future, each one of your marketing activities will be put under the scientific, direct response ROI test to prove its profitability. And things like PPC and retargeting campaigns won't necessarily cut the mustard.(i.e. If you have 10 PPC ads running at the same time, you never really know where your reservations are coming from, right?)Direct response means you have to be able to measure each marketing activity, individually, so you can always ramp up the winners and cut the losers.So - for all those who are not ready for these changes - you need to realize that, very soon, hotels will stop measuring your success by monthly revenues, in aggregate...Instead, you'll be judged by how much you've been able to increase revenues by moving business away from more expensive, 3rd party channels... to your direct channels.And you'll need to have track-ability in place to prove you did it, too! Failing that, you might be asked to step aside for someone else who does.Just like Salesforce is optimizing one industry after another, these changes are coming to the hospitality industry, as well. It's just a matter of time.Someday very soon, all the time and money that's being poured into the 'book direct' movement, right now, will create an industry-wide revelation...Everyone will suddenly connect the dots, slap themselves on the forehead, and shout, "Hey... direct response = direct bookings... Duh!!!" Until then, I'll go grab myself another cup 'o Joe... and I look forward to reading your comments, below!P.S. If you liked this article, you should grab a FREE copy of my book, 300% More Direct Bookings in 30 Days - A complete copywriting system for anyone who wants measurable results, by signing up - Here.But this is only available until January 15th, 2017.Or, if you have Amazon Prime, you can pick it up, anytime, for FREE - Here.Enjoy!

2016 Honorees Announced for The HSMAI Top 25: Extraordinary Minds in Hospitality Sales, Marketing, Revenue Optimization

HSMAI 13 December 2016
The Hospitality Sales & Marketing Association International (HSMAI) is proud to announce its 2016 honorees for The HSMAI Top 25: Extraordinary Minds in Hospitality Sales, Marketing, Revenue Optimization.The hospitality and travel industry requires creative thinkers and innovators. The HSMAI Top 25 honors these top achievers in sales, marketing, and revenue optimization of hospitality, travel and tourism organizations for their accomplishments in the preceding 18 months.HSMAI will honor The HSMAI Top 25 in conjunction with the Adrian Awards Dinner Reception and Gala on February 21, 2017, at the New York Marriott Marquis, and in a private ceremony co-hosted by Questex Hospitality + Travel."HSMAI is proud to recognize an outstanding group whose impressive achievements define success and inspire their peers in the hospitality industry," said Robert A. Gilbert, CHME, CHBA, president & CEO of HSMAI. "Their deep knowledge, nimble response to changing markets, and innovative solutions have driven their success and strengthened our industry." The HSMAI Top 25 Extraordinary Minds for 2016 are:Justin Barnette: Manager, Marketing & Communications USA, South African TourismDC Becker: Principal & Co-Owner, Titan Group of New YorkJosh Belkin: VP & General Manager, North America, Hotels.comBree Brostko: Managing Director, Kindred Resorts & HotelsBonnie Buckhiester: President, Buckhiester Management LimitedPatrick Campbell: Director of Advertising, Best Western Hotels & ResortsLisa Checchio, VP, Brand Marketing and Insights, Wyndham Hotel GroupBritton Cordill: Director of Marketing & eCommerce, Marriott InternationalSantiago Corrada: President/CEO, Visit Tampa BayChris Flatt, EVP of Hotel Sales & Marketing, Wynn Las VegasIsaac Gerstenzang, Assistant Vice President, Corporate E-Commerce, Two Roads HospitalityJennifer Hill: Regional Revenue Manager, HighgateDaniel Hostettler: President and Group Managing Director, Ocean House Management CollectionDanny Hughes: Senior Vice President & Commercial Director, Hilton WorldwideVictoria Isley: Chief Sales & Marketing Officer, Bermuda Tourism AuthorityCherry Kam: Director, Marketing Communications/Americas, Four Seasons Hotels and ResortsLynn Kaniper: Owner/President, Dana CommunicationsLeora Halpern Lanz: Lecturer, Boston University School of Hospitality Administration Michael Lau: Regional Director of Revenue Management, Accor HotelsLisa Ross: President and Partner, rbb CommunicationsEd Skapinok: Vice President of Sales & Marketing, Hostmark Hospitality GroupEdgar Tapan: Head of Industry, Travel, GooglePaolo Torchio: VP Digital & E-Commerce, Two Roads HospitalityVicki Varela: Managing Director, Utah Office of Tourism, Film & Global BrandingDaniel Wise: Founder & Chief Product Architect, revcaster - a Rainmaker companyThe "Top 25" recipients were selected by a panel of senior industry executives based on recent work meeting the following criteria: creativity and innovation; cutting edge sales or marketing campaigns; triumph in challenging situations; and sales efforts that resulted in dramatic gains.Tables and tickets for the HSMAI Adrian Awards Dinner Reception and Gala are still available for purchase. For additional information on the HSMAI Adrian Awards and "Top 25" list visit www.adrianawards.com.

How to Elevate the Discipline of Revenue Management

HSMAI 2 December 2016
The second in a five-part HSMAI 2016 Industry Insights series produced by the HSMAI Revenue Management Advisory Board and the SAS Institute.HSMAI leaders at HSMAI's Revenue Optimization Conference (ROC) Americas offer their ideas on how the hospitality industry can elevate the discipline of revenue management and make it a more integral part of the business.>> Share your thoughts in the discussion on the HSMAI LinkedIn Group Page.>> View Part I: How Do You Prepare for a Recession without Causing One?>> View Part II: Revenue Management on a Desert Island?

HSMAI Releases Report on Revenue Management Leadership

HSMAI 4 November 2016
largely due to technology--predictive analytics and data-driven strategy are becoming increasingly critical to successful revenue management and the hotel business in general.The report sheds light on other noteworthy trends indicated in the survey findings:The shift from traditional revenue management to predictive analytics is the most significant strategic change taking place over the next three years. To make the most of this change, several accompanying actions should take place:Redefine core industry principles and the expected skills and abilities of senior leadership (on property and in corporate offices).Deploy revenue management throughout the organization and align revenue management with enterprise goals.Advance the thinking in related disciplines and elevate strategic application of data throughout the enterprise.Highly educated executives (particularly those trained in decision science and predictive analytics) are becoming more integral to generating hotel business in an increasingly complex global environment. Nearly one-third of respondents (30%) have an advanced degree (MS, MBA, or PhD).The required skillset to succeed as a revenue management professional has expanded to include and prioritize advanced strategic and critical thinking abilities. Analytical or critical thinking was deemed the top skill for all respondents (86% cited it as being, "very important") and business acumen and strategic analysis was the second ranked skill (70% rated it as "very important").Basing decision making solely on instinct and experience is incomplete and inadvisable.While still valuable, intuition and industry savvy should be part of a more comprehensive and systematic methodology that is focuses more on quantitative analysis and strategy based on information. Nearly two-thirds of the respondents (60%) reported spending the bulk of their professional time each week on planning, forecasting, and strategy.Add sales and/or marketing oversight to revenue management professionals' responsibilities to increase profitability and improve accountability. Of the survey's respondents, 38% identified leading marketing and/or sales as a preferred new professional responsibility.HSMAI's Portrait of Revenue Management Leadership provides a comprehensive look at the current state of the revenue management profession and the opportunities for growth and increased profitability. In addition, the report offers in-depth insights for hotel business executives to succeed in a future that favors--if not requires--data-driven strategy."The report's findings are a striking reminder--if not a wake-up call--to professionals in the hotel business: To be truly successful in this increasingly competitive industry, the strategic application of data and analytics throughout the revenue management process is paramount," said Robert A. Gilbert, CHME, CHBA, president & CEO of HSMAI.The research and resulting report were made possible through the sponsorship of the 2016 Chief Revenue Officer Roundtables by Booking.com, Ideas - a SAS company, NOR1, Rainmaker, STR, and Tambourine.The report is available in the HSMAI Foundation Knowledge Center

Mind the Gap: Bridging the Divide Between What Hotel Customers Expect and What They Get

HSMAI 27 October 2016
By the time a guest arrives at your hotel, his or her expectations have been set by everything they have gleaned from your website and online ads to past guests' reviews to word-of-mouth from friends and family. Now it's time to deliver the promise. Is your team ready?HSMAI's Marketing Advisory Board recently discussed the growing two-way dependency and integration of marketing and operations - and what you can do to align and leverage your efforts to get the results you want (especially repeat stays and advocacy for your brand).It's a Two-Way StreetBy helping the operations team understand and anticipate who is coming in to your property, customer service can be better aligned with the guests' expectations. At the same time, marketing should rely on operations to understand the property experience from the guest's point of view. You'll want to keep track of the guest experience at your property from the operations' perspective in order to better focus on the key issues that truly resonate with your target guests.Mine! Mine! Mine!If one department - whether it is operations or sales or marketing - is claiming ownership of the guest, stop! Everyone owns the guest and is equally responsible for delivering the expected experience.Start by developing a deeper understanding of your guests and their on-property experience. On the marketing side, track customer segments by spend and preferences. Spend time with your reservation agents to understand what the customers are looking for and what might be obstacles to their booking with you. Get out of your office and be where the guests really are. Spend time in the lobby! Help the ops team during busy check ins/check outs. Walk a mile in their shoes.On-property staff members are incredibly instrumental in a hotel's success. It's all about the people. So, help them by sharing your customer profiles:Talk about customer profile(s) each week at a property leadership meeting. Make sure that leaders in all departments understand who the guests are so their teams can better deliver what guests are looking for.At the operational level, help team members understand guest profiles and how a typical business traveler acts and spends versus a group guest or a leisure guest.Leverage Your TechLeverage your technology resources, especially your CRM system, to the greatest extent possible. This is definitely the most difficult and resource intensive part of your marketing/ops integration strategy, but one with the most potential to help you rise above your competition.Aligning your marketing with data from operations will differentiate your hotel and brand. Analysis of the right guest data can provide a wealth of information to be leveraged by marketing.All Hail the KingReviews are king, and customer service so often drives those reviews. At a minimum, have a solid process in place to respond to guest reviews in a timely way, in a genuine tone, and by someone the guest really wants to hear from (e.g., the general manager). Make the marketing team available to help the operations team write thoughtful responses.Analyze your guest reviews to uncover your undiscovered assets. For example, there is a hotel in Paris that highlighted its restaurant in its marketing...until the team analyzed guest reviews and discovered that, from the guests' perspectives, being near the train station was the hotel's most appealing feature. Based on that information and followed where their reviews led, the team modified marketing messages to focus on the hotel's location and achieved significant increases in occupancy and RevPAR.It's All SocialMany new entrants are joining this space with direct messaging tools via text and apps in order to facilitate a conversation between the guest service desk and the guests before they reach the hotel. While they present pre-arrival communication and one-to-one marketing opportunities, the greatest advantage of these tools is giving the hotel the opportunity to get in front of issues before they become reported problems in reviews. Depending on the size of your property, these practices can produce an overwhelming volume of communications. Make sure you deploy them systematically and be prepared to staff them.Challenge your front desk team to be more involved in the social media world of guests. For instance, if a guest posts or tags your hotel while they are there, retweet/share their post AND look at the guest's profile to see if there's something personalized you can do while they are with you. Appoint a social media champion on each and every shift.Walk the Thin "Creepy" LineAnticipatory service is a bold promise, but one with a lot of potential. Walk the fine line between wanting to really understand the guest and be genuine, and knowing too much about them.For instance, train hotel staff, especially front desk personnel, how to read people's body language...so they can get themselves on the same page as the guest no matter the issue or circumstance. Help front desk and bar staff know how to be mindful and present when with a guest. Get all of the staff to think about being empathetic to the guest.Bridge the GapWhen team members understand the what and why of a strategy, they are typically more supportive of it. From the marketing side, give the operations team opportunities to expand their horizons and feel empowered:Offer marketing classes to ops team members. One hotel company gives a one-hour training each month so ops staff can learn about the basics of key issues (for example, the role of reviews in marketing and rate).In the operations packet that goes out every morning, once a week add a fun fact about marketing in general, or a marketing initiative at your hotel, that gets read at every department meeting that morning.And remember, it is not a hand-off from guest recruitment to service delivery. It is a symbiotic partnership that makes or breaks the guest experience and the brand.About HSMAI's Marketing Advisory BoardHSMAI's Marketing Advisory Board leverages insights, emerging trends, and industry innovations to inspire marketing for hotels. Members include:CHAIR: Maureen Callahan, Vice President of Marketing Communication & Public Relations, Destination HotelsMichael Bennett, Vice President, Marketing, White Lodging ServicesTiffany Braun, Area Director of Sales and Marketing, Commune Hotels and ResortsKatie Briscoe, EVP, Client Services, MMGY GlobalDiane Briskin, Managing Director, DKC Public RelationsMatthew Clyde, President & Chief Strategist, Ideas CollideSean Dee, CMO & EVP, Outrigger ResortsAgnelo Fernandes, Senior VP of Sales & Marketing, Terranea Resort / Destination Hotels and ResortsBrian Hall, Chief Marketing Officer, Explore St. LouisNatalie Osborn, Senior Industry Consultant, Hospitality and Travel Global Practice, SAS Institute, Inc.Mandy Penn, Senior Director of Resort Marketing, Universal Orlando ResortFlorence Quinn, President, QuinnLisa K. Ross, President, rbb CommunicationsAndrew Rubinacci, CHSP, SVP, Distribution & Revenue Management Strategy, IHGBill Rubino, Partner, President, Panzano & PartnersPaolo Torchio, CHDM, VP, Product Management, Sabre Hospitality SolutionsCasey Ueberroth, Chief Marketing Officer, Preferred Hotels & Resorts

HSMAI Washington DC Event Will Focus on Revenue Strategies

HSMAI 16 August 2016
The annual State of the Industry event for area hospitality industry professionals this Thursday, sponsored by The Hospitality Sales and Marketing Association International's Washington, D.C., chapter at the Renaissance Washington, DC Downtown Hotel, will focus on revenue strategies in a changing market.Ellen Wilson, HSMAI Washington DC Chapter managing director, said attendees will learn the importance of understanding future demand and open pricing in the Washington market, where general and international visitation is trending up, but the pace of new reservations and group reservations is weakening, suggesting a need to drive local demand."This event is focused on helping area hospitality sales and marketing professionals prepare their plans and budget for 2017," she said.Executives from TravelClick, B.F. Saul Company, Duetto Research and Destination DC will discuss the state of the lodging industry and outlook from a regional, national and global perspective. The facts, figures and insights they present will be designed to help area hospitality sales and marketing professionals develop plans and budgets for the coming year.Presenters will include Mark Carrier, B.F. Saul Company Hospitality Group president; John Hach, TravelClick senior industry analyst; Chris Knothe, Duetto Research senior solutions engineer; and Carol Motley, Destination DC director of convention sales. The moderator will be Barry Biggar, president & CEO of the Fairfax Convention & Visitors Corporation (Visit Fairfax), who received an HSMAI Top 25 Extraordinary Minds award this year.Registration and a networking reception will begin at 4 p.m., followed by the program at 5:15 p.m. (Click HERE to register.) Limited parking will be available at the Renaissance Washington, DC Downtown Hotel at 999 Ninth St. N.W., Washington.About Our SpeakersBarry Biggar, Visit FairfaxBarry Biggar was named president & CEO of Visit Fairfax in August 2008 after more than five years as president & CEO of the Bryan-College Station Texas Convention & Visitors Bureau.Prior to that he was vice president of sales & marketing for VisitLEX, the convention and visitors bureau in Lexington, Kentucky, for four years aftrer serving the Calgary Convention & Visitors Bureau in Alberta, Canada, for seven years in positions of increasing responsibility, culminating as a senior vice president responsible for sales, marketing and research.Earlier in his career, he worked for two of Calgary's most recognized hotels and in retail sales and banking.Biggar earned a degree in commerce at the University of Manitoba, Winnipeg, Canada, and a diploma in hotel and restaurant management at the Southern Alberta Institute of Technology in Calgary. He is a Certified Destination Management Executive.He has served on the board of the Destination Marketing Association International, is a past chair and founding chair of DMAI's Destination Marketing Accreditation Program, former chair of Education for DMAI and past board chairman of the Destination and Travel Foundation.Biggar is past chairman of the Texas Tourism Advisory Council, past board member of the Texas Association of Convention & Visitor Bureaus and is active on state, regional and national organizations, boards and task forces related to the tourism industry.Earlier this year, he was honored with an HSMAI Top 25 Extraordinary Minds award during the organization's 2016 Adrian Awards gala in New York.Mark Carrier, B.F. SaulAs senior officer of the B. F. Saul Company Hospitality Group, Mark Carrier's leadership responsibilities include strategic direction, overall operational leadership, acquisition and development of properties, long-term financial and capital planning and the development and implementation of corporate policies, procedures and management systems. He represents the company in relation to lenders, franchisors, clients, governmental agencies and industry associations.Carrier joined the B. F. Saul Company following graduation in 1980 from the Cornell University School of Hotel Administration, Ithaca, New York. He progressed to his current senior position following a career of growing responsibility with the organization that included on-site management, regional responsibilities as well as development and acquisition of hotels.He is a past chairman of the IHG Owners Association, the global franchise owners association of Intercontinental Hotels Group, serves on Marriott's Distribution Advisory Committee, Emerging Technology Advisory Group and SpringHill Suites Marketing Council. He also is a member of the Hilton Worldwide Distribution Advisory Council.Carrier this year is vice chair of the American Hotel & Lodging Association. He also is a member of its Governmental Affairs Committee and formerly served on its Strategic Planning Committee and Funding Group and Search Committee. He is a member of the Fairfax County's Economic Advisory Council, the Dulles Corridor Rail Association Board of Directors and chairman of the Tyson's Partnership, all in Virginia. He also is chairman emeritus of Visit Fairfax, the county's tourism promotion organization and a member of the Cornell Hotel Society and Cornell Real Estate Council.In 2013, Carrier accepted the Kemmons Wilson Service Award from the IHG Owners Association in recognition of contributions to the industry and fellow owners. He was honored as the Virginia Hotelier of the Year in 2013 by the Virginia Hotel and Travel Association.He earned the Certified Hotel Administration designation from the American Hotel & Lodging Association's Educational Institute.John Hach, TravelClickJohn Hach, a 37-year veteran of the travel industry, joined TravelClick in 2004, where his responsibilities currently include industry analysis, media strategy and strategic client engagement and consultation. Previously, he served the company as senior vice president of its full-service Digital Agency.Prior to that, he was vice president of marketing for Cendant Corporation's Travel Link division. From 1999 to 2002, he served Galileo International as vice president of business development, vice president of global marketing and sales programs and vice president of corporate/consumer sales and marketing. He was division vice president of The Hertz Corporation from 1979 to 1999.He earned a bachelor of science degree at Chicago State University. Business Travel Executive magazine recognized him as a "Travel Technology Visionary" in 2000 and was honored by the Global Business Travel Association as Allied Member of the Year in 2003.Chris Knothe, DuettoChris Knothe, a 15-year hospitality veteran who has spent half his career in revenue management, is a HSMAI Certified Revenue Management Executive. He formerly was director of revenue for Taj Hotels Resorts and Palaces at The Pierre Hotel in New York, where he helped achieve 15 percent year-over-year revenue growth. From 2012-2013, he was corporate director of revenue management for Greenwich Hospitality Group, served as a consultant for Tugu Hotels in Sri Lanka in 2012 and was director of revenue for and Rosewood Hotels & Resorts at The Carlyle in New York from 2008 to 2012.Knothe is a graduate of the Hotel & Restaurant Management School in Hamburg, Germany, and earned an executive master of business administration degree at Cornell University's Johnson Graduate School of Management.Carol Motley, Destination DCCarol Motley, a 22-year industry veteran, helps plan and administer sales policies and programs designed to foster and promote hotel patronage on behalf of Destination DC, the lead organization that manages and markets the nation's capital as a premier global convention, tourism and special-events destination.From 2011 to 2015, she was senior national account executive for Visit Orlando - the official tourism association for the most visited destination in the United States - responsible for strategically selling the Orange County Convention Center to accounts in the Washington, Maryland and Virginia markets.From 2005 to 2011, Motley was senior sales manager for the Hyatt Regency in Chicago, where she managed all citywide business. Earlier in her career, she was director of sales for the Chicago Convention and Tourism Bureau and national sales manager for the Baltimore Convention Center.Motley, a Washington native, earned a bachelor of arts degree at the University of Virginia, Charlottesville. She is a member of Professional Convention Management Association and American Society of Association Executives.The event is sponsored by the Renaissance Washington, DC Downtown Hotel, TravelClick, RDR PR LLC, B.F. Saul Company, Duetto Research and Destination DC.About HSMAI Washington DC ChapterHSMAI Washington DC Chapter is an affiliate of the Hospitality Sales and Marketing Association International, an individual membership organization based in McLean, Virginia, composed of more than 7,000 members worldwide, with 40 chapters in the Americas Region. HSMAI is committed to growing business for hotels and their partners and is the industry's leading advocate for intelligent, sustainable hotel revenue growth. The association provides hotel professionals and their partners with tools, insights and expertise to fuel sales, inspire marketing and optimize revenue through programs including HSMAI's MEET, Adrian Awards and Revenue Optimization Conference. Click here to join HSMAI. For more information, go to www.hsmaidc.org.

HSMAI Washington DC Chapter to Host State of the Industry Event

HSMAI 22 July 2016
The Hospitality Sales and Marketing Association International's Washington, D.C., chapter will host its annual State of the Industry event for area hospitality industry professionals Aug. 18 beginning at 4 p.m. at the Renaissance Washington, DC Downtown Hotel.Executives from TravelClick, B.F. Saul Company, Duetto Research and Destination DC will discuss the state of the lodging industry and outlook from a regional, national and global perspective. The facts, figures and insights they present will be designed to help area hospitality sales and marketing professionals develop plans and budgets for the coming year.Presenters will include Mark Carrier, B.F. Saul Company Hospitality Group president; John Hach, TravelClick senior industry analyst; Chris Knothe, Duetto Research senior solutions engineer; and Carol Motley, Destination DC director of convention sales. The moderator will be Barry Biggar, president & CEO of the Fairfax Convention & Visitors Corporation (Visit Fairfax)."This event is focused on helping area hospitality sales and marketing professionals prepare their plans and budget for 2017," said Jennifer Hill, HSMAI Washington DC Chapter president and regional director of revenue & distribution for Highgate Hotels in the Washington metropolitan area. "Our panelists are among the top talents in their respective fields, and we are proud to be able to offer their unique viewpoints to our attendees."Registration and a networking reception will begin at 4 p.m., followed by the program at 5:15 p.m. (Click HERE to register.) Limited parking will be available at the Renaissance Washington, DC Downtown Hotel at 999 Ninth St. N.W., Washington. About Our Speakers Barry Biggar, Visit FairfaxBarry Biggar was named president & CEO of Visit Fairfax in August 2008 after more than five years as president & CEO of the Bryan-College Station Texas Convention & Visitors Bureau.Prior to that he was vice president of sales & marketing for VisitLEX, the convention and visitors bureau in Lexington, Kentucky, for four years aftrer serving the Calgary Convention & Visitors Bureau in Alberta, Canada, for seven years in positions of increasing responsibility, culminating as a senior vice president responsible for sales, marketing and research.Earlier in his career, he worked for two of Calgary's most recognized hotels and in retail sales and banking.Biggar earned a degree in commerce at the University of Manitoba, Winnipeg, Canada, and a diploma in hotel and restaurant management at the Southern Alberta Institute of Technology in Calgary. He is a Certified Destination Management Executive.He has served on the board of the Destination Marketing Association International, is a past chair and founding chair of DMAI's Destination Marketing Accreditation Program, former chair of Education for DMAI and past board chairman of the Destination and Travel Foundation.Biggar is past chairman of the Texas Tourism Advisory Council, past board member of the Texas Association of Convention & Visitor Bureaus and is active on state, regional and national organizations, boards and task forces related to the tourism industry.Mark Carrier, B.F. Saul As senior officer of the B. F. Saul Company Hospitality Group, Mark Carrier's leadership responsibilities include strategic direction, overall operational leadership, acquisition and development of properties, long-term financial and capital planning and the development and implementation of corporate policies, procedures and management systems. He represents the company in relation to lenders, franchisors, clients, governmental agencies and industry associations. Carrier joined the B. F. Saul Company following graduation in 1980 from the Cornell University School of Hotel Administration, Ithaca, New York. He progressed to his current senior position following a career of growing responsibility with the organization that included on-site management, regional responsibilities as well as development and acquisition of hotels. He is a past chairman of the IHG Owners Association, the global franchise owners association of Intercontinental Hotels Group, serves on Marriott's Distribution Advisory Committee, Emerging Technology Advisory Group and SpringHill Suites Marketing Council. He also is a member of the Hilton Worldwide Distribution Advisory Council.Carrier this year is vice chair of the American Hotel & Lodging Association. He also is a member of its Governmental Affairs Committee and formerly served on its Strategic Planning Committee and Funding Group and Search Committee.He is a member of the Fairfax County's Economic Advisory Council, the Dulles Corridor Rail Association Board of Directors and chairman of the Tyson's Partnership, all in Virginia. He also is chairman emeritus of Visit Fairfax, the county's tourism promotion organization and a member of the Cornell Hotel Society and Cornell Real Estate Council. In 2013, Carrier accepted the Kemmons Wilson Service Award from the IHG Owners Association in recognition of contributions to the industry and fellow owners. He was honored as the Virginia Hotelier of the Year in 2013 by the Virginia Hotel and Travel Association.He earned the Certified Hotel Administration designation from the American Hotel & Lodging Association's Educational Institute.John Hach, TravelClick John Hach, a 37-year veteran of the travel industry, joined TravelClick in 2004, where his responsibilities currently include industry analysis, media strategy and strategic client engagement and consultation. Previously, he served the company as senior vice president of its full-service Digital Agency.Prior to that, he was vice president of marketing for Cendant Corporation's Travel Link division. From 1999 to 2002, he served Galileo International as vice president of business development, vice president of global marketing and sales programs and vice president of corporate/consumer sales and marketing. He was division vice president of The Hertz Corporation from 1979 to 1999.He earned a bachelor of science degree at Chicago State University. Business Travel Executive magazine recognized him as a "Travel Technology Visionary" in 2000 and was honored by the Global Business Travel Association as Allied Member of the Year in 2003. Chris Knothe, DuettoChris Knothe, a 15-year hospitality veteran who has spent half his career in revenue management, is a HSMAI Certified Revenue Management Executive. He formerly was director of revenue for Taj Hotels Resorts and Palaces at The Pierre Hotel in New York, where he helped achieve 15 percent year-over-year revenue growth. From 2012-2013, he was corporate director of revenue management for Greenwich Hospitality Group, served as a consultant for Tugu Hotels in Sri Lanka in 2012 and was director of revenue for and Rosewood Hotels & Resorts at The Carlyle in New York from 2008 to 2012.Knothe is a graduate of the Hotel & Restaurant Management School in Hamburg, Germany, and earned an executive master of business administration degree at Cornell University's Johnson Graduate School of Management. Carol Motley, Destination DC Carol Motley, a 22-year industry veteran, helps plan and administer sales policies and programs designed to foster and promote hotel patronage on behalf of Destination DC, the lead organization that manages and markets the nation's capital as a premier global convention, tourism and special-events destination.From 2011 to 2015, she was senior national account executive for Visit Orlando - the official tourism association for the most visited destination in the United States - responsible for strategically selling the Orange County Convention Center to accounts in the Washington, Maryland and Virginia markets.From 2005 to 2011, Motley was senior sales manager for the Hyatt Regency in Chicago, where she managed all citywide business. Earlier in her career, she was director of sales for the Chicago Convention and Tourism Bureau and national sales manager for the Baltimore Convention Center.Motley, a Washington native, earned a bachelor of arts degree at the University of Virginia, Charlottesville. She is a member of Professional Convention Management Association and American Society of Association Executives.The event is sponsored by the Renaissance Washington, DC Downtown Hotel, TravelClick, RDR PR LLC, B.F. Saul Company, Duetto Research and Destination DC.About HSMAI Washington DC ChapterHSMAI Washington DC Chapter is an affiliate of the Hospitality Sales and Marketing Association International, an individual membership organization based in McLean, Virginia, composed of more than 7,000 members worldwide, with 40 chapters in the Americas Region. HSMAI is committed to growing business for hotels and their partners and is the industry's leading advocate for intelligent, sustainable hotel revenue growth. The association provides hotel professionals and their partners with tools, insights and expertise to fuel sales, inspire marketing and optimize revenue through programs including HSMAI's MEET, Adrian Awards and Revenue Optimization Conference. Click here to join HSMAI. For more information, go to www.hsmaidc.org.

Revenue Leaders to be Honored at HSMAI Revenue Optimization Conference (ROC) Americas

HSMAI 2 June 2016
Join more than 500 industry professionals at the HSMAI Revenue Optimization Conference (ROC) Americas June 22 in New Orleans and honor the winners of this year's revenue management awards during a special lunch program.HSMAI is honored to name Christian Boerger, CRME, corporate director of revenue strategy, Pacific Hospitality Group, as its Corporate Revenue Management Professional of the Year and Emily Bowen, CRME, director of revenue, reservation and distribution, Penn State Hospitality Services, as its Single/Multi-unit Revenue Management Professional of the Year. These awards are co-presented by Rainmaker.In addition, HSMAI is honoring Dr. Ravi Mehrotra, who co-founded IDeaS Revenue Solutions in 1989, with the Vanguard Award for Lifetime Achievement in Revenue Management, for achievements and contributions to the hospitality industry and the revenue management discipline.The Vanguard Award honors revenue management professionals who have left an indelible mark on the field of pricing and revenue optimization in the hospitality industry. It recognizes individuals who have spent a major portion of their careers in the revenue management profession and have contHSMAI's ROC Americas 2016 will focus on The Many Faces of Revenue Management. To be successful in hotels today, a revenue management leader must master many roles: analyst, strategist, tactician, communicator, thought leader, team builder, data advocate, distribution specialist, digital marketer, and more.Revenue Leaders to be Honored at HSMAI Revenue Optimization Conference (ROC) Americas [Open]ROC will deliver the insights and expertise you need to develop these skills and talents in yourself and your team while maintaining a focus on the core of the profession: Optimizing Revenue.>> Learn more about ROC and register today >> Pre-ROC Opportunities >> Become a partner

HSMAI Names Revenue Management Professionals of the Year, Vanguard Award Honoree for 2016

HSMAI 24 May 2016
The Hospitality Sales and Marketing Association International (HSMAI) is honored to name Christian Boerger, CRME, corporate director of revenue strategy, Pacific Hospitality Group, as its Corporate Revenue Management Professional of the Year and Emily Bowen, CRME, director of revenue, reservation and distribution, Penn State Hospitality Services, as its Single/Multi-unit Revenue Management Professional of the Year. These awards are co-presented by Rainmaker.In addition, HSMAI is honoring Dr. Ravi Mehrotra, who co-founded IDeaS Revenue Solutions in 1989, with the Vanguard Award for Lifetime Achievement in Revenue Management, for achievements and contributions to the hospitality industry and the revenue management discipline.The Revenue Management Professional award honors revenue management professionals who have left an indelible mark on the field of pricing and revenue optimization in the hospitality industry. It recognizes individuals who have spent a major portion of their careers in the revenue management profession and have contributed to the betterment of the industry in a significant and lasting way, over an extended period of time.The Corporate Revenue Management Professional of the Year, Christian Boerger, is responsible for guiding and supporting all group wide revenue processes as well as leading the long term distribution strategy for the company. Christian has more than 15 years' of international experience in the hospitality industry having held a number of positions in Revenue Management and Operations at luxury and boutique hotel brands such as Mandarin Oriental, Four Seasons, Design Hotelstm and InterContinental. Christian has lived and worked in the United Kingdom, Germany and the Middle East. He is a member of the HSMAI Revenue Management Advisory Board in the US and has previously served as chairman of the board of the HSMAI Europe Revenue Management Advisory Board.The Single/Multi-unit Revenue Management Professional of the Year, Emily Bowen, has been in the hospitality industry for 13 years, leading a variety of teams in operational and strategic management. She credits the amazing teams she works with at her Alma Mater, Penn State, where she proudly serves in a leadership role in Hospitality Services.The 2nd-ever Vanguard Award for Lifetime Achievement in Revenue Management honors achievements and contributions to the hospitality industry and the revenue management discipline. Dr. Ravi Mehrotra co-founded IDeaS Revenue Solutions in 1989 with an initial focus on developing client server-based revenue management systems for the airline industry, but soon discovered that the hotel industry would greatly benefit from that technology as well, growing IDeaS to a leading global, cloud-based revenue management solutions provider with more than 7,000 clients worldwide Today, Dr. Mehrotra remains an active and hands-on executive and scientist at IDeaS, passionate about researching increasingly sophisticated methods for dynamic pricing that optimize expected profits over longer time horizons.The winners will be honored at HSMAI's 13th Revenue Optimization Conference (ROC) in New Orleans on June 22. The conference annually attracts more than 500 revenue management leaders to discuss the latest trends and best practices in the industry."HSMAI is thrilled to recognize these individuals who exemplify leadership and have proven themselves in a discipline that has transformed the performance of the hotel industry - and continues to evolve daily," said Bob Gilbert, CHME, CHBA, president and CEO of HSMAI.Nominations for the Revenue Management Professional of the Year Award and Vanguard Award for Lifetime Achievement in Revenue Management come from HSMAI chapters and the industry at large, and nominees represent the very best in revenue management. Nominees are judged by a panel of revenue management leaders on a variety of criteria.

HSMAI Hosts Digital Marketing Strategy Conference

HSMAI 29 January 2016
The Hospitality Sales & Marketing Association (HSMAI) presents the 2016 HSMAI Digital Marketing Strategy Conference on February 17, at the New York Marriott Marquis. The industry's premier digital marketing event convenes key stakeholders to address the most critical trends affecting digital marketing in hotels today. With powerful educational and networking opportunities, this is the can't-miss conference of the year for learning and engagement. HSMAI's 2016 Digital Marketing Strategy Conference is held the day after the HSMAI Adrian Awards Gala."With changing consumer channels, the evolving expectation of personalization, and the explosion of digital sources of information, hotel marketing leaders are facing unprecedented pressures today," said Robert A. Gilbert, CHME, CHBA, president and CEO, HSMAI. "This conference is where you can connect with the right people and engage in meaningful, thought-provoking conversations about the most important strategic issues facing hotel marketers today."With the right strategies, digital marketing also presents an unprecedented opportunity for this industry. This conference will provide practical information and insights that you can use to navigate the crossroads of personalization, attribution, and distribution to drive revenue and profit.An overview of presentations include:Navigating the Era of Disruption For hoteliers, this means accepting that control is an old-fashioned approach and that value will be determined by insight and flexibility.Lessons Learned & Looking Forward: Insights from HSMAI Adrian Award WinnersConference attendees will hear first-hand the lessons learned from Adrian Award Platinum winners on a variety of digital initiatives. 2020 Lightening Round: Peer-to-Peer Case Studies and Insights Engage with subject-matter experts and your peers to understand what digital marketing strategies are working, and in what ways, during this series of short presentations.View from the Top This panel of Chief Marketing Officers and Chief Digital Officers will bring their diverse perspectives to bear on today's marketing landscape, what the future holds for digital marketing in hotels, and other important issues affecting the practice today.View the full agenda for additional information and to register for the event. Media passes are available by contacting Shawn Taylor Zelman at szelman@jhsmai.org.Thank you to HSMAI's conference partners.Platinum: Adobe, Leonardo Silver: Adara, HeBS Digital, Infor, Microsoft, Milestone, Seekda, TravelClick Bronze: Cendyn/ONE, DerbySoft, Digital Alchemy, Expedia Media Solutions, Flip.to, Google, GSB Law, Navis, Neustar, Spring Engage, You Visit, Ve Interactive

2015 Honorees Announced for The HSMAI Top 25: Extraordinary Minds in Hospitality Sales, Marketing, Revenue Optimization

HSMAI 22 January 2016
The Hospitality Sales & Marketing Association International (HSMAI) has announced its 2015 honorees for The HSMAI Top 25: Extraordinary Minds in Hospitality Sales, Marketing, Revenue Optimization.Now in its 13th year, The HSMAI Top 25 honors leaders in sales, marketing, and revenue optimization of hospitality, travel and tourism organizations for their accomplishments in the preceding 18 months.HSMAI will honor The HSMAI Top 25 in conjunction with the Adrian Awards Dinner Reception and Gala on February 16, 2016, at the New York Marriott Marquis, and in a private ceremony co-hosted by Questex Hospitality + Travel."The people named to this list have made incredible contributions to the industry," said Robert A. Gilbert, CHME, CHBA, president & CEO of HSMAI. "Their innovative sales, marketing and revenue management ideas have helped fuel the success of the hospitality industry the past two years."The HSMAI Top 25 Extraordinary Minds for 2015 are:Robert Allegrini: Vice President, Hilton WorldwideBob Anderson: President, Star Performance Inc.Srikanth Beldona: Associate Professor & Program Director of MS in Hospitality Business Management, University of DelawareBarry Biggar: President/CEO, Visit FairfaxColleen Birch: Vice President, Hotel Optimization, The Cosmopolitan of Las VegasNoah Brodsky: SVP, Worldwide Loyalty and Engagement, Wyndham Hotel GroupFelipe Carreras: Director E-Commerce, Best Western Hotels & ResortsRichard Cassey: Chief Strategy Officer/Partner, Commit AgencyAdriena Daunt: Public Relations Manager, The Americas ,Tourism New ZealandStephanie Davis: Industry Director, GoogleTammy Farley: President, The Rainmaker GroupDavid Fine: Senior Vice President, Sales, Marketing & Revenue Development, PGA National Resort & SpaNina Herrera-Davila: Senior Director, Consumer PR-Marriott Signature Brands, Marriott InternationalLauren Levin: Senior Vice President, Marketing and Communications, sbeBill Linehan: Executive Vice President and Chief Marketing Officer, RLHCMonya Mandich: Head of Global Marketing & PR, Expedia Media Solutions, Expedia, Inc.Shannah Milstead: Executive Director, Sales Programs, FRHI Hotels & ResortsKyle Murdoch: Senior Director, Digital, The Ritz-Carlton Hotel CompanyCharlie Osmond: Chief Tease, TripteaseChris Romer: President & CEO, Vail Valley PartnershipMarie Torres: Vice President, Marketing & Branding, Destination HotelsClaudia Vecchio: Director, Nevada Department of Tourism and Cultural AffairsChris Wilroy: Senior Vice President, Commercial Services, Hilton WorldwideMonica Xuereb: Chief Revenue Officer, Loews Hotels & ResortsKristin Yantis: Principal, Malen Yantis Public RelationsThe "Top 25" recipients were selected by a panel of senior industry executives based on recent work meeting the following criteria: creativity and innovation; cutting edge sales or marketing campaigns; triumph in challenging situations; and sales efforts that resulted in dramatic gains.Tables and tickets for the HSMAI Adrian Awards Dinner Reception and Gala are still available for purchase. For additional information on the HSMAI Adrian Awards and "Top 25" list visit www.adrianawards.com.

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