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11 April 2018

Panel Will Explore Ways to Sell Function Space and Maximize Revenue

WASHINGTON (April 10, 2018) - The Hospitality Sales and Marketing Association International's Washington, D.C., chapter will host a panel discussion next week to explore the emerging role of inventory managers and function space analysts and how they can partner more effectively with sales, catering and revenue managers to maximize hotel and convention function space inventory to increase revenue.

The April 19 event, "Rethink Ways to Sell Function Space and Maximize Revenue," will feature four Washington-based experts: Carleigh Dworetzky, Destination DC convention strategy manager; Jeff Trapani, Marriott International market revenue management leader Washington DC; Leticia Proctor, PM Hotel Group senior vice president of sales, revenue management, and digital strategies; and Kate Van Essen, function space inventory manager for the Renaissance Washington, DC Downtown Hotel and the Marriott Marquis Washington, DC. The discussion will be moderated by Carol Motley, Destination DC convention sales director.

"Our panel will discuss how to maximize the return on investment from function space, how Washington venues are leveraging revenue management and analytics and why venues need to leverage revenue management to attain maximum yield," said Ellen Wilson, HSMAI Washington DC managing director.

The event will be held April 19 at at the Ronald Reagan Building and International Trade Center, 1300 Pennsylvania Ave. N.W., Washington. Registration will open at 8 a.m., and a networking breakfast will start at 8:30 a.m. in Hemisphere A meeting room. The hour-panel discussion begins at 9:00 a.m.

The event is free for HSMAI members and $60 for nonmembers. To register, click HERE. Underground parking is available in the Reagan Building for up to two hours at $18 and up to four hours at $22. The Reagan Building can be reached by the Red, Blue, Orange, and Silver Metro lines.

About the Panelists and Moderator
Carleigh Dworetzky has served Destination DC as convention strategy manager since January 2017. Prior to that, she was a sales manager for Trade Center Management Associates; catering sales manager for the Ritz-Carlton, Pentagon City; and associate manager of food and beverage operations for the Renaissance Washington DC Dupont Circle Hotel. She earned a bachelor of applied science degree in food and beverage management at Johnson & Wales University.

As Marriott International's market revenue management leader Washington DC, Jeff Trapani is responsible for providing market leadership, pricing, and strategic positioning for the Washington cluster and maximizing revenue and profit associated with rooms and function space. He brings more than 24 years of Marriott service, starting in the revenue management discipline at the Wardman Park Marriott. He was instrumental in opening the Washington Marriott Marquis. Before coming to Washington, he was the cluster revenue leader in the Cleveland and Memphis markets and worked in both the Baltimore and Washington markets. He received a bachelor of science degree in hospitality management from Johnson & Wales University.

As PM Hotel Group's senior vice president of sales, revenue management, and digital strategies, Leticia Proctor is responsible for the development and implementation of all sales, revenue management, and digital strategy efforts at the national, regional, and property levels. She also focuses on maximizing total hotel revenue while building a sales culture that promotes staff development and retention, hotel openings, hotel repositioning and rebranding. During her career of more than 20 years, Proctor served as regional director of sales for Hersha Hospitality Management, area director of sales and marketing for Kimpton Hotels and director of sales and marketing for Crestline Hotels and Resorts, Remington Hotels and Resorts and Holiday Inn Select Bethesda. She earned a bachelor of science degree in legal studies with a minor in business law and public policy at the University of Maryland, College Park, and currently is pursuing a master's degree in hospitality management at Georgetown University, Washington.

In her role as function space inventory manager for the Renaissance Washington, DC Downtown Hotel and the Marriott Marquis Washington, DC, Kate Van Essen is responsible for maximizing the revenue potential of the meeting space at both properties, while working with the group sales and citywide sales team. Prior to joining the revenue management team, she spent more than five years in hotel event management at various Marriott properties in Washington, Indianapolis, and Richmond. She received a bachelor of science degree from the School of Hospitality Management at the Pennsylvania State University, State College.

As Destination DC convention sales director, Carol Motley assists the vice president of convention sales and services in planning and administering sales policies and programs to foster and promote hotel patronage of all area hotels through various Destination DC sales programs. A 22-year industry veteran, she has served Visit Orlando, the Hyatt Regency in Chicago, the Chicago Convention and Tourism Bureau and the Baltimore Convention Center. She received a bachelor of arts degree in rhetoric and communications studies with a concentration in business from the University of Virginia.

About HSMAI Washington DC Chapter

HSMAI 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.

About HSMAI

The Hospitality Sales and Marketing Association International (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 & their partners with tools, insights, and expertise to fuel sales, inspire marketing, and optimize revenue through programs such as HSMAI ROCET, Adrian Awards, and Revenue Optimization Conference. Founded in 1927 and celebrating 90 years in 2017, HSMAI is an individual membership organization comprising more than 7,000 members worldwide, with 40 chapters in the Americas Region. Connect with HSMAI at www.hsmai.org, www.facebook.com/hsmai, www.twitter.com/hsmai and www.youtube.com/hsmai1.


Sales & MarketingRevenue ManagementEvents & ConferencesMICEAssociation MarketingUSA & CanadaUnited StatesDCWashington

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