HSMAI

EVENT DETAIL

HSMAI Revenue Management & Internet Marketing Strategy Conference
Date: June 25, 2009 - June 25, 2009
Location: Anaheim Convention Center, CA

Agenda | Speakers | Housing Information
Why Others Are Attending | Why YOU Should Attend | Register Today!

In these challenging economic times, we know you can only afford to attend conferences and events that deliver the highest return on your investment.

HSMAI’s Revenue Management & Internet Marketing Strategy Conference, co-located with HITEC, will deliver for you.  Designed to address in the increasing convergence of the revenue management and internet marketing fields within the hospitality industry, this conference will feature latest trends in these two important disciplines.

Revenue Management & Internet Marketing Strategy Conference
June 25, 2009
Anaheim Convention Center
Anaheim, California

Preview the conference content by listening to:
MP3  The Convergence of Revenue Management & Internet Marketing
Conference moderator Bill Carroll, Cornell University, interviewed by HSMAI President & CEO Robert A. Gilbert 

The conference is organized by HSMAI’s Revenue Management Advisory Board and HSMAI’s Travel Internet Marketing Advisory Board.  Learn more about them and the Special Interest Groups they lead at www.revmanagement.org and www.travelinternetmarketing.org.

Agenda

7:00 am
Registration Opens

7:00 – 8:00 am
Breakfast with Exhibitors

8:00 – 8:15 am
Welcome and Opening Remarks
Conference Emcee:  Bill Carroll, Senior Lecturer, Cornell University

8:15 – 9:15 am
Keynote Presentation
Eric Pearson, Senior Vice President of Brand Performance, Americas, InterContinental Hotels Group

9:30 – 10:20 am
Concurrent Sessions

  1. Forecasting & Pricing presented by Dax Cross, President, Revenue Analytics
  2. Non-Automated Revenue Management presented by Kristen Richter, Senior Director of Revenue Management Development & Planning, Wyndham Hotel Group
  3. Maximizing Your ROI via Digital Marketing and Distribution for 2009 and Beyond presented by David Atkins, Principal, Digital DNA Infusion

10:30 – 11:20 am
Concurrent Sessions

  1. Analyze That!  The Heightened Interdependence of Revenue Management and Marketing presented by Dr. Radhika Kulkarni, Vice President Advanced Analytics, SAS
  2. Mobile Marketing – Will You Be Ready for 2012? presented by Dr. Steve Morse at the University of Tennessee and Chip Hoffman, CEO or Mobile Tag
  3. Driving Results Through Design presented by Robert Dawson, Co-Founder and Chief Technology Officer, E-site Marketing 

11:30 – 12:00 pm
Networking Break

12:00 – 1:30 pm
Get Real!  A Roundtable Lunch

It’s time to get real…about this recession, the industry’s economic realities, getting ready for recovery, and what they mean for the future of revenue management and Internet marketing.  This facilitated discussion over lunch will produce an overview of the challenges and solutions the conference’s attendees see for dealing with the realities of our time and our business.  You will get the results of the collective wisdom at the end of the day.

1:30 – 2:20 pm
Concurrent Sessions

  1. Maximizing Third Party Internet Opportunities Through Collaboration presented by a panel of 3rd party market managers and moderated by Scott Roby, Vice President, Revenue Management, Tarsadia Hotels -- Panelists include:  James Harris, Regional Market Manager, LA, Tracelocity; Traci Mercer, Director - Hotel Market Management, Expedia, Inc.; and, Stephanie Fabian, Director, Regional Revenue Management, Western Division, priceline.com
  2. Best Revenue Management Practices in Any Economy moderated by Kristi White, CHSP, Director Of Revenue Optimization for TravelCLICK and a member of HSMAI's Revenue Management Advisory Board.  Panelists will inlcude Elizabeth Cambra, CRME, Corporate Director, Pricing & Revenue Optimization for Outrigger Enterprises Group and Jack Easdale, Corporate Director Of Revenue Management for Gaylord Hotels.
  3. Social Media – So Many Tools…So Little Time! by Linda Zimmer, President & CEO, MarCom:Interactive

2:30 – 3:20 pm
Concurrent Sessions

  1. Revenue Management Think Tank moderated by Bill Carroll, Senior Lecturer, Cornell University
  2. Making the Most of the Revenue Management Team Meeting presented by Tim Coleman of The Coleman Company and Brad Anderson of The Rainmaker Group
  3. Social Media Strategies:  Boosting Your Bottomline moderated by John Fuhr, Vice President of Marketing for the Anaheim/Orange County CVB with panelists including Darren Kelly from The Search Agency, Brian Payea from TripAdvisor, and Isaac Gerstenzang from Destination Hotels & Resorts

3:30 – 4:00 pm
Networking Break

4:00 – 4:45 pm
…And Get Ready!  A Town Hall Discussion

Now that you’ve “Gotten Real” and you have a day’s worth of learning, networking and insight under your belt, it’s time to putting it all together and GET READY for the economic upturn and recovery.  This is your time to get results from lunch’s Get Real! discussion and to ask any and all of your unanswered questions…of speakers and of each other.

4:45 – 5:45 pm
Reception

Speakers

 

Brad Anderson is VP, Business Consulting with the Rainmaker Group.  A graduate of the University of Massachusetts at Amherst in Hospitality Management, Mr. Anderson possesses over 20 years of experience in developing the revenue management discipline and its business processes.  It was first with Marriott Hotels and then with Omni Hotels, that he was extensively involved in the development and deployment of an automated revenue management system.  While Marriott Hotels was an early pioneer of revenue management, Omni hotels was also a frontrunner in this automation, currently developed and supported by The Rainmaker Group.  At Omni, Mr. Anderson was responsible for the development of their business processes and training collateral that is currently being used today.  His expertise in business process consulting and change management, make him a natural fit for the Rainmaker Group, where he now applies the principles of revenue management to the multi-family housing industry.  Mr. Anderson prides himself on using a collaborative approach resulting in a progressive and innovative revenue management culture.

Bill Carroll is a senior lecturer at Cornell University’s School of Hotel Administration where he teaches courses in economics, yield management, pricing and marketing distribution.  He is also CEO of Marketing Economics, a consulting firm specializing in travel industry pricing, distribution, yield management and strategic planning.

For over 25 years Carroll held a variety of senior positions in the travel industry.  He was division vice president for Global Marketing Planning at Hertz, where he was responsible for global pricing, yield management, marketing information systems, and counter sales.  He implemented the first decentralized yield management system in the car rental industry and a comprehensive Executive Information System that gained national recognition.  Carroll later served as the global vice president for Reed Elsevier’s Travel Group, overseeing Travel Weekly, the Hotel and Travel Index, the Official Hotel Guide, and the Official Meetings and Facilities Guide.

As CEO of Marketing Economics, Carroll works with clients across the travel industry including global distribution systems, hotel service companies and travel intermediaries.  He also works closely with PhoCusWright, Inc. a travel industry research, consulting and publishing company.  In collaboration with PhoCusWright, Carroll writes often on the evolution of hotel distribution and its impact on major chains and intermediaries.  He has also written numerous articles on economics and travel industry topics. Prior to his work in the travel industry, Carroll was an assistant professor of Economics at Drew University.  He also served as a member of the economics staff at AT where he was an expert witness before state regulatory bodies and prepared filings on pricing and forecasting with the Federal Communications Commission.  In addition to his business and academic career, Carroll is a retired U.S. Army Lieutenant Colonel and was a university lacrosse coach for over 10 years.  Carroll holds a B.A. degree in economics from Rutgers, an M.S. in labor studies from the University of Massachusetts, and a Ph.D. in economics from Penn State.

Dax Cross serves as the President of Revenue Analytics.  In this role, he guides the firm’s day-to-day operations, manages key client relationships and leads consulting engagements. His consulting work with the firm includes leading projects for Fortune 500 clients to enhance demand forecasting capabilities, build demand-based pricing programs, develop price optimization capabilities and create and augment Revenue Management organizations. In addition, he has lead Revenue Diagnostic projects that have identified over $700 million in revenue opportunities for clients. He serves a cross-industry client base, including travel and hospitality, manufacturing and distribution, and consumer goods.

Dax has lectured on topics such as Revenue Management, forecasting, price optimization and performance measurement at Revenue Management conferences, hotel industry conferences and at Emory University’s Goizueta Business School.  Prior to joining Revenue Analytics, he was an attorney at the law firm of King & Spalding LLP.

He holds a JD from the University of Georgia, where he graduated summa cum laude and ranked 1st in a class of 225, and a BA from Davidson College.  His publications include co-authoring Revenue Management's Renaissance: A Rebirth of the Art and Science of Profitable Revenue Generation, Cornell Hospitality Quarterly, 2009; 50; 56.

Jack Easdale is the Corporate Director of Revenue Management for Gaylord Hotels and Resorts.  The brand recently opened the new 2,000-room Gaylord National Resort in Washington DC.  This complements Gaylord’s existing three properties in Nashville (Opryland), Orlando (Palms), and Dallas (Texan).  The addition brings the portfolio to 8,000 rooms and over 2 million square feet of meeting space.  Jack has served in numerous Revenue Management roles in his twelve year career in hospitality.  He has his B.A. from the University of Western Ontario and his B.COMM from the University of Guelph with a focus in Hotel and Food Administration.  Jack recently graduated with his MBA from Vanderbilt University and moved to Washington DC to oversee the opening of Gaylord National in addition to his brand responsibilities.

John Fuhr is VP of Marketing for the Anaheim/Orange County Convention & Visitors Bureau.  He has a unique background and experiences ranging from developing technology solutions to designing strategic sales and marketing programs. He holds a bachelor’s degree in Hospitality Business Management from Washington State University and his experience includes more than 25 years in the hotel, hospitality and CVB industries.  He has worked for Hilton Hotels, Cvent.com, Starwood Hotels and Resorts Worldwide, and rejoined the Bureau in 2004. 

Dr. Radhika Kulkarni is Vice President of Advanced Analytics R&D at SAS Institute Inc.  Radhika oversees software development in many analytical areas including Statistics, Operations Research, Econometrics, Forecasting and Data Mining. In addition to supporting the core Analytical tools from SAS Institute, her team provides algorithms for analytical solutions in diverse application areas including Finance, Retail, Marketing, Hospitality and Supply Chain. Her division is also responsible for the newly created Center of Excellence in Operations Research Applications. The center will be instrumental in facilitating the use of SAS/OR® software and other analytical capabilities in conjunction with SAS® Business Intelligence to address an ever-widening range of business problems.

Kulkarni, who has been with SAS for more than 25 years working at its world headquarters in Cary, North Carolina, is a Member of the Board of Directors for IDeaS, a SAS Company. She is an active member in the Institute for Operations Research and Management Science (INFORMS) and serves on the Advisory Board of the Institute for Advanced Analytics at North Carolina State University. In 2006, she was recognized by INFORMS for her dedication to the to the advancement of the OR/MS field and inspiration of women to pursue related careers with the WORMS Award for the Advancement of Women in Operations Research/Management Sciences (OR/MS).

Radhika Kulkarni has a Master’s in Mathematics from the Indian Institute of Technology, New Delhi and a Master’s and Ph.D in Operations Research from Cornell University.

Brian Payea leads the Trade Relations practice at TripAdvisor.   He focuses on fostering communications with the travel industry and strengthening the ties between TripAdvisor and the hospitality community.   His department builds tools for hoteliers and other hospitality professionals to take advantage of the wealth of traveler-contributed information on TripAdvisor and other social media.  Prior to TripAdvisor, Brian led public relations, marketing, government relations and investor relations at internet companies including Zoom Information and Lycos.  Brian lives in Boston near TripAdvisor headquarters.

Eric Pearson is senior vice president, brand performance, for IHG.  In his current capacity, Eric is accountable for all sales and marketing activities across IHG brands in the Americas where he directs the day-to-day business of driving top-line revenue into more than 3300 hotels across the region.  This includes brand marketing, global sales, & revenue management for the franchised and managed estate of IHG.

Eric most recently served as senior vice president, distribution marketing, where he was responsible for overseeing IHG’s worldwide channels including reservation centers, e-commerce, 3rd party intermediaries, global revenue management, and channel marketing.   Under his leadership, IHG launched several industry firsts including the Lowest Internet Rate Guarantee, Web language support for 12 languages including Japanese and Chinese with full booking and loyalty program integration.  IHG also launched the first wireless services products enabling researching and booking capability on hundreds of mobile devices and platforms.

A 20-year veteran of the hospitality industry, Eric joined IHG in 1997 as senior director, emerging technologies. He was responsible for all Web development, guest service technologies, and research and development. Eric later served as senior vice president, e-commerce and was responsible for strategy and development of all branded Web sites and affiliates worldwide. These initiatives included a variety of Web products and services designed to capture business opportunities with customers and partners, as well as streamline hotel operations and communications. As part of his range of responsibilities, Eric oversaw the day-to-day management of these initiatives, including product development, strategic alliances, and channel marketing.

Eric is a past recipient of HSMAI’s top 25 Extraordinary Minds in Hospitality and Travel Sales & Marketing and has been an industry spokesperson for a variety of travel topics including support in Congress for advancing international travel into the U.S.   Before joining IHG, Eric worked for The Walt Disney Company, IBM and NASA in different management and technical capacities.   He holds a bachelor’s degree in electrical engineering from the University of Central Florida.

Kristen Richter is Senior Director Revenue Management Planning & Development for Wyndham Hotel Group.  She is responsible for designing, planning, & implementing revenue management strategies and standards across the group’s eleven brands, including Wyndham Hotels & Resorts, Ramada, and Days Inn.  Her 10 years of experience in hospitality revenue management include managing and implementing revenue management strategies at small 45 room properties all the way up to complex 1500+ room big box hotels.  Prior to joining Wyndham Hotel Group in 2007, Kristen progressed through revenue management leadership roles at Hilton Hotels and Avis Budget Group car rental.  A New Jersey native, Kristen earned her B.S. degree from Bucknell University in Lewisburg, PA and her MBA from Fairleigh Dickinson University in Madison, NJ. 

Additional biographical information on speakers to come.

Housing and Travel Information

There is no official room block for this conference.  If you are attending HITEC (including via the complimentary registration to the HITEC tradeshow), please book your housing through HITEC:  http://www.hftp.org/Pages/Events/HITEC/HITECTravel.aspx.
 
Other hotels within walking distance to the convention center include:

» NEW! Strategy Conference registrants can now take advantage of travel and entertainment discounts offered through HITEC on air, rental cars, Disney admission, and more.

Why Others Are Attending

» Read a recap of the 2008 HSMAI Revenue Management Strategy Conference

» Read a recap of the 2008 HSMAI Travel Internet Marketing Strategy Conference

» See photos from the 2008 HSMAI Revenue Management Strategy Conference

Why YOU Should Attend

FREE registration to the HITEC tradeshow – Qualified strategy conference attendees are eligible for free registration to the HITEC show, the world’s largest hospitality technology exposition. Click Here for the registration form.

Keynote speaker Eric Pearson – Eric, Senior Vice President of Brand Performance, Americas for IHG, the world’s largest hotel group, will share his views on the convergence of revenue management and Internet marketing…and maybe some of his secrets as well!

12 breakout sessions covering 2 of the hottest disciplines in the hospitality industry – You don’t have to choose between all Internet marketing topics or all revenue management topics.  You’ll be free to choose the sessions most important to you, no matter the subject area.

The intersection and convergence of revenue management and Internet marketing –  As the main theme of the two dynamic general sessions, we’ll learn more about how these disciplines are evolving, how leading companies are managing their convergence, and how smart marketers can leverage new opportunities to survive in this economy.

Practical, applicable, concrete take-aways – The conference is being designed so that for every session you attend, you’ll leave with knowledge, tools and resource  you can take home and start implementing immediately.

Learning from others – Past attendees have highly rated the networking opportunities at HSMAI strategy conferences, so we’ve built into the program time for informal discussions, and robust dialogue between speakers and attendees.

Bill Carroll, the dynamic emcee and conference moderator – A Senior Lecturer at Cornell University, Bill will keep your energy up, the discussion flowing, and our focus on uncovering the most relevant and applicable best practices, trends and ideas in the field.

Register Today!

ONLINE REGISTRATION IS NOW CLOSED.  WE WELCOME YOU TO REGISTER ONSITE AT ROOM 204BC IN THE ANAHEIM CONVENTION CENTER.  

HSMAI Member Registration

Non-Member Registration

* Attendees of HSMAI chapter events from May 1-June 25 receive a 15% discount on registration. Please provide information on event attended on registration form.



 

Conference Partners

 


 

  

 

 

Exhibitors

Pegasus Solutions - Utell Hotels & Resorts

PROS Revenue Management

The Rubicon Group

TripAdvisor


Media Partner

Hospitality Upgrade

Conference Partnerships: Click Here for information on partnership, or contact Lesa Faris at 703-506-3271 or email lfaris@hsmai.org