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HSMAI Region Europe ROC & DOC 2018 and Prize Awards

April 10, 2018 @ 8:00 am - 10:30 pm

Shaping the future

Collaborate and Interact with thought-leaders

Join us at Hotel Novotel Amsterdam City in Amsterdam Tuesday 10 April and Wednesday 11 April 2018

Tuesday: HSMAI ROC & DOC and The HSMAI Awards

Wednesday: Curate – An HSMAI Executive Insights Forum (for organisational members only)

Wednesday: MeetConnect – for professionals involved in event and conference purchases and/or booking and administration

Wednesday: The Certified Revenue Management Executive certification, CRME 


Accommodation at Novotel Amsterdam City

We have reserved guestrooms at €154,00 per room per night based on single use. This rate is including breakfast but excluding 6% city tax. The supplement for a hotel room double use is € 20,00.

Rooms can be booked here

Co-located with HITEC Amsterdam

Sign up today! Early Bird rate expires February 28th!

  • Early Bird, HSMAI industry member: 395 euro
  • Early Bird, non HSMAI industry member: 515 euro
  • Early Bird, HSMAI vendor member: 495 euro
  • Early Bird, non HSMAI vendor member: 615 euro

The prices include: Coffee breaks, lunch, aperitif, wine, dinner with entertainment and awards ceremony.


Meet the team

08:00 Registration, exhibitor showcase, networking and coffee

The vision

09:00 Welcome & update
The changing skills and competences of future commercial leaders
By Ingunn Hofseth, President & CEO, HSMAI Region Europe and each Advisory Board Chair to present/show their vision of collaboration for the future.

The opportunity

09:30 Speaker TBA

The possibilities

10:00 Innovation in hospitality – is technology doing its job? What is Google doing in the travel sphere with the consumer products they have launched and what will be the impact on your business? Customer behavior & customer centricity – what does this mean for revenue optimization?
Klaus Kohlmayr, Chief Evangelist, IDeaS, has an in-depth conversation with Tim Davis, Managing Director, PACE Dimensions, and Satyan Joshi, Hotel Ads Business Leader, Google, and invites the audience to participate in the discussion.Klaus has challenged the status quo on pricing and revenue management for the last 20+ years. He has co-created new approaches to pricing, developed and successfully implemented services to elevate revenue management and pricing processes across the world. He continues to think different how companies should achieve optimal revenues through forecasting and pricing.

Tim has 20 years international Commercial and General Management experience gained in Hospitality, Travel and Technology industries. In depth expertise in Distribution, eCommerce, Marketing and implementing technology to drive business advantage. Last 3 years transformed business processes and technology across Hotel Operations, Commercial and Finance functions on a worldwide basis. Before he joined Pace he was the SVP Commercial Development & IT at Hilton.

Satyan leads the Hotel Ads Business at Google’s UK Team, where he is responsible for building and maintaining key partner relationships within the accommodation sector and advises on best practices with Hotel Ads. Satyan joined Google in 2005 having already worked in Online Media for seven years, bringing a wealth of established digital experience.

10:45 Coffee break and exhibitor showcase

11:05 Social Media blueprint for brands, what is next for social media and how to stay ahead of the curve this year – The changing consumption of media: Digital Era
By Steven Bartlett, CEO, Social Chain
Steven is the 25-year-old CEO of The Social Chain Group. The Social Chain Group deliveries annual revenues in excess of 100m and consists of over 20 companies within Marketing, Media, Commerce, and Technology. Steven founded two of the flagship companies within the group; Social Chain and Media Chain. Social Chain is now Europe’s leading social marketing agency working with brands such as Coca Cola, Apple, FIFA and Warner Music. Media Chain is one of the largest media owners in the world, reaching billions of people online every month. Steve is now an established speaker, investor and was recently named the most influential young entrepreneur in the industry. We will end the session by interviewing Steven about the change in consumer behaviour in the hotel and travel industry the way he sees it.

12:30 Lunch and networking

13:30 The Expert Debates
Kelly McGuire and Steven Dow introduce industry experts with opposing viewpoints that challenge the status quo and will help set the stage for innovation and change in the industry.

14:00 New metrics / KPI
Cindy Estis-Green will introduce the topic of new metrics and the need to look to the future for these. Stan Josephi will present the result of the HSMAI survey on Revenue Management Metrics. Followed by a panel discussion with the following:

14:45 PANEL: Shaping the future for the independent hotel
Moderator to ask independent hotel representatives what they see for their future and the challenges they have.

15:05 Coffee break and exhibitor showcase

Collaborate and Action

15:30 Roundtable discussions
Concurrent sessions held by specialists in their respective fields.
Three sessions.
  1. Has my crystal ball stopped working?
  2. Is upsell revenue a priority for your company in 2018? Learn what you are missing, from the Industry Leader 
  3. Navigating the changing distribution landscape
  4. Stop pricing like your grandma!
  5. How restaurants can work with Revenue Management
  6. Social Branding 2018
  7. Take back your business – boost direct with true
  8. Learn more about what is affecting your cost of acquisition across both direct and indirect channels and find ways to use the intelligence to reduce your cost of distribution to increase net RevPAR
  9. Using AI to expand your revenue potential with CRM throughout the guest journey
  10. The importance of online reputation
  11. Localization & the Emerging Market Traveler
  12. Tours & Excursions (a case study with a hospitality group) – Speaker TBC
  13. New metrics / KPI- The session from 14:00 continues
  14. Cross Channel Communications – Speaker TBC
  15. Digital storytelling – Speaker TBC
  16. Budgeting and management – Speaker TBC

1. Infor: “Has my crystal ball stopped working?”
A frequent discussion with hoteliers is the unpredictability of the market and the changing behaviour of their guests. It is becoming harder to predict what will happen in the coming months.
Weeks that would normally be busy appear quieter, whilst weeks that are expected to be slow fill with unexpected demand. Guests seem to behave in ways that they never used to before. The change is blamed on many things: ease of booking, transparency of supply, the OTAs and even the millennials. Is there anything we can do to make our business easier to forecast?
The answer is YES. Let us share some insights on how to better forecast your business and how to better understand your guest’s behaviour.Niels Mekenkamp, ‎Director Hospitality Pre-Sales – EMEA – ‎Infor

2. NOR1: Is upsell revenue a priority for your company in 2018? Learn what you are missing, from the Industry Leader 

Thomas Amann, Director of Global Business Development & Strategic Partnerships, NOR1

Darko Bosancic, Regional Director, Business Development- EMEA, NOR1

3. OTA Insight: Navigating the changing distribution landscape. 

Use smarter data insights to optimise pricing and revenue strategies across online channels.

Tijl Speetjens, Business Development Manager Benelux & Nordic Countries, OTA Insight

4. Ideas: Stop pricing like your grandma!
Join IDeaS in this thought-provoking roundtable discussion on pricing. Agile pricing is one of many ways hotels are now able to price – by person, all inclusive, agile, BAR by XYZ … ultimately the journey is to offer consumers the relevant, granular and personalized choices during their shop and booking path, and pricing needs to follow accordingly.Neil Corr, Senior Consultant, EMEA, IDeaS

5. AccorHotels: How restaurants can work with Revenue Management

Kate Walsh, Director, Total Revenue Management Global at AccorHotels

6. Trigger: Social Branding 2018
October 2015 Trigger was named the world’s best creative PR agency at the Global SABRE Awards in Miami. At the same time, the campaign “Stop the Wedding” for Plan Norway was voted the third best of the world. Trigger competed against more than 400 of the premier PR agencies in the world. The award is conducted under the auspices of The Holmes Report, a leading PR magazine with long traditions for studying and analyzing the global PR industry.Babak Behrad, Creative Planner, Trigger

7. Duetto: Take back your business – boost direct with true personalization

Michael Schaeffner, Director DACH, Duetto

8. Fornova: Learn more about what is affecting your cost of acquisition across both direct and indirect channels and find ways to use the intelligence to reduce your cost of distribution to increase net RevPAR

Arunn Ramadoss, Director of Marketing at Fornova

9. Cendyn: Using AI to expand your revenue potential with CRM throughout the guest journey
Gain actual intelligence (AI) from your hotel CRM to amplify hotel offerings and cut through the noise of the crowded travel space. In this session, we’ll discuss how to consolidate and leverage your hotel’s valuable data to create meaningful, personalized experiences that drive engagement, direct bookings, loyalty and higher ROI while putting guests at the center of what you do. With an AI foundation, we’ll show you how hoteliers have made more informed decisions to expand their marketing reach, be quicker to market and track real-time success for their properties. Jeff Down, Regional Director of Sales – EMEA, Cendyn

10. Lifted Imaging: The importance of online reputation
The importance of online reputation, how to manage it, how it’s not going away, but bring it all back around to good old customer service. Ultimately it’s how we treat customers and how they behave due to that treatment that will allow us to optimise on revenue.Victoria Pearce, Reputation Marketing Consultant, Lifted Imaging

11. translations.com: Localization & the Emerging Market Traveler

Niklas Schlappkohl, Global Senior Director, Digital Travel Solutions, translations.com

More speakers for the rest of the above topics for the roundtables, will be updated on this page in the weeks to come.

Roundtable discussions – Session 2
A repetition of the above mentioned roundtable session 1, in order to allow participants to cover topics of their own choice.

Roundtable discussions – Session 3
A repetition of the above mentioned roundtable session 1, in order to allow participants to cover topics of their own choice.

17:00 We are now ready to present back to the wider group from the roundtables sessions the concrete actions everyone can take
Are we ready? Assessing the skills sets and capabilities of the people in the industry.
 The HSMAI Awards
18:00 Drink reception

18:30 The HSMAI Awards
Welcome by HSMAI

Sit-down three-course dinner with Awards and entertainment

Alejandro Fuentes is confirmed as the entertainment for the Award Ceremony. There will be a DJ, sax, drums, songs and great entertainment from them.

23:00 Closing

Sign up today!

You will meet (in alphabetical order):

A Big Thank You to our Partners!

HSMAI Region Europe Amsterdam events co-located with HITEC Amsterdam

HSMAI Region Europe Diamond Sponsor

HSMAI Region Europe ROC & DOC Preferred Gold Sponsor

HSMAI Region Europe ROC & DOC Gold Sponsor

HSMAI Region Europe ROC & DOC Gold Sponsor

HSMAI Region Europe ROC & DOC Gold Sponsor

HSMAI Region Europe ROC & DOC Silver Sponsor


April 10, 2018
8:00 am - 10:30 pm


Hotel Novotel Amsterdam City
10 Europaboulevard
Amsterdam, NH 1083 AD Netherlands


HSMAI Region Europe
View Organiser Website
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Send us an email for any queries you have about HSMAI Europe and we'll get back to you, asap.

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