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  • About
    • Board of Directors
    • HSMAI Region Europe Staff
    • Advisory Boards
    • Young Talent
    • Contact
    • Press releases
    • Privacy Policy
  • Locations
    • HSMAI Americas
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    • HSMAI Middle East
    • HSMAI Global
  • Education
  • Memberships
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  • CSW 2027
  • Resources
    • Podcast
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    • Insights from the HSMAI Europe AI Advisory Board
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Sales

News, Education, Insights and events for Sales staff working in the hotel and hospitality industry.
 Heuvelman sound & vision

Heuvelman sound & vision

May 29, 2018

Since more than fifteen years Heuvelman sound & vision has been a valuable partner of HSMAI and we are very happy and proud to be working together with them for so […]

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     HSMAI: Last change to secure your Early Bird rate for ROC and DOC

    HSMAI: Last change to secure your Early Bird rate for ROC and DOC

    February 28, 2018

    Join Europe’s number one place for the latest trends and news in Revenue Optimization, Digital Marketing and Distribution for the travel, hospitality and event industry. Just before [...]

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       HSMAI Region Europe Awards: Call for entries

      HSMAI Region Europe Awards: Call for entries

      February 12, 2018

      Join HSMAI Region EuropeÊAwards! It isÊFREE to submit entries!ÊPress here to read more HSMAI European Awards 2017Êwill recognise the people and companies that deserve to be awarded for their [...]

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         Top score for this yearÕs HSMAI MeetConnect

        Top score for this yearÕs HSMAI MeetConnect

        January 22, 2018

        96 percent of the exhibitors partaking in this yearÕs HSMAI MeetConnect, held at OsloÕs Scandic Fornebu Hotel, were very pleased with the event, to such a degree that they plan […]

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          Petra Gštting is new Vice President Sales & Marketing at Deutsche Hospitality

          November 10, 2017

          Petra Gštting has taken up the position of Vice President Sales & Marketing with Deutsche Hospitality in November. In her new role, which is based at the companyÕs head office […]

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             HSMAI and Hotelchamp webinar on Personalisation and Persuasion, the key to increase direct bookings

            HSMAI and Hotelchamp webinar on Personalisation and Persuasion, the key to increase direct bookings

            September 29, 2017

            In co-operation with HSMAI Region Europe’s close partner Hotelchamp, we are delighted to be able to invite you as partaker of theÊHSMAI and Hotelchamp webinar on Personalisation and [...]

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               Webinar: The hotel industry of 2020

              Webinar: The hotel industry of 2020

              May 9, 2017

              TodayÕs hotels areÊfacing an increase in rapidly developing technology and ever more demanding customers. But what do we expect theÊguest of 2020Êto look like and whatÊtechnology system do [...]

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                 HSMAI Region Europe Roadshow in Paris

                HSMAI Region Europe Roadshow in Paris

                April 27, 2017

                HSMAI Region Europe Roadshow in Paris Wednesday 10 May HSMAI Region Europe and AccorHotels invites you to join us for an evening of trends, innovation and networking in Paris from […]

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                   HSMAI Region Europe Profile: Michael Simon from Marriott International

                  HSMAI Region Europe Profile: Michael Simon from Marriott International

                  December 14, 2016

                  Michael Simon General Manager Distribution, EMEA & APAC Marriott International Michael is the newly elected Chair of the HSMAI Region Europe Sales Executive Advisory Board. He is very active [...]

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                     Michael Simon from Marriott International elected as HSMAI Region Europe Sales Executive Advisory Board Chair

                    Michael Simon from Marriott International elected as HSMAI Region Europe Sales Executive Advisory Board Chair

                    December 6, 2016

                    On Monday 5th December the HSMAI Region Europe Sales Executive Advisory Board met at the Steigenberger Frankfurter Hof to discuss further competitive and strategic steps for the group as well [...]

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                      What characterizes the best sales teams?

                      0-29

                      Remi Morken, CCO, SalesScreen

                      How to sell when customers do not know they need you?

                      Benjamin is a French entrepreneur and investor. His job consists in solving major problems that hoteliers face every day. He is the Co-founder & Evangelist of Quicktext, a 24/7 AI-powered chatbot helping hotels increase sales while improving guest experience.

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                      Benjamin Devisme, VP Sales, Quicktext

                      Revenue Management to Revenue Strategy: Best practices and key learnings to help your organization succeed in 2020 and beyond

                      0-28

                      John Gallagher, Sales Director, Duetto

                      Real time pricing

                      As the travel industry has evolved and become more digitized, markets that hotels operate in today have become faster, more transparent and more competitive than ever, pushing down profit margins. The old school of revenue management, where it used to be enough to pull historical reports from an isolated, non-connected PMS, to decide the future room prices, does not longer apply.

                      • What is the difference from being a Revenue Manager today compared to 10 years ago?
                        • Does the skillset of an RM differ – if so; in what way?
                      • What does Real Time Price Optimization mean?
                      • What gains (and risks?) come with real time price optimization?
                      • How do you think the Revenue Management Department will operate in a real time revenue management environment – will the RM role need to change? If so, in what way?
                      atomized2

                      Alexander Edström, CEO, Atomize

                      Why are guests so unpredictable? Is there anything we can do in order to make them more predictable?

                      In recent years more and more hoteliers have commented on the fact that it is becoming harder to predict what demand will be like. Guests book later and later, events that traditionally had a high impact now have much lower impact and guests seem to change their mind on what they like. During this session we will discuss in what way we might be able to do in order to steer our guests towards a more predictable behavior.

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                      Niels MekenkampDirector of Business Solutions, EMEA, Cendyn

                      Storytelling that works

                      Brands that tell stories are performing better. We will discuss how you can use stories to clarify your message, connect with customers and grow your business. Make sure your team is on the same page and creating marketing that get results. We will also introduce you to a framework that makes it easier for your team to create stories that work.

                      0-13

                      Christian Braathen, Client Director, Scandinavian Design Group

                      Commercial Technology Strategy

                      What choices to make to PMS, RMS, CRS, Channel Manager, cost implications, training implications, integration implications and more.

                      0-11

                      Julie Grieve, Founder and CEO, Criton

                      Close the gap between revenue optimization & digital marketing

                      finnbar-colour-headshot

                      Finnbar Cornwall, Senior Industry Head Travel at Google UK

                      Consequences of Inbound RFP Over-reliance – Why is it the Time to Establish a Proactive Meetings & Events Sales Strategy

                      MICE segment is becoming commoditized, driven by rate and response time. Cost of acquisition and distribution continues to grow. Need periods are more pronounced. Sales teams have subpar proactive skills – order takers vs. hunters. Sellers are fishing in the same pond with less than 10% conversion rates.

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                      Erika Bucsi, Enterprise Director of Sales, EMEA & APAC, Knowland

                      Navigating the changing hotel distribution landscape

                      Insights to improve competitiveness in an increasingly volatile environment

                      0-10

                      Michael Mernagh, Head of Sales EMEA, OTA Insight

                      Customer Centricity

                      About delivering the promises made, managing the perception and trust of the brand on social and digital media through the experiences delivered.

                      0-9

                      Gil Mulders, Former Head of Learning Europe, Intercontinental Hotel Group and Chair of the HSMAI Region Europe People & Culture Advisory Board

                      3 ways to make more strategic use of your brand

                      How leaders can use modern brand thinking to engage people in delivering distinct customer experiences that inspire loyalty and word-of-mouth.

                      monna-nordhagen

                      Monna Nordhagen, Partner and strategy advisor, Mars

                      Using Technology to Deliver a Personalized Guest Experience

                      0-8

                      Michael De Jongh, Chief Commercial Officer, Avvio

                      Being a General Manager and Leading a team of strong performers

                      0-7

                      Jarle Moen, Former Thief Executive Officer at the Award winning hotel The Thief, now the Managing Director at the upcoming hotel Sommerro

                      Coaching a team for strategic selling

                      0-6

                      Evert Schuele, Vice President Sales, Europe, Africa, Middle East and South West Asia, Hyatt International

                      Expansion of revenue management capabilities

                      damiano-zennaro

                      Damiano Zennaro, Global Director of Advisory services at IDeaS

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                      Laura McNally, Director, Account Management – Strategic and Global Accounts at IDeaS

                      Retention strategies for Sales professional that works’

                      Anant Vithlani

                      Anant Vithlani, Vice President Sales, Nordic Choice Hotels

                      Intermediaries: Should they be managed like a key account?

                      0-13

                      Saurabh Bhargava, Commercial Director UK & Ireland, Taj Hotels

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                      This is the text within the more information for the session on: Using Technology to Deliver a Personalized Guest Experience

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