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Panel Will Explore Ways to Sell Function Space and Maximize Revenue

HSMAI ·11 April 2018
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 ModeratorCarleigh 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 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.

Hotel Professionals to Grab Revenue by the Horns at HSMAI's ROC Americas in Houston

HSMAI · 5 April 2018
McLean, VA -- The Hospitality Sales and Marketing Association International (HSMAI) will help hotel revenue management executives "grab revenue by the horns" June 19-20, 2018, at its Revenue Optimization Conference (ROC) Americas in Houston, Texas. The event, the largest gathering of revenue optimization professionals in the industry, will be co-located with HITEC 2018."This is the first year HSMAI's Revenue Optimization Conference will be held in Houston," said Robert A. Gilbert, CHME, CHA, president and CEO of HSMAI. "While the cultural reference to the conference location certainly helped inspire this year's ROC Americas theme, 'Grab Revenue by the Horns,' the sentiment is deeply rooted in HSMAI's commitment to fostering a 'can-do' mentality for revenue management. Ever since its inception 15 years ago, HSMAI's ROC Americas has consistently equipped and empowered hospitality revenue managers with proactive strategies to optimize revenue."Each year, ROC convenes hotel revenue executives for education, collaboration, and innovation and delivers the most compelling and comprehensive revenue management event for the hotel industry. Education highlights include the following:Opening Keynote by Bernard Baumohl, Chief Global Economist, The Economic Outlook Group, LLC, will shed light on how to plan for economic and geopolitical risks and opportunities and protect revenue from future disruptive events.Industry leaders will debate two major areas impacting revenue managers--AI/machine learning and consumer loyalty programs.A panel of experienced asset management executives will provide attendees with valuable insights to increase their "asset management acumen" when it comes to the business of hotels.12 breakout sessions will cover topics ranging from metrics and analytics to effective social media and marketing to extending revenue sources beyond rooms.ROC Americas 2018 is expected to bring together 600 senior leaders in hotel revenue management responsible for leading revenue optimization and pricing for brands, management companies, ownership groups, hotels, and resorts. Last year, 115 unique hotel companies were represented at ROC Americas. The event also showcases partner companies serving the revenue management industry, including consultants, technology vendors and companies providing products and services in revenue management, execution, and reporting. HSMAI thanks preferred partner IDeaS, a SAS Company; platinum partners Booking.com and Rainmaker; and silver partners Cendyn, Fornova, The Guestbook, Infor, Kalibri Labs, Milestone, Pegasus, OTA Insight, STR, Tambourine, and TravelClick.Additional networking and education opportunities will include a "HSMAI Helps," a volunteer opportunity benefitting Houston, 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.Go to www.hsmairoc.org for more information and to register.

Revenue Managers Flock To 5 Cities For HSMAI's ROC Events

HSMAI ·14 March 2018
For the first time in its history, the Hospitality Sales and Marketing Association International (HSMAI) will host its Revenue Optimization Conference (ROC) in a total of five major cities around the world in 2018: Amsterdam, Singapore, Houston, Sao Paolo, and Dubai. The conference convenes hotel revenue executives for education, collaboration, and innovation.Each year, ROC delivers the most compelling and comprehensive revenue management event for the hotel industry."Building upon the value of continuing to offer these conferences in the United States, Europe, and Asia Pacific, HSMAI is proud to be able to extend the reach of ROC's programming to South America and the Middle East," said Robert A. Gilbert, CHME, CHA, president and CEO of HSMAI. "While there will of course be common threads throughout all of the conferences, we're eager to see what unique insights into revenue management come out of the conferences in each region."HSMAI ROC Europe - April 10, 2018, AmsterdamHSMAI Region Europe ROC & DOC (Digital & Distribution Optimization Conference) is the continent's number one annual event offering the latest trends and news in revenue optimization, digital marketing, and distribution for the hospitality industry, bringing together 300 executives in Amsterdam. Thought leaders and inspirational speakers will share their insights on revenue management strategies and trends, digital marketing and distribution, followed by the HSMAI Awards event. See the program and register here.HSMAI ROC Asia Pacific - May 8-9, 2018, SingaporeThe Revenue Optimization Conference for the Asia Pacific region is held in Singapore every year. The format is a full-day conference on day 1, followed by the HSMAI Academy on day 2. Attendees at this event are responsible for leading revenue optimization and pricing for hotel brands, management companies, ownership groups, hotels, and resorts. HSMAI ROC Asia Pacific will draw more than 150 attendees representing 30 hotel brands. All conference programs are organized by HSMAI Asia Pacific's Revenue and Digital Advisory Boards. The one-day program includes scheduled networking time in the Partner Showcase. Learn moreHSMAI ROC Americas - June 19-20, 2018, Houston, TXFor fifteen years, HSMAI's Revenue Optimization Conference (ROC) Americas has brought together key stakeholders to address the most critical trends affecting revenue management in hotels today. This year, 600 senior leaders in hotel revenue management will connect and engage in meaningful, thought-provoking conversations about the most important strategic issues facing the business today. Attendees at this event are responsible for leading revenue optimization and pricing for brands, management companies, ownership groups, hotels, and resorts. ROC also showcases partner companies serving the revenue management industry, including consultants, technology vendors and companies providing products and services in revenue management, execution, and reporting. Last year, 115 unique hotel companies were represented at ROC Americas.Additional networking and education opportunities will include a "HSMAI Helps," a volunteer opportunity benefitting Houston, 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. Event details: www.hsmairoc.org.HSMAI ROC Brazil - August 10, 2018, Sao PauloROC Brazil is a half day conference bringing together nearly 100 attendees responsible for leading revenue optimization and pricing for brands, management companies, ownership groups, hotels, and resorts.HSMAI ROC Middle East - December 4, 2018, DubaiCo-located with HITEC Dubai, which debuted in November of 2017, this inaugural event is anticipated to attract 100-150 hotel revenue management executives from the Middle East. The one-day general session strategy conference includes a partner showcase.Registration is now open for HSMAI ROC via each region at www.hsmai.org.

Adrian Awards Celebrate Travel Marketing Superheroes

HSMAI ·22 February 2018
McLean, VA -- The Hospitality Sales and Marketing Association International (HSMAI) hosted its annual Adrian Awards Dinner Reception and Gala at the New York Marriott Marquis, celebrating innovators in hospitality advertising, digital marketing, and public relations before more than 800 industry professionals."HSMAI applauds this evening's winners for their ingenuity and hard work," said Robert A. Gilbert, CHME, CHA, president and CEO of HSMAI. He added, "Adrian Awards winners spark innovation throughout the entire hospitality industry."Established in 1956, the Adrian Awards recognize marketing achievements in hospitality across multiple segments of the industry. Award winners are selected from more than 1,200 entries by senior industry and media experts, for four main entry divisions: advertising, digital marketing, public relations, and--newly added--integrated marketing. Gold Award winners across these categories were recognized during the Adrian Awards Dinner Reception, which was co-sponsored by HSMAI, Google, and TravelClick. Platinum winners were selected from exceptional Gold Award winners.Best of Show Awards, the pinnacle of the evening, were presented to Platinum Award winners from three divisions--advertising, digital marketing, and public relations--as follows:(Tie) Advertising "Best of Show" - Newfoundland and Labrador Tourism and its agency, Target: "Off the Beaten Path" Geo-Targeted Campaign(Tie) Advertising "Best of Show" - Marriott International and its agency, GREY New York: "You Are Here" CampaignDigital Marketing "Best of Show" - Amelia Island and its agency, Paradise Advertising and Marketing: "Destination Dysfunction" VideoPublic Relations "Best of Show" - Mexico City Tourism Board and its agency, Weber Shandwick: "From Humble to Haute: Changing Perceptions of Mexico City"The following are Platinum Award winners in the advertising, digital marketing, public relations, and integrated marketing divisions:Advertising Platinum Winners:Company; AgencySpace Florida; Paradise Advertising and MarketingVisitBritain; Expedia Media SolutionsMaine Office of Tourism; BVKNewfoundland and Labrador Tourism; TargetMarriott International; GREY New YorkDigital Marketing Platinum Winners:Company; AgencyFour Seasons Hotel New York Downtown; Connelly PartnersBest Western Hotels & Resorts; Ideas CollideNewfoundland and Labrador Tourism; TargetAmelia Island; Paradise Advertising and MarketingOrlando Magic; Net ConversionAruba Tourism Authority; Concept FarmPublic Relations Platinum WinnersCompany; AgencyGreater Fort Lauderdale Convention and Visitors Bureau; Finn PartnersSingita; Imagine CommunicationsHiltonMarriott Hotels; Catalyst PRFairmont Hotels & ResortsFinger Lakes Tourism Promotion Agency; QuinnXanterra Parks & Resorts/Grand Canyon National Park Lodges; PerceptureMexico City Tourism Board; Weber ShandwickVisit Salt LakeIntegrated Marketing Platinum WinnerCompany; AgencyHilton Hotels + ResortsGold Award winners' submissions were showcased on digital displays at the Adrian Awards Dinner Reception and featured during the Gala stage presentations. "Right in line with this year's theme, 'be a travel marketing superhero,' the Adrian Award-winning campaigns demonstrated boldness, resolve, and charisma," said Fran Brasseux, HSMAI Executive Vice President.Selected by a panel of senior industry executives, The HSMAI Top 25: Extraordinary Minds in Hospitality Sales, Marketing, Revenue Optimization for 2017 were honored by HSMAI in a reception co-hosted by Questex Hospitality + Travel and also recognized on stage during the Gala.Additionally, the distinguished careers of two industry leaders were celebrated with HSMAI Lifetime Achievement awards. Edwin "Ed" Fuller, president, Laguna Strategic Advisors, was honored with the 2017 Albert E. Koehl Award and Terence "Terry" Gallagher, president, Lou Hammond Group, New York, was honored with the 2017 Winthrop W. Grice Award for Public Relations."I'd like to thank HSMAI for giving me an honor that I wouldn't have imagined possible more than 30 years ago when I began my own professional career," said Gallagher, at the awards ceremony. "I've been blessed to be in what I feel is the greatest industry and it's because of some wonderful people who taught me so much along the way."After expressing gratitude for his award, Koehl Award recipient Ed Fuller shared some advice to his industry colleagues in attendance, "Remember to work on developing your people and investing in the people you are growing."The winner of the eighth annual Leader in Sustainable Tourism Award, presented by HSMAI and National Geographic Traveler, was Terranea Resort.The Pioneer in Visual Storytelling Award, presented by HSMAI and Libris by PhotoShelter, went to Aruba Tourism Authority and its agency, Concept Farm.Selected as one of the Top 100 Events in New York by BizBash, this year's superhero-themed Adrian Awards incorporated eye-catching, comic book-inspired imagery and numerous other superhero references, which set an upbeat, playful tone for the evening.The event photos capture the enthusiasm and pride felt by award winners for being recognized and honored at the Adrian Awards Dinner Reception and Gala. Please credit Libris for HSMAI when using event photos.For more information about the Adrian Awards visit www.adrianawards.com. To interview an HSMAI spokesperson about the event and the winners, please contact Andrea Bomar at abomar@hsmai.org.

HSMAI and National Geographic Traveler to Celebrate Sustainable Hospitality

HSMAI ·15 February 2018
These Gold Award honorees are finalists in the running for the top honor, a Platinum Award, to be awarded at the HSMAI Adrian Awards Dinner Reception and Gala on February 20 at the New York Marriott Marquis.The Leader in Sustainable Tourism Award recognizes a person, company, or community for demonstrable leadership and innovation in preserving and communicating an authentic sense of place through a wisely managed tourism campaign. Nominees were judged by how their efforts preserve the environmental, cultural, and historic integrity of a destination, and how the program demonstrated leadership, innovation and accomplished its goals. Entries required details on project analysis, objectives and goals, creativity and innovation, communication, results, and leadership."The hospitality industry is really starting to get behind initiatives that partner with and empower local communities, make wise use of resources, and reduce our environmental footprint. We are proud of the top winners in our Adrian Awards Leader in Sustainable Tourism category with National Geographic Traveler and know their work has meaningful implications for everyone," said Fran Brasseux, executive vice president of HSMAI. "This year's Adrian Awards theme, 'be a travel marketing superhero' is particularly apt for the Leader in Sustainable Tourism Award finalists. These honorees have intentionally made sustainability an integral part of their value proposition--not an add-on or afterthought. The campaigns of these trailblazers inspire colleagues and inform best practices for the entire profession."The Gold Award winners of the HSMAI and National Geographic Traveler Leader in Sustainability Award are as follows:Hostelling International USA strives to create a more tolerant world by building social responsibility into every experience for guests and local communities. The nonprofit's "Pack Your Impact" campaign helps travelers be more sustainable while also maximizing social impact. These efforts led to a 375% increase in traffic to the sustainability section of the website. By 2020, 32 of HI USA's 51 hostels will be LEED- and Green Globe-certified.Intrepid Travel: Myanmar & MMGY Global, the first travel company to have a responsible tourism department offering community-based tourism (CBT) in Myanmar, engages young community members to empower their own villages and creates economic opportunities that benefit the community as a whole while creating minimal disruption to the local environment. For instance, Intrepid Travel helped raised funds to introduce electricity, running water, and an upgraded road.Terranea Resort is dedicated to protecting the valuable coastal resources that define the Palos Verdes Peninsula. A dedicated team conducts internal monthly green meetings, holds monthly green challenges and campaigns, works with 27 associate volunteers and sustainability ambassadors, and partners with organizations to promote and organize educational outreach programs to improve the wildlife habitat, source locally, and enhance water quality. The resort was chosen to be part of the World Wildlife Fund Pilot Project on hotel food waste management.Rosewood Mayakoba in Riviera Maya, a five-star luxury resort, helped build Centro Educativo K'iin Beh, an elementary and middle school serving 200+ children (roughly 15% are employees' children and 85% are other children in the community). Rosewood Mayakoba also purchases environmentally friendly products, uses local and fair-trade services and goods, preserves native wildlife and landscaping, and protects local historic properties and sites.The winner of the Platinum HSMAI and National Geographic Traveler Leader in Sustainable Tourism Award will be unveiled at HSMAI's Adrian Awards Reception and Gala. The dinner reception, co-sponsored by HSMAI, Google and TravelClick offers hospitality professionals an opportunity to connect for an evening of celebration with nearly 1,000 attendees from their industry. The Adrian Awards honor creative brilliance and best practices, celebrate lifetime achievement recipients; award-winning strategies in advertising, digital marketing and public relations; and the teams behind each campaign that bring an idea to life. Winners of this year's Libris Pioneer in Virtual Storytelling will also be announced.For more information and to inquire about a media pass to the HSMAI Adrian Awards Gala, please contact Andrea Bomar at abomar@hsmai.org. Tickets can be purchased at www.adrianawards.com.

Outstanding Hospitality Advertising, Digital Marketing, Public Relations to be Honored at Adrian Awards Gala

HSMAI · 9 February 2018
The Hospitality Sales and Marketing Association International (HSMAI) has named the Gold Winners of the 2017 Adrian Awards, which honor innovative and inspiring best practices in advertising, digital marketing, and public relations in hospitality. Platinum and Best of Show winners will be unveiled at the HSMAI Adrian Awards Dinner Reception and Gala on February 20 at the New York Marriott Marquis.After receiving more than 1,200 entries and adding a category to better reflect the prevalence of integrated campaigns, HSMAI will present Gold Awards to one of the largest groups of winners in the Awards' history, including 91 awards in Public Relations, 18 in Integrated Marketing, 124 in Digital Marketing, and 32 in Advertising. The 200 judges for this year's awards are prominent members of the travel industry and subject-matter experts in advertising, digital marketing, media and public relations.View the complete list of Gold Award winners on the Adrian Awards website."We received impressive entries, which made it all the more difficult to select winners," said Fran Brasseux, executive vice president of HSMAI. "But in the end, the ones who were selected as Gold winners always brought a little something extra to the table, whether it was by mobilizing engaged consumers to turn them into brand ambassadors, or by harnessing emerging technology to tell the story in a new and compelling way. The people behind these entries truly are travel marketing super heroes."At the Adrian Awards Dinner Reception, co-sponsored by HSMAI, Google, and TravelClick, Gold winners' submissions will be showcased on digital displays and honored during the dinner reception. Winners of the Gold Adrian Awards are considered for Platinum Adrian Awards and the "Best of Show" Awards, the Adrian Awards' highest honor. Both Awards will be announced on stage in the Broadway Ballroom at the Adrian Awards Gala on Tuesday, February 20.HSMAI's Adrian Awards Reception and Gala offers hospitality professionals an opportunity to connect for an evening of celebration with more than 1,000 attendees from their industry. The Adrian Awards celebrate lifetime achievement recipients; award-winning strategies in advertising, digital marketing and public relations; and the teams behind each campaign that bring an idea to life. Winners of this year's Libris Pioneer in Virtual Storytelling and HSMAI and National Geographic Traveler Leader In Sustainable Tourism Award will also be unveiled.For more information and to inquire about a media pass to the HSMAI Adrian Awards Gala, please contact Andrea Bomar at abomar@hsmai.org. Tickets can be purchased at www.adrianawards.com.

HSMAI Announces Americas Board of Directors and Executive Committee for 2018

HSMAI ·30 January 2018
The Hospitality Sales and Marketing Association International (HSMAI) is pleased to announce its 2018 Americas Board of Directors and Executive Committee. The board comprises a diverse range of executives from a representative mix of HSMAI members."We're thrilled to be welcoming such an innovative and diverse group of individuals to the 2018 Americas Board of Directors," said Robert A. Gilbert, CHME, CHA, president & CEO of HSMAI. "Having such a future-focused board will ensure that HSMAI continues to be a key resource to its members--and the rest of the hospitality industry--in helping them to act strategically and stay ahead of the curve."Mark Thompson, CHBA, CHDM, Senior Vice President of Tourism at VisitDallas, steps into the first year of his term as HSMAI Americas Chair. Bringing 25 years of experience in tourism and hospitality, with specialties in marketing strategy and public relations, Thompson has also served as chairman of the DFW Area Tourism Council and of the Tourism Alliance of North Texas."I'm eager to start serving HSMAI Americas and its members as chair," said Thompson. "It's quite an honor to collaborate with board members who are recognized as true leaders not just at their own companies, but throughout the entire hospitality industry. We'll work hard to make sure we continue providing programming and other resources to drive revenue growth in the hotel industry."Other HSMAI Americas Executive Committee members:Chair Elect: Marina MacDonald, CHDM, Chief Marketing Officer, Red Roof InnVice Chair: John Washko, Vice President Exhibition & Convention Sales, Mohegan SunSecretary-Treasurer: Andrew Rubinacci, Senior Vice President, Distribution & Revenue Strategy, IHGImmediate Past Chair: Jeff Senior, Vice President Marketing, KSL ResortsPresident: Robert Gilbert, CHME, CHA, President & CEO, HSMAIOther HSMAI Americas Board Members:Brian Berry, SVP Sales & Data Analytics - Hospitality Cloud, CventSloan Dean, CRME, Chief Operating Officer, Remington HotelsJohn Fareed, CHME, Managing Director, Horwath HTLAndre Fournier, EVP Sales, Marketing & Revenue, Two Roads HospitalityBrian Hall, Chief Marketing Officer, Explore St. LouisMichael Innocentin, Vice President, E-Commerce & Digital NCA Region, AccorHotelsMatt Jones, Head of Analytics, Travel, GoogleSarah Kennedy-Ellis, Chief Marketing Officer, MarketoTammy Lucas, CHDM, Vice President of Marketing, Best Western Hotels & ResortsStacey Milne, Vice President Portfolio Marketing Strategy & Planning, Marriott InternationalHari Nair, Global Senior Vice President, Expedia Media SolutionsLalia Rach, Ed. D., Founder & Partner, Rach EnterprisesDan Sweiger, Principal, PDB Hospitality ConsultingMichelle Woodley, Executive Vice President, Preferred Hotel GroupLouis Zameryka, Director, Global Accounts, Booking.comThe HSMAI Americas Board oversees the work of four key leadership groups, which consist of 84 thought leaders and subject matter experts that serve on the Sales Advisory Board, Marketing Advisory Board, Revenue Management Advisory Board, and Digital Marketing Council. The 2018 Americas Board will also monitor the implementation of HSMAI's new Organizational Membership program which has, to date, attracted 50 organizations. These organizational members will engage in a conversation about leading industry issues at the innovative new HSMAI Curate: An HSMAI Executive Insights Forum events to be held in April and September.

HSMAI Washington DC Chapter Event Will Feature How to Create a Winning Business Case

HSMAI ·26 January 2018
The Hospitality Sales and Marketing Association International's Washington, D.C., chapter will host an interactive educational event, Developing and Presenting a Winning Business Case, Feb. 15 at the Washington Marriott Wardman Park hotel, with acclaimed business coach and trainer Bob Anderson demonstrating how to create an action plan that identifies and addresses crucial hurdle points that can derail a sale.Anderson, president of Star Performance, also will discuss how to format a business case that connects both logical and emotion motivators, makes a business case standout from the competition, gains buy-in from internal customers and deals with common and expected customer pushback."Our members know Bob Anderson as a fun and interactive speaker who always provides new ideas that they can take back and integrate into their workplace," said Ellen Wilson, HSMAI Washington DC Chapter managing director.Anderson's entertaining and upbeat presentation style has earned him rave reviews from many hospitality organizations. He was named one of HSMAI's Top 25 Extraordinary Minds in Hospitality Sales, Marketing and Revenue Optimization in 2015.Anderson has served as a hospitality industry business coach, results-driven trainer and business development consultant for more than 25 years. He presents a unique approach to sales and sales prospecting through his three systems, Building the Sales Pipeline, Building the Culture of Service and Point of Contact Reservations Selling.Registration and a networking reception will begin at 4 p.m., followed by the program at 5 p.m. The event is free for HSMAI members and $60 for nonmembers. To register, click here. Parking at the Washington Marriott Wardman Park (2660 Woodley Road NW, Washington, D.C., 20008). The Metro's Red Line serves Woodley Park Station, adjacent to the hotel.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 Recognizes Lifetime Achievements of Ed Fuller and Terry Gallagher

HSMAI ·24 January 2018
The Hospitality Sales and Marketing Association International (HSMAI) proudly announces the recipients of the 2017 HSMAI Lifetime Achievement Awards. Edwin "Ed" Fuller, President, Laguna Strategic Advisors, will be honored with the 2017 Albert E. Koehl Award and Terence "Terry" Gallagher, President, Lou Hammond Group, will be recognized with the 2017 Winthrop W. Grice Award for Public Relations. HSMAI will celebrate the achievements of Fuller and Gallagher at the Adrian Awards Dinner Reception and Gala on February 20, 2018, at the New York Marriott Marquis.The HSMAI Lifetime Achievement Awards honor individuals who have spent a significant portion of their careers in the hospitality and travel profession and have contributed to the betterment of the industry in a noteworthy and lasting way, over an extended period of time."We commend Terry and Ed for all that they have done throughout their careers for the hospitality industry," said Robert A. Gilbert, CHME, CHBA, president & CEO of HSMAI. "HSMAI takes pride in being able to publically recognize the efforts of these two extraordinary individuals at this year's Adrian Awards."Ed Fuller, president of Laguna Strategic Advisors LLC, Irvine, CA, will receive the Albert E. Koehl Award. He currently is president and CEO of the Orange County Visitors Association and is an adjunct professor at the University of California Irvine and the California State University. Prior to co-founding Laguna Strategic Advisors, a consortium of independent business consultants, Fuller spent four decades in senior level roles at Marriott International, including chief marketing officer. As president and managing director of Marriott's international lodging division, a position he held for 22 years, Fuller played a pivotal role in the company's international growth into 72 countries, during which time the division achieved $8 million in annual sales, developed comprehensive global crisis response initiatives, and implemented multiple international environmental, youth, and educational programs. A noted speaker, educator, and bestselling author, Fuller is regarded as a leading authority on global business and hospitality leadership. He has been recognized with awards by the Hotel Investment Forum India, China Hotel Investment Summit, International Hotel Investment Forum Berlin, Marriott, and the United States Army where he received the Bronze Star and Army Commendation Medal.Terry Gallagher, president of Lou Hammond Group, New York, will be honored with the Winthrop W. Grice Award for Public Relations. With more than 30 years of experience in travel communications, Gallagher has planned and implemented strategic campaigns for a range of high profile accounts, resulting in award-winning placements across national broadcast, print, and digital media. Considered one of the industry's foremost experts on Caribbean travel and strategic promotional partnership programs, he has been a featured speaker at industry conferences. Gallagher's extensive experience comprises everything from crisis management situations, ranging from hurricanes and the Zika virus, to launching world-class hotels and executing high-profile special events for destinations, restaurants, cruise lines and airlines. During his tenure at Lou Hammond Group, Gallagher's work has helped cities such as Providence, Rhode Island become ranked among America's favorites. His award-winning destination campaigns include the positioning of Sonoma County as America's premier wine vacation region, the revitalization of Santa Fe, New Mexico as one of the country's hottest cultural and culinary getaway destinations, and the promotion of Nassau Paradise Island and Florida's Paradise Coast as the ultimate luxury beach escapes.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, the Albert E. Koehl Award, and the Winthrop W. Grice Award for Public Relations, visit www.adrianawards.com.

It All Starts with Strategy at HSMAI's Digital Marketing Strategy Conference

HSMAI ·11 January 2018
McLean, VA -- The Hospitality Sales and Marketing Association International (HSMAI) is pleased to announce that the 2018 HSMAI Digital Marketing Strategy Conference will take place February 21 at the New York Marriott Marquis. Focusing on strategy and innovative solutions, the event will bring together senior leaders in hotel marketing and their partners for thought-provoking conversations, presentations with practical applications, and the latest tools and insights to drive revenue and engage guests. HSMAI's 2018 Digital Marketing Strategy Conference will be held the day after the HSMAI Adrian Awards Gala.The theme of this year's Digital Marketing Strategy Conference is "It starts with strategy." Robert A. Gilbert, CHME, CHBA, president and CEO, HSMAI, explains, "Digital marketing is too important to a hotel's business outcomes to be poorly planned or just a series of uncoordinated efforts; strategy should be front and center. That's why this conference is so important." He continued, "Key stakeholders and thought leaders in the industry will identify and examine digital marketing trends and hospitality marketing professionals will learn how to incorporate them strategically to optimize revenue."The conference will deliver educational insights to help attendees optimize their digital marketing efforts, including but not limited to SEO strategy, web presence, mobile, and social media.The HSMAI Digital Marketing Strategy Conference will feature compelling speakers who are industry experts on topics that include the following:Opening General Session with Heath Slawner, Start With WhyTo kick off the conference, the highly engaging Heath Slawner will challenge attendees to examine and articulate the "why"--or inspiration--behind guests picking your hotel or travel destination. Explore why what individuals do becomes more powerful and relevant when we know why they do it.Executive Insights: It Start With ... OwnersA panel of industry leaders, each with a keen eye for the digital side of the business, will bring their ownership perspectives to bear on the hotel digital marketing landscape and beyond. They will share their insights into how they take the whole ecosystem surrounding their investments into account as they evaluate marketing plans and activities. It is a candid conversation with actionable insights.Digital Insights: Ideas Worth SharingThrough a new twist on a conference tradition, 6 marketing executives will share their interesting ideas and case studies for driving revenue and profit. In 7 minutes, each will share:best practices with practical takeaways that attendees can use to sharpen their everyday skills and boost property performance, orstrategic insights that broaden attendees' perspectives and help them better understand key issues and concepts that impact the strategic and leadership aspects of the digital marketing discipline.Closing General Session with Michael Tchong, Founder, Ubercool InnovationMichael Tchong is an expert on disruptions that reinvent markets, particularly social media, technology, and marketing trends and innovations that are reshaping our world. He will inspire attendees with insights into changing consumer and business trends, and challenge their creativity and inventiveness.In addition, breakout sessions will be presented in two targeted tracks. The Leadership Track is ideally suited to team leaders who wish to broaden their perspectives and better understand emerging issues and concepts that impact the financial and leadership aspects of the marketing discipline. The Best Practices Track will provide attendees with practical takeaways that can be used by digital marketing practitioners to sharpen their everyday skills and boost property performance.View the full agenda for additional information and to register for the event. Media passes are available by contacting Andrea Bomar at abomar@hsmai.org.

HSMAI Announces Robust Calendar of 2018 Events

HSMAI · 5 January 2018
McLean, VA -- The Hospitality Sales and Marketing Association International (HSMAI) is pleased to announce its full schedule of events for 2018. The events to be offered to hotel professionals and their partners through HSMAI Americas in 2018 will feature educational opportunities such as conferences and roundtables in addition to multifaceted-events recognizing noteworthy achievements in sales, marketing, and revenue optimization within the hospitality industry.HSMAI Americas will host the following events in 2018:January 8-10 - Executive THINK at CES, Las Vegas, NV February 20 - Chief Marketing Officer Executive Roundtable, New York, NYFebruary 20 - Resort Best Practices Roundtable, New York, NYFebruary 20 - Adrian Awards Dinner Reception & Gala, New York, NYFebruary 21 - Digital Marketing Strategy Conference, New York, NYFebruary 22 - Chief Digital Officer Executive Roundtable, New York, NYApril 9 - HSMAI's ROCET (Revenue Optimization Continuing Education & Training), Houston, TXApril 11 - HSMAI's ROCET (Revenue Optimization Continuing Education & Training), New Orleans, LAApril 13 - HSMAI's ROCET (Revenue Optimization Continuing Education & Training), Memphis, TNApril 19 - Curate: An HSMAI Executive Insights Forum, Rancho Palos Verdes, CAMay 7 - HSMAI's ROCET (Revenue Optimization Continuing Education & Training), Detroit, MIMay 9 - HSMAI's ROCET (Revenue Optimization Continuing Education & Training), Madison, WIMay 11 - HSMAI's ROCET (Revenue Optimization Continuing Education & Training), Portland, ORMay 17 - Hotel Management Company Sales and Marketing Executive Roundtable, Denver, COJune 19 - Revenue Management Faculty Think Tank, Houston, TXJune 19-20 - Revenue Optimization Conference (ROC Americas), Houston, TXJune 21 - Brand Chief Revenue Officer Executive Roundtable, Houston, TXJune 21 - Hotel Management Company Chief Revenue Officer Executive Roundtable, Houston, TXSeptember 6 - Curate: An HSMAI Executive Insights Forum, Baltimore, MDOctober TBD - Executive THINK at Fast Company Innovation Festival, New York, NY>November 6 - HSMAI's ROCET (Revenue Optimization Continuing Education & Training), Toronto, ONNovember 8 - HSMAI's ROCET (Revenue Optimization Continuing Education & Training), Boston, MANovember 10 - HSMAI's ROCET (Revenue Optimization Continuing Education & Training), Philadelphia, PANovember TBD - Hotel Management Company Sales and Marketing Executive Roundtable, Washington, D.C.November TBD - Chief Sales Officer Executive Roundtable, Washington, D.C.Visit the HSMAI Americas website for detailed information about each event.

HSMAI Washington DC Chapter Appoints Two Board Members

HSMAI ·15 December 2017
The Hospitality Sales and Marketing Association International's Washington, D.C., chapter today announced the appointments of hospitality industry veterans Linda Caruso and Suzanne Shogren to its advisory board.Caruso, who joined the chapter with 28 years of sales and marketing experience, is director of sales and marketing at the 318-room Hyatt Centric Arlington in Arlington, Virginia, managed by Highgate, a New York-based management company.Shogren, who brings 24 years of experience in hotel sales, training and development of sales teams, is regional director of ownership group services for Cvent, a global provider of online software for the events industry based in McLean, Virginia."We warmly welcome Linda and Suzanne to our chapter," said Ellen Wilson, managing director of the HSMAI Washington DC Chapter. "Their decades of sales and marketing expertise will be instrumental in promoting our mission, to fuel sales, inspire marketing and optimize revenue."Prior to joining Highgate in 2014, Caruso spent five and a half years serving Davidson Hotels & Resorts, an Atlanta-based management company, as director of sales and marketing for the former DoubleTree by Hilton Washington DC.From 2005 to 2009 she worked for the former Lodgian Inc., Atlanta, as director of sales for the former Crowne Plaza Hotel in Silver Spring, Maryland. From 1996 to 2005 she was director of sales and marketing for Hilton, Radisson and Holiday Inn hotels in New Jersey managed by Prime Hospitality, Fairfield, New Jersey.Caruso began her hospitality career in New York as a cocktail server. She studied hospitality management at Sullivan County Community College in Loch Sheldrake, New York, while working at Browns Hotels and Resort in Loch Sheldrake.Shogren previously was regional director of sales and training for B.F. Saul Company Hospitality Group, Bethesda, Maryland, serving in a dual role as a trainer and director of sales and marketing the Crowne Plaza Washington National Airport and Holiday Inn National Airport/Crystal City, both in Arlington, Virginia. Prior to that she was area director of sales and marketing for Willard Associates in Washington, supporting The Willard InterContinental Washington Hotel in Washington, Crowne Plaza, Holiday Inn and EVEN hotels.She was director of sales and marketing at the Hilton Springfield in Virginia from 2011 to 2013 and regional director of sales and marketing for Baywood Hotels Inc., Greenbelt, Maryland, from 2009 to 2010, responsible for sales and marketing at 12 hotels in northern Virginia franchised by Marriott, Hilton, InterContinental Hotels Group, Choice, Carlson and Best Western.Earlier in her career she was director of sales and marketing at RB Properties Inc, Washington; director of sales and marketing at the Embassy Suites Dulles Airport, Herndon, Virginia, managed by Remington Hotels; director of catering sales at the Sheraton Reston Hotel in Virginia, managed by Interstate Hotels & Resorts; catering manager and wedding specialist for several hotels franchised by Wyndham Worldwide in the Washington area; and senior sales manager at The Concourse Hotel & Conference Center, Columbus, Ohio.Shogren began her hospitality career by establishing a catering business to serve the television industry. She earned a bachelor of science degree in organizational communication at Ohio University, Athens, and a master of science degree in organization development and knowledge management at George Mason University, Fairfax, Virginia.Other HSMAI Washington DC Chapter board members include Jennifer Hill, chapter chairwoman and regional director of revenue & distribution for Highgate; Cathy Bokman, chief operating officer for Madison Hospitality; Handan Duvall, vice president of sales & marketing, revenue management and interactive marketing for B.F. Saul Company Hospitality Group; Tomiko Burroughs, area director of sales and marketing for Kimpton Hotels & Restaurants, Washington; Iman Butler, director of sales & marketing for The Ritz-Carlton Tysons Corner, Virginia; Noreen Collins, corporate director, revenue management, for Club Quarters Hotels, Stamford, Connecticut; Jennifer Phillips, area director of revenue management for Marriott International, Bethesda; Sheila Hession, executive director of sales at the MGM National Harbor, Oxon Hill, Maryland; and Rich Roberts, president of RDR PR LLC, Annville, Pennsylvania. 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 Honors 2017 Top 25 Extraordinary Minds

HSMAI ·15 December 2017
The Hospitality Sales and Marketing Association International (HSMAI), has named 25 hospitality professionals as the 2017 HSMAI Top 25 Extraordinary Minds in Sales, Marketing, and Revenue Optimization. The honorees will be celebrated during the HSMAI Adrian Awards Dinner Reception & Gala on February 20, 2018 at the New York Marriott Marquis, and in a private ceremony co-hosted by Questex Hospitality + Travel.The HSMAI Top 25 Americas awards recognize leaders in sales, marketing, and revenue optimization of hospitality, travel, and tourism organizations for their accomplishments in the preceding 18 months. Selected by a panel of senior industry executives, "Top 25" awardees are high achievers who stand out through their creativity and innovation, cutting-edge campaigns and programs, triumph in challenging situations and efforts that resulted in dramatic gains."HSMAI is proud to pay tribute to this extraordinary group of hospitality sales, marketing, and revenue professionals," said Robert A. Gilbert, CHME, CHBA, president & CEO of HSMAI. "The Top 25 are innovators both at their own businesses--helping them thrive, regardless of the economic climate--and within the travel industry as a whole, inspiring their peers with creative solutions."The HSMAI Top 25 Extraordinary Minds for 2017 are as follows:Chris Anderson, Chief Commercial Officer, White LodgingKrista Bentley, Strategic Accounts Director, Expedia Media SolutionsMichael Cady, VP, Marketing, Charlestowne HotelsAdriaan Coppens, Chief Executive Officer, OTA InsightKelly Dalton, Director of Communications, Best Western Hotels and ResortsKyle Rutledge Edmiston, Assistant Secretary, Louisiana Office of TourismElliott Ferguson, President & CEO, Destination DCLeon Goldberg, Complex Director Sales & Marketing, New York Marriott Marquis & The Sheraton New York Times SquareTerri Haack, President, TerraneaKatie Johnson, Senior Director of Branding & Marketing, Two Roads HospitalityChristine Lawson, SVP, Loews Sales Organization, Loews Hotels & Co.Robert Levine, Vice President Hotel Revenue Optimization & Customer Care, Seminole GamingSarah Beam Lukas, Director, RitzCarlton.com, The Ritz-Carlton Hotel CompanyKerry Mack, EVP of Revenue Management & Distribution, HighgateMariana Mechoso Safer, SVP, Global Marketing, HEBS DigitalChris Nixon, AVP of Revenue Optimization, AshfordJoelle Park, Senior Director All Suites Marketing, HiltonTammy Peter, VP Distribution & Connectivity Strategy, Wyndham Hotel GroupTim Peter, President, Tim Peter & AssociatesTim Sullivan, Chief Sales & Marketing Officer, CendynJenny Thomassian, Head of Travel Marketing & Sales, GoogleAmanda Voss, Vice President of Sales, Park MGM Las VegasDan Wacksman, Senior Vice President of Marketing and Distribution, Outrigger Hotels and ResortsKurt Weinsheimer, Senior Vice President of Property Solutions, SojernErnest Wooden, President and CEO, Los Angeles Convention & Tourism BoardTables 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.

HSMAI Introduces Organizational Memberships

HSMAI ·30 November 2017
McLean, VA -- The Hospitality Sales and Marketing Association International (HSMAI), which is celebrating 90 years of fueling sales, inspiring marketing, and optimizing revenue, announces that an organizational membership option will become available in 2018. It will allow hotel companies, ownership groups, hotel management companies, and partner companies to be HSMAI Americas members.With organizational membership, the company will be the HSMAI member, and multiple corporate employees will have access to a wide-range of unique member benefits. There are several levels of membership for companies, based on their company size.Most unique and valuable for organizational members is the opportunity for corporate representatives to engage face-to-face and virtually with their peers from other organizational members."Organizational membership in HSMAI is a singular opportunity to connect with contemporaries around emerging issues and growing trends across hotel sales, marketing, and revenue management," said HSMAI President & CEO Robert A. Gilbert, CHME, CHBA. "The result is invaluable insights that can help representatives and their companies lead through the most critical business concerns that hotels are, and will be, dealing with."HSMAI will continue to offer membership to Individuals with exclusive benefits such as chapter membership; discounts to events, publications, and certification; leadership opportunities; access to original content through the online Knowledge Center and Insights newsletter; business leads; local to global networking opportunities, and more.Leading hotel and partner companies and universities have already committed to organizational membership including, Accor, Best Western, Booking.com, Cornell University, Expedia, Google, Hilton, Host Hotels, Hyatt, IHG, Johnson & Wales University, Loews, Marcus Hotels & Resorts, Marriott, MGM Resorts, Milestone, Omni, Penn State University, Preferred Hotel Group, Red Roof, RLHC, University of Nevada Las Vegas, and Wyndham. Additional companies will be confirmed before year end.A keystone benefit of organizational membership will be participation in Curate: An HSMAI Executive Insights Forum. In 2018, the HSMAI Americas Region will host two Curate events with senior industry leadership representing the disciplines of sales, marketing and revenue management. These events are specifically designed to identify issues and trends that are the most critical issues for hospitality companies. Attendance at Curate is limited to delegates from companies who are organizational members.For more information on HSMAI membership, visit www.hsmai.org/membership. Company representatives interested in learning more about organizational membership should contact Bob Gilbert at bgilbert@hsmai.org.

HSMAI UAE Celebrates "Most Extraordinary Minds" in Hospitality in the Middle East

HSMAI ·21 November 2017
McLean, VA -- The Hospitality Sales and Marketing Association International (HSMAI), which is celebrating 90 years of fueling sales, recognized nine industry innovators as "Most Extraordinary Minds" in Hospitality Sales, Marketing, and Revenue in the Middle East. Award recipients were honored on October 18, 2017 at the second HSMAI Middle East Conference, at Dusit Thani Dubai.Launched this year by the HSMAI United Arab Emirates chapter, HSMAI UAE's awards honors outstanding hospitality professionals for their noteworthy accomplishments in sales, marketing, and revenue optimization for hotel, travel, and tourism organizations."HSMAI is proud to honor an exceptional group of individuals whose impressive contributions spark creativity in their peers in the hospitality industry," said Robert A. Gilbert, CHME, CHBA, President & CEO of HSMAI. "Their expertise, highly successful revenue campaigns, and constant innovation in an ever-evolving marketplace has strengthened our industry."The HSMAI UAE Most Extraordinary Minds for 2017 are as follows:Seema Pande, Commercial Director, Kempinski Hotel Mall of the EmiratesShasha Yang, Sales Executive, Asia Leisure, Dubai Commercial Cluster, Jumeirah GroupNicolas Durand, Director of Revenue Management Analytics, Movenpick Hotels & Resorts Management AGMoataz Tawfik, Reservations & Revenue Manager, Al Khoory Atrium Hotel - Al BarshaSahiti Gaddam, Director of Sales & Marketing, Taj DubaiMadiha Zakir, Assistant Director of Social Media, JW Marriott Marquis DubaiJessica Edwards, NEST Curator, TRYP by Wyndham DubaiAva Chunjang, Asset Manager, TFG Asset ManagementVincent Li, Complex Director of Revenue, Four Points by Sheraton Sheikh Zayed Road & Downtown DubaiThe recipients were selected by an esteemed panel of judges who came from various fields such as hospitality, entertainment, and academia:Debbie Kristiansen, CEO, Novo CinemasDavid Butterton, Senior Lecturer, The Emirates Academy of Hospitality ManagementLaura Chaibi, Head of Digital Research, MBCShujaat Yar, Complex General Manager, Four Points by Sheraton Sheikh Zayed Road and DowntownPaul Mulcahy, SVP Commercial, Movenpick Office DubaiHonorees were chosen 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.

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

HSMAI ·24 October 2017
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.

HSMAI DC Event to Analyze the Washington Group Meeting Market

HSMAI · 9 October 2017
The Hospitality Sales and Marketing Association International's Washington, D.C., chapter will host an interactive roundtable session on group market activity, trends and strategies for hospitality sales, marketing and revenue management professionals, Oct. 26 at the Hyatt Centric Arlington in Virginia.The session, part of the chapter's new Wisdom & Wine series, will present a detailed analysis of group meeting activity seen in the Washington market during the first three quarters of 2017 and compare those results with the same periods in 2016. After findings are presented, participants will consider how those trends apply to their businesses and leave with actionable plans.The event will feature Jim VanDevender, chief marketing officer for Knowland, a provider of group data technology designed to help hotels, convention and visitors' bureaus and other venues drive revenue with meetings market intelligence. An award-winning hotel industry sales veteran considered an expert in the group market, he has over 17,000 followers on LinkedIn who read his weekly blog and industry updates. He previously worked for Hilton, Hyatt, Le Meridien and ConferenceDirect.The Wisdom & Wine event will be hosted by Hyatt Centric Arlington, 1325 Wilson Blvd., Arlington, Virginia, located across from the Metro Rosslyn Station. Registration and networking will begin at 4 p.m., followed by a presentation from 4:30 to 7 p.m. There is a $30 charge for HSMAI members, $60 fee for nonmembers and $15 fee for full-time students. Self-parking is available for $25 and valet parking for $32. Click HERE to register."Our new Wisdom & Wine roundtable format will feature dynamic discussions that will allow attendees to engage in lively exchanges, brainstorm and develop ready-to-use action plans to take back to their businesses," said Ellen Wilson, managing director of the HSMAI Washington DC Chapter. "Our first event will offer a deep dive into the DC-area group market that will help participants increase their group market share."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.

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 Celebrates Adreana Bailey and Jane Pearsall as Hotel Sales Professionals of the Year

HSMAI ·30 August 2017
The Hospitality Sales and Marketing Association International (HSMAI), which is celebrating 90 years of fueling sales, is pleased to announce the HSMAI Hotel Sales Professional of the Year Award recipients. Adreana Bailey, National Sales Manager, Hilton DFW Lakes, will be recognized as the 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, has been selected as the Above-property Hotel Sales Professional of the Year Award recipient. Pearsall and Bailey will be honored with the awards--which are in their inaugural year--on September 6, 2017 at HSMAI's 90th Anniversary Celebration Dinner at Lansdowne Resort & Spa in Leesburg, Virginia.The HSMAI Hotel Sales Professional of the Year Awards honor individuals that exemplify strong sales performance producing measurable results and demonstrate excellence in all of the following areas: creativity and initiative; sales acumen; innovative leadership; and advancement of the discipline."HSMAI is proud to honor Adreana and Jane for their outstanding achievements in hotel sales," said Robert A. Gilbert, CHME, CHBA, president & CEO of HSMAI. He added, "This year, HSMAI is celebrating a very important milestone--90 years--and we are elated that a special part of the celebration will be devoted to honoring these two distinguished hotel sales professionals. Adreana's and Jane's hard work exemplifies HSMAI's 90-year mission of growing business for hotels and their partners."Adreana Bailey, National Sales Manager of Hilton DFW Lakes Executive Conference Center, will receive HSMAI's On-property Hotel Sales Professional of the Year Award. Bailey's more than 20 years in hotel sales have boasted roles at 5-diamond resorts and world class resort casinos--including the Four Seasons Resort Hualalai, the Hilton Waikoloa Village, and the Peppermill Resort & Casino in Reno. Over the course of her six years thus far at Hilton DFW Lakes, Bailey singlehandedly grew the conference center's social, military, educational, religious, and fraternal meetings business by more than 50%. Her fresh ideas and commitment to relationships have also ensured that a large contingency of her groups return every year.Jane Pearsall, Senior Manager of Worldwide Sales, Global Business Travel for Best Western Hotels & Resorts, will be honored as the recipient of HSMAI's Above-property Hotel Sales Professional of the Year Award. Pearsall has more than 26 years of experience in the hospitality industry in both domestic and international sales, including leadership roles with Marriott, Hampshire Hotels, and Starwood Hotels and Resorts. Since joining Best Western in 2010, Pearsall has been instrumental in expanding key partnerships, securing new corporate accounts, bringing additional corporate project business into the brand, and converting dormant accounts into top producers.For additional information about HSMAI awards and recognition programs visit www.hsmai.org/awardsandrecognition.

Demystifying the Digital Marketplace: Managing the Cost of Sales

HSMAI ·16 August 2017
HSMAI's Sales Advisory Board recently discussed Demystifying the Digital Marketplace, and were joined in their discussion by Cindy Estis Green, co-author of the report and co-founder of Kalibri Labs.Why should sales people care? How do changing distribution trends impact direct sales? Simply put, the sourcing of group business is becoming increasingly intermediated. According to Estis Green, the cost of customer acquisition is central to the discussions for managing hotels because it is 15-25% of Guest Paid Revenue (for transient and group business combined). This amounts to $25 billion across the U.S. hotel industry alone as of last year. This should be of concern as it is 3-4 times what it has been in the past.From the Sales Advisory Board's perspective, their highest priority is to reduce the industry-wide cost of sales and customer acquisition. It won't be easy, but you have to start somewhere. For the last 20-25 years, the hotel industry has been building up intermediaries, and it will take time and effort to change this relationship and reverse the trend. Brands are trying to wrestle back control, get more direct bookings, and depend less on intermediation.As financial executives focus more and more on the costs of sales and marketing, there is a trend to optimize business mix while taking into account the costs of acquisition. Some companies are taking action by rethinking measurements for their sales and revenue management teams - rewarding revenue net of acquisition costs.Other measures getting attention include COPE (Control to Operational Profit and Expenses). This measures the revenue left after direct costs triggered by the transaction are removed. These include retail commissions, wholesale commissions, loyalty costs, transactional fees, and channel costs.Net Revenue subtracts sales and marketing expenses (payroll, allocations from the brands, loyalty costs), providing the total cost of customer acquisition including the direct cost of the transaction.Sales people (along with marketers and revenue managers) must think about the relationship between revenue and its costs. For years customer acquisition costs were relatively static, but now they are very dynamic with more costs going to third parties for group and transient bookings. Until the industry can quantify, measure, and manage these costs, it will be difficult to find a solution.About Demystifying the Digital MarketplaceThe data captured for this study includes guest stay and cost of stay information from 25,000 hotels including large, independent, and small properties providing more than 100 million transactions per month to analyze. External data has been used to augment this data, including supply and demand for Airbnb and consumer review data aggregating from more than 50 sources. The report also takes into account the loyalty effect, measuring how much the base of loyalty contributes to overall hotel performance.The report looks at Hotel Collected Revenue (HCR) as reported by the hotel and posts to their P&L. But as we all know there is a portion of business booked that comes through third parties such as opaque OTAs, wholesalers, and merchant model OTAs where the guest pays the third party directly. When added to the Hotel Collected Revenue, this is defined as Guest Pay Revenue (GPR) and lets the hotel know what the customer was willing to pay for the room. In the U.S. in 2016, the HCR was $120 and the GPR was $123.Some highlights from data gathered from 2014 to June of 2016 include:Guest Pay Revenue grew at 4.6% year over year. Net Revenue rose at 4%. In a perfect world, these two figures should be equal.OTA commissions are rising 3 times as fast as GPR.This is due to the amount of business subject to commissions.In the U.S. market, OTA commissions are 12.4% of total room night revenue.Retail Travel Agent commissions are rising in line with GPR growth.OTA costs are rising 2 times as fast as loyalty costs.With more players entering in the OTA space, it is incumbent on brands and individual hotels to choose which players to partner with, as it will be impossible to effectively have marketing agreements with all players. As the OTAs collectively spend $6 billion a year on marketing, it is important to gain exposure with the partners that can deliver the most exposure and deliver business to the properties.The data gathered is used for industry benefit to help hotels and brands make better decisions based on measured information and help support the legislative and policy work of groups like AH&LA. It also is used to develop more education around the topic.

Where Hotels are Increasing & Decreasing Marketing Investments

HSMAI ·16 August 2017
As part of this mission, the Council is attempting to provide frequent (at least quarterly) statistical and sentiment data to help hotel marketers benchmark their results and understand how their peers feel about key digital marketing topics.Benchmarking surveys are sent to all HSMAI members, and members are encouraged to invite their industry peers to participate as well.Send your suggestions of questions for the next survey to jjones@hsmai.org.June 2017: Focus on Digital Investments & Third Party Bookings

Travel Marketing Super Heroes Wanted: Entries Welcome for 2017 HSMAI Adrian Awards

HSMAI ·19 July 2017
The Hospitality Sales and Marketing Association International (HSMAI) is now accepting entries for its 2017Adrian Awards, celebrating excellence in travel marketing. Now in their 61st year, the Adrian Awards recognize hospitality brands and agencies for creativity and innovation in advertising, digital marketing, and public relations. Winners of the 2017 Adrian Awards will be honored at the HSMAI Adrian Awards Gala on February 20, 2018 at the New York Marriott Marquis."Building upon a 60-year tradition, the 2017 Adrian Awards will honor exemplary travel marketing," said Robert A. Gilbert, CHME, CHBA, president and CEO of HSMAI. "To ensure that we recognize and celebrate the true trailblazers in the field, this year we're introducing a few additional categories that reflect emerging trends in travel and hospitality marketing."HSMAI is introducing a new entry category in 2017 to recognize cross-discipline work: Integrated Marketing Campaign. Utilizing at least two of the following: advertising, public relations, digital marketing, these campaigns offer a unified and seamless experience for consumers to interact with the brand/enterprise, designed to ensure that all messaging and communications strategies are consistent across all channels and are centered on the customer.The Adrian Awards has also added new Geo-Targeted Campaign and Experiential Campaign categories to each division (advertising, digital marketing, and public relations)."Our theme for this year's Adrian Awards is 'Be a Travel Marketing Super Hero,'" said Fran Brasseux, CHSE, CHBA, executive vice president, HSMAI. "Travel marketing professionals are often the unsung heroes of the hospitality industry, and the Adrian Awards are the perfect way for the industry to acknowledge their phenomenal contributions."Travel industry professionals and agencies compete in three divisions: advertising, digital marketing, and public relations. Gold, Silver, and Bronze awards will be given in each category. Platinum winners are selected as the most extraordinary entrants, and the highest distinction--"Best of Show" --is granted to the top Platinum winners. Winners are showcased in the HSMAI Adrian Awards Winners Gallery.Benefactor Awards presented at the gala include the following:Leader in Sustainable Tourism Award, presented by HSMAI in conjunction with National Geographic Traveler, for exemplary leadership and innovation in preserving and communicating an authentic sense of place through a wisely managed tourism program.Pioneer in Visual Storytelling Award, presented by benefactor Libris by Photoshelter.The Adrian Awards' early entry deadline is August 22, 2017 and the final deadline is September 15, 2017. All entries for the Adrian Awards must be submitted online. In addition, HSMAI is accepting nominations for "The HSMAI Top 25: Extraordinary Minds in Hospitality Sales, Marketing, Revenue Optimization 2017," and Lifetime Achievement honors. For submission guidelines and award information, visithttp://www.adrianawards.com.The Adrian Awards entries will be judged by advertising, digital marketing, and public relations experts and leading members of the travel industry. Professionals interested in being a judge can contact HSMAI atadrianawards@hsmai.org.For more information on the Adrian Awards competition please contact Ellen Wilson at ewilson@hsmai.org, visit www.adrianawards.com, or follow Adrian Awards news on Twitter at www.twitter.com/adrianawards. For information on becoming an Adrian Awards partner, contact Elise Rhinehart at erhinehart@hsmai.org.

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.

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