HSMAI ROC 2020 Programme

Take the Lead in Revenue Strategy

Tuesday January 28th, 2020

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 the ROC 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 ROC tradition: Executives will share their best practices, strategic insights, and big ideas for driving profit….in 6 minutes and 40 second each.
We will be inviting 4 executives. Watch this space!

09:50 - 10:20

Partner Showcase: Break for Coffee & Conversation

Visit the ROC 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.

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, Head of Advisory Services EMEA, 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 the ROC 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. Followed by a debate.

By Juanjo Rodriguez, Founder, The Hotels Network

15:55 - 16:20

Roundtable discussions Session 1

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

1. Close the gap between revenue optimization & digital marketing

2. Elevate Your owner Acumen

3. Intermediaries: Should they be managed like a key account?

4. Retention strategies for Sales professional that works

5. Coaching a team for strategic selling

6.  Future of RFP’s

7. How To Tell a Data Story

8. Why Book Direct?

9. Using Technology to Deliver a Personalized Guest Experience

10. A 360 View–Continues

11. Headwinds for Digital Marketers

12. Strategies for a changing marketspace with economy downturn a possibility

13. How to do the best eventmarketing in the most efficient and resultoriented way?

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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