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

Legal Issues for Sales Professionals

At HSMAI’s Sales Leader Forum on Nov. 5–6, hospitality-law expert Steve Rudner presented a keynote address on “Headlines and Headwinds for 2020: Legal Issues for Sales Leaders’ Radars.” Here are four key takeaways.

5 Things to Know About HSMAI Lifetime Sales Honoree Cindy Novotny

Novotny, who is MCA’s managing partner, was honored with the HSMAI Americas Award for Lifetime Achievement in Sales, presented during HSMAI’s Sales Leader Forum on Nov. 5–6. “I feel very honored,” Novotny said.

What’s Keeping CSOs Up at Night Heading in to 2020?

At HSMAI’s Chief Sales Officer Executive Roundtable, held in conjunction with HSMAI’s Sales Leader Forum in Frisco, Texas, on Nov. 5–6, CSOs from hospitality brands, management companies, and owner groups engaged in a high-level conversation that included identifying some of the trends that have most surprised them this year. Here are four things they said are keeping them up at night.

Inspire Marketing

Marketing Evolution – Attribution and Analytics Best Practices from the Field

As part of a project to update HSMAI’s Certified Hospitality Digital Marketer (CHDM) study guide, HSMAI’s Marketing Advisory Board (MAB) recently discussed best practices for data analytics, attribution modeling, marketing skills, and more. Here are three takeaways from our conversation.

What’s on the Minds of Marketing Leaders?

HSMAI’s Marketing Advisory Board (MAB) held its annual retreat last month to identify the most pressing issues facing hotels on the marketing front, and outline plans to provide marketers the insights, tools, and best practices they need to address them.

How to Survive a Slowdown

Finally, it’s almost here: 2020. The year the economy slows down, stops growing, and/or enters recession. Or none of these things. After several years of heated speculation, the only consensus seems to be that the economy is a moving target — and that while the uninterrupted growth of the last decade can’t last forever, no one can say for sure what will happen next.

Optimize Revenue

Research in Action: Morality in Decision Making

Dr. Jeffrey Beck, associate professor in Michigan State University’s School of Hospitality Business, discussed his research on “The Role of Individual, Organizational, and Moral Intensity Factors on Revenue Manager Decision Making,” at ROC 2019.

Prepping for an Economic Downturn

With a potential economic downturn looming in 2020, it is important for hospitality professionals to prepare — particularly those working in revenue optimization. On a recent call, HSMAI’s Revenue Optimization Advisory Board (ROAB) discussed what steps we should be taking. Here are three takeaways from our conversation,

Research in Action: Effects of Minimum Wage Increases

At HSMAI’s ROC 2019, six college and university faculty members from hotel schools presented research in areas related to revenue management in the hospitality industry. During one of the presentations, Dr. Toni Repetti of the William F. Harrah College of Hospitality at the University of Nevada, Las Vegas, discussed research on the effects of minimum-wage growth on restaurateurs.

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.

Meet HSMAI’s Top 25 Extraordinary Minds of 2019

The Hospitality Sales & Marketing Association (HSMAI) is thrilled to recognize the brightest minds in the hospitality industry with the 2019 HSMAI Top 25 Extraordinary Minds in Sales, Marketing, and Revenue Optimization….

HSMAI Awards Bjorn Hanson and Lee Pillsbury with Lifetime Achievement Honors

The Hospitality Sales & Marketing Association (HSMAI) is pleased to announce the recipients of the 2019 HSMAI Lifetime Achievement Awards in marketing and public relations. Bjorn Hanson, Ph.D., will be…