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

HSMAI honored travel marketing excellence at the Adrian Awards Celebration on Tuesday, February 13, at the New York Marriott Marquis in New York, NY with more than 500 industry and agency executives in attendance.  Among the honorees was: Tourism Australia and TURNER for Tourism Australia Come And Say G’Day Campaign Launch, which receive a Platinum and Best of Show Award.

Upcoming Events

APAC: Revenue Optimization Conference: May 29-30th, 2025, Singapore

Americas: Commercial Strategy Conference: June 17-18th, 2025, Charlotte, North Carolina

Brasil:  Revenue Optimization Conference: July 31st, 2025, Sao Paolo 

Middle East: Commercial Strategy Conference, ROC Middle East: November 25-26th, 2025, Dubai

Europe: Revenue Optimization Conference: January 16, 2025, London​​​