Insights

HSMAI creates and curates content from the thought leaders in hospitality sales, marketing, and revenue optimization around the world. Including articles, conference presentations, white papers, case studies, research, best practices, and more, Insights features content from HSMAI events and industry experts, updated each week for HSMAI members and the hospitality industry. Insights also provides access to content from around the industry via Pineapple Search, the search engine for the hospitality industry.

Fuel Sales

Data Analytics Is Easier Than You Think

Author and self-described “analytics evangelist” Kelly A. McGuire, Ph.D., typically works with revenue managers, helping them to utilize data to grow their business, but she’ll be exploring a new side of hospitality at HSMAI’s Sales Leader Forum in Dallas on Nov. 6 when she presents “Data and Analytics for Sales Leaders.”

The Convergence of Sales and Everything Else

Holly Zoba, CHDM, will be sharing her wealth of knowledge with attendees at HSMAI’s Sales Leader Forum in Dallas on Nov. 6, where she will give a breakout presentation called “The Convergence of Sales With Marketing, Revenue Optimization, Distribution, and Operations.” HSMAI recently sat down with Zoba to get some insight on her upcoming presentation.

Preparing for 2020

Recently, HSMAI’s Sales Advisory Board sat down to discuss 2020 budgeting and predictions for the upcoming year. Just like members of HSMAI’s Marketing and Revenue Optimization Advisory Boards (MAB and ROAB), who discussed this topic last month, SAB members have concerns about a potential economic downturn. Here are three takeaways from our conversation.

Inspire Marketing

What Do Adrians Judges Really Want?

HSMAI’s Adrian Awards honor creativity and innovation in hospitality advertising, public relations, and digital marketing. But what does that mean to the judges who actually decide which Adrians entries represent…

Advertising Best Practice — Following the ‘Golden Rule’

HSMAI’s 2019 Adrian Awards competition will honor creativity and innovation in hospitality advertising, digital marketing, and public relations at the Awards Gala January 21, 2020 at the New York Marriott Marquis. Until this year’s winners are unveiled, take some inspiration from one of last year’s Platinum winners.

Curate Update: Yes, a Recession Is Coming. Now What?

What might a recession starting on 2020 look like for the travel and hospitality industry? How can today’s hospitality sales, marketing, and revenue optimization professionals, many of whom have yet to experience a slowdown let along a downturn, prepare themselves? Is it better to focus on recovery or resilience?

Optimize Revenue

Research in Action: Hotel vs. Peer-to-Peer

Katerina Berezina of the University of Mississippi discusses her original research on “Comparing Customer Perceptions of Hotel and Peer-to-Peer Accommodation Advantages and Disadvantages,” which compares customer perceptions of traditional hotel accommodation advantages and disadvantages with peer-to-peer accommodations such as Airbnb.

Research in Action: Managing Customer Behavior With Post-Service Interactions

At HSMAI’s ROC 2019, faculty members from hotel schools presented research in areas related to revenue management in the hospitality industry, including Chris K. Anderson of Cornell, who discussed his original research on “Managing Customer Behavior With Post-Service Interactions,” which focuses on customers’ post-stay experiences.

The Biggest Threat to Digital Marketing and Distribution This Year

The Lightning Round is a signature program at HSMAI’s ROC event — giving six revenue optimization leaders just six minutes and 40 seconds each to share a best practice, strategic…

Video View

Above and Beyond – Driving the Revenue Management Culture Past Rooms – HSMAI’s ROC 2019

Presented by Michael Lau, CRME, CHBA, regional director of revenue management, Accor, at HSMAI’s ROC 2019 in Minneapolis, Minnesota.

HSMAI News
HSMAI Introduces New Rising Sales Leader Council

HSMAI’s first-ever Rising Sales Leader Council will meet in conjunction with the Sales Leader Forum on Wednesday, November 6, in Frisco, Texas.

HSMAI & ZS Release Incentive Plan Research Report

Take a deep dive into the state of hospitality incentives in a new Hotel Management Company Incentive Plan Research Report released by HSMAI and ZS  to discover key findings in…