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

The Price Perception Pivot: Hotel Websites Now Seen as Best Bet for Deals in the UK

For years, online travel agencies (OTAs) dominated the perception game, widely regarded by travelers as the go-to source for scoring the best hotel deals.

Inside the Industry: Talent, Travel, and the Future of Hospitality

What’s next for hospitality? Between generational shifts in the workforce, skyrocketing guest expectations, and new pressures on boutique hotels, uncertainty abounds.

Maximizing Hotel Revenue: The Interdependence of Sales and Revenue Management

The relationship between sales and revenue management is complex and necessitates collaboration and communication. In The Hotel Sales Playbook, the study guide for HSMAI’s Certified Hotel Sales Leader certification, we offer a comprehensive guide for sales leaders to optimize revenue and drive business success.  
Here, we share excerpts from Chapter 11: A Sales Leader’s Guide to Revenue Management contributed by Dan Skodol, CRME. 

Inspire Marketing

Negotiation Mastery for Commercial Leaders

HSMAI staff had a chance to sit down with Hein and chat about her upcoming session. Hein will introduce the concept of tactical empathy, a trust-based approach to influence that prioritizes deep listening, psychological awareness, and authentic connection. “This isn’t about manipulation,” she says. “It’s about building rapport and influencing with integrity.”

The latest update on American travel sentiment

Amir Eylon, the President and CEO of Longwoods International, discusses the latest update on American travel sentiment. This is the 95th wave of Longwoods International’s ongoing study and highlights that travel intent and demand remain strong.

Looking Ahead to How Agentic AI Will Revolutionize Hotels

The HSMAI Foundation recently published a report, The State of Generative AI in Talent Management for Hotel Sales, Marketing, and Revenue Management, exploring the impact of generative AI on various facets of talent management, particularly focusing on the domains of hotel sales, marketing, and revenue management.

Optimize Revenue

What is the True Cost of Distribution?

Understanding the true cost of a hotel booking isn’t as straightforward as it might seem. Between marketing investments, agency fees, and labor costs, even a “direct” booking isn’t always the most profitable. 

5 Actions You Can Take to Break Down Silos

Sales. Marketing. Revenue Management. Distribution. When these functions operate in silos, the result isn’t just internal frustration, it’s missed revenue, slower decision-making, and inconsistent guest experiences.  

What Revenue Managers Need to Understand About the Shifting Demographics of Today’s Travelers

As generational preferences shift, hotel revenue managers must stay attuned to how different age groups impact pricing, booking behaviors, and overall guest expectations.

Video View
The sold-out event, an evolution of HSMAI’s Marketing Strategy Conference and HSMAI ROC, brought together a record-breaking 860 industry professionals from 152 unique hotel brands and management companies, and more than 40 partner companies, from across the hospitality sector to explore the latest trends, strategies, and innovations shaping the future of commercial success in the industry.
HSMAI News
HSMAI Announces the Passing of Vice President of Marketing Communications, Jason Smith

FOR IMMEDIATE RELEASE: McLean, VA (April 30, 2025) – The Hospitality Sales and Marketing Association International (HSMAI) announces with great sadness the sudden passing of Jason Smith, Vice President of…

HSMAI 2025 Commercial Strategy Conference Coming to Indianapolis Following Sold-Out 2024 Event

FOR IMMEDIATE RELEASE: McLean, VA (April 7, 2024) – The Hospitality Sales and Marketing Association International’s (HSMAI) second Commercial Strategy Conference will take place in Indianapolis, Indiana, from June 16-18, 2025 at the Indianapolis…