HSMAI ROC 2020 Programme

Take the Lead in Revenue Strategy

Tuesday January 28th, 2020

See also the program for the HSMAI Sales Leader Forum

– This is also part of the ROC

The delegates will participate in most of the general ROC program, but some of sessions that will focus just on Sales will take place in a separate meeting room.

Who will join us?

  • Commercial leaders
  • Revenue leaders
  • Corporate leaders
  • Hotel owners
  • General Managers
  • Sales and marketing leaders
  • Academics
  • Technology leaders and providers

Programme

07:30 - 08:30

Registration, coffee/tea and Partner Showcase

Visit our partners to learn how their products & services can help you and your business thrive.

08:30 - 08:40

Welcome

By Remy Merckx, VP, Global Digital at Radisson Hotel Group and HSMAIs moderator for the day and evening

08:40 - 09:20

Opening

Take the lead in Revenue Strategy

How to make Revenue Management find its second wind by integrating Sales and Marketing?

By Frederic Toitot, Vice President, Global Learning & Development at Accor & Chair HSMAI Region Europe Revenue Optimization Board

09:20 - 09:50

7-minutes Lightning Round

It has become a HSMAI tradition: Executives will share their best practices, strategic insights, and big ideas for driving profit….in 6 minutes and 40 second each.
We have invited 4 executives that will share their thoughts.

Designing digital marketing models to maximise revenue and profit for hotels

By Finnbar Cornwall, Senior Industry Head Travel at Google UK

Welcome to the Golden Age of Revenue Management

By Klaus Kohlmayr, Chief Evangelist, IDEAS

Strategic Selling

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

Topic TBC

By Sean Fitzpatrick, CEO, OTA Insight

09:50 - 10:20

Partner Showcase: Break for Coffee & Conversation

Visit our partners to learn how their products & services can help you and your business thrive.

10:20 - 11:20

A 360 View – focus on cross-functional strategic thinking and expansion of traditional roles

Amanda Elder, Chief Commercial Officer at Kempinski Hotels and member of the Kempinski Hotels Management Board

Anant Vithlani, Vice President Sales, Nordic Choice Hotels

Claire Lyon-Shaw, Group Revenue Director, Iconic Luxury Hotel

Michael Simon, General Manager – Distribution, EMEA & ASPAC at Marriott International, Inc.

Niels Mekenkamp, Director of Business Solutions, EMEA, Cendyn

In a candid conversation with actionable insights that you’ll only hear at HSMAI – the industry’s only organization committed to fueling sales, inspiring marketing, and optimizing revenue for the industry and their partners.

Moderator: Damiano Zennaro, Global Director of Advisory services, IDeaS

11:20 - 12:20

‘Holistic Distribution – moving from Revenue Optimization to Revenue Strategy

Presentation of a new case and interactive discussions/reflecting/recommendations.


By Peter O’Connor, Chaired Professor of Digital Disruption at ESSEC Business School

12:20 - 13:20
13:20 - 13:30
13:30 - 14:10

The Future of Pricing

HSMAI Region Europe have invited Kelly McGuire, PhD, Principal, McRevenue, LLC and Alex Dietz, Founder, Max Revenue Consulting to do a White Paper.  The findings will be presented for the first time at this conference in London.

Proper pricing has a huge impact on company profitability, so it is important for hotels to stay informed on the latest innovations in this area. Many times, in order to take advantage of the latest innovations, organizations need to rethink their revenue, analytics, data and merchandising strategies. For example, industry is starting to talk about attribute-based pricing/selling, which has implications for data collection, pricing strategy and selling strategy; touching multiple groups and technology solutions across the organization. This paper will talk about current and future pricing techniques for hospitality, describe which firms can best take advantage of those techniques, and discuss how leaders should be preparing themselves and their organizations to take advantage of these upcoming opportunities.

By Dr. Kelly McGuire, PhD, Principal, McRevenue

14:10 - 14:40

Leading Teams Of Revenue Professionals In 2020

Lets hear from Nicole, representing Rosewood Hotel Group, one of the world’s fastest growing hotel companies. She will also later this year become HSMAI Americas new chair for their Revenue Optimization Advisory Board

By Nicole Young, Senior Corporate Director of Global Revenue Management, Rosewood Hotel Group, Rosewood Hotel Group

14:40 - 15:10

Partner Showcase: Break for Coffee & Conversation

Visit our partners to learn how their products & services can help you and your business thrive.

15:10 - 15:50

AI and Machine Learning

Personalized Pricing Through Machine Learning: Changing the Revenue Equation

By Juanjo Rodriguez, Founder, The Hotels Network

Followed by a debate with:

Sean Fitzpatrick, CEO, OTA Insight

Frank Reeves, Co-Founder & CEO, Avvio

Klaus Kohlmayr, Chief Evangelist, IDEAS

Patrick Bosworth, Co-Founder & Executive Chairman, Duetto

15:55 - 16:20
16:20 - 16:45

Roundtable discussions Session 2

Concurrent sessions held by specialists in their respective fields. Roundtable attendees will also have the opportunity to ask specific questions.

Same as above.

16:45 - 17:10

Roundtable discussions Session 3

Concurrent sessions held by specialists in their respective fields. Roundtable attendees will also have the opportunity to ask specific questions.

Same as above.

17:10 - 17:25

Fireside Chat

Final conclusions.

The Convergence of Sales with Marketing, Revenue Optimization, Distribution, and Operations. That significant shift in the buyer’s “Path to Purchase” means that our organizations need to evolve in order to keep up.

17:25 - 17:30

Wrap up

By Remy Merckx, VP, Global Digital at Radisson Hotel Group and HSMAIs moderator for the day and evening

17:30 - 19:00

Drinks and networking before the HSMAI Europe Awards

The HSMAI Europe Awards will also take place at the beautiful Savoy Hotel in London

19:00 - 21:30

The HSMAI Europe Awards

The HSMAI Europe Awards 2019 will recognise the people and companies that deserve to be awarded for their great work in Hospitality, travel and tourism in 2019. Press here to read more and to submit entries.

There might some changes to the programme.

Contact Us

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

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