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

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.

4 Questions for HSMAI Sales Professional of the Year Kristi Griffith

Kristi Griffith, CGMP, CHSP, Corporate Director of Sales Performance Support for Prism Hotels & Resorts, recipient of HSMAI’s Off-Property Sales Professional of the Year Award, recently sat down with HSMAI to discuss her career, why she loves hotels, and what she thinks about the industry as a whole.

5 Questions for HSMAI Sales Professional of the Year Valerie Gold Rios

HSMAI recently sat down with Rios, director of sales at IHG–Staybridge Suites Lake Buena Vista, and the recipient of HSMAI’s On-Property Sales Professional of the Year Award, to discuss her accomplishments, how she got here, and what she thinks about the industry as a whole.

Inspire Marketing

Thoughts on 2020 From Hotel Management Company Sales & Marketing Leaders

Hospitality marketing and sales leaders came together at HSMAI’s Hotel Management Company Sales & Marketing Executive Roundtable — held in conjunction with the Sales Leader Forum in Frisco, Texas, on Nov. 5–6 — to discuss the state of the industry and predictions for next year. Here are four of the developments they’re tracking for 2020.

The Next Big Things in Hospitality Advertising, Digital Marketing, and Public Relations

What are some of the trends illuminated by this year’s HSMAI Adrian Awards program? We asked the group of industry thought leaders who gathered at the New York Marriott Marquis earlier this month for Platinum Judging to share some of the big ideas and bold innovations that jumped out at them.

26 Thoughts About 5 Trends — Coming to Hospitality Now or in 2020

What emerging trends have surprised the members of HSMAI’s Americas Board of Directors? What predictions do they have for 2020? Here are five themes they flagged

Optimize Revenue

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.

Revenue Optimization in Your Restaurants

Revenue optimization in hotel restaurants is specialized enough that it deserves its own case study. Thankfully, there is one — produced by Dr. Sheryl E. Kimes, professor of operations management at Cornell University School of Hotel Administration, and Jeannette Ho, vice president of Raffles global brand strategy and strategic relationships for AccorHotels.

What’s Different About Revenue Management in Franchised Hotels?

At ROC 2019, Sharon Paine, vice president of revenue management for IHG, used her Lightning Round to ask and answer the question “What’s Different About Revenue Management in Franchised Hotels?”

Video View

Celebrating 90 Years: An HSMAI Video Story

Take a journey through 90 years of innovation as HSMAI celebrates 90 years of fueling sales, inspiring marketing, and optimizing revenues for hotels and their partners.

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