Hotel Online  Special Report



 HSMAI Organizes Strategy Conference for Revenue and
Yield Management Professionals; Scheduled in
Conjunction with HITEC on June 21, 2004


MCLEAN, VA (April 9, 2004) – To address the most critical and impacting issues and challenges facing revenue and yield management professionals today, the Hospitality Sales & Marketing Association International (HSMAI) will hold its first HSMAI Revenue Management Strategy Conference on Monday, June 21, 2004 in Dallas.  The conference has been organized by HSMAI’s new Revenue Management Advisory Committee and Board.

Taking place at the Dallas Convention Center in conjunction with the HITEC 2004 conference, the HSMAI Revenue Management Strategy Conference will summarize the implications and offer solutions and strategies for this highly specific and integral discipline.

“This debut strategy conference is designed to be a true working session of brainstorming and generating ideas that can be put to immediate use for revenue management professionals,” states Robert A. Gilbert, CHME, CHA, president and CEO of HSMAI.

The day’s agenda is as follows:

11:30a.m. – 11:45a.m.:
Welcoming remarks by Doug Kennedy, special project advisor, Robert A. Gilbert, CHME, CHA, president & CEO of HSMAI, and Nancy Hopkins, chairperson, HSMAI Revenue Management Advisory Board

11:45a.m. – 12:30p.m.:
Opening keynote address on industry trends presented by Mark Lommano, president, Smith Travel Research

12:30p.m. – 1p.m.: Lunch

1p.m. – 2:30p.m.:
“Ideas Fair” -- Concurrent 25-minute break-out sessions will address four of the industry’s top issues.  Each break-out session moderator will report back to the general session on the “ideas” generated for each topic.  Participants can attend up to three of the four sessions as each will be repeated three times.


  1. Channel management
  2. Sourcing your manpower and talent
  3. Leveraging your role in the triumvirate of the director of sales/revenue manager/IT staff and managing conflicting priorities when necessary
  4. Five years into the future, where will the profession of revenue management be?
2:30pm-3pm: Refreshment break in Vendor Showcase area

3p.m. – 4p.m.:
Recap of the Ideas Fair -- 15-minute presentations by each of the four moderators from the Ideas Fair.  Presentation will recap ideas, suggestions, solutions and feedback from each topic/session. A written recap will be sent to conference attendees after the event.

4p.m. – 4:30p.m.:
Closing keynote speech: Consumer trends and their impact on revenue management

4:30p.m. – 5:30p.m.:
Revenue Management Committee sign-ups and networking reception in Vendor Showcase area

The cost to participate is $195 for HSMAI Members ($245 after June 14) and $345 for non-members ($395 after June 14), which includes a one-year HSMAI membership.  To register, visit

The Revenue Management Advisory Committee & Board is a group of HSMAI members who advance the revenue management discipline through education, participation, resources, and guidance, enabling leaders to optimize revenue and performance within their own organizations. The group’s strategic intentions are to: provide education on all levels; develop a sense of community and participation; create tangible resources for revenue management professionals; and give guidance on industry standards and practices. 

The founding members of the Advisory Board are:

Advisory Board Chair
Nancy Hopkins, Senior Director, Global Revenue Management, Marriott International

Revenue Management Project Manager
Doug Kennedy, HSMAI 

Advisory Board

  • Leslie Anderson, Corporate Director of Revenue Management, Starwood Hotels & Resorts
  • Todd Arviso, Corporate Director of Hotel Sales, Accor North America Corporation
  • Brad Kohlheyer, Director of Revenue Management, Inter-Continental Hotels Group
  • Trevor Stuart-Hill, Director of Revenue Management, Destination Hotels & Resorts, Incorporated
  • Barbara Bowden, Director of Revenue Management, Peabody Hotels Group

For more information on the advisory board and resources for revenue management professionals, go to

HSMAI’s success in the strategic solutions business makes it uniquely suited to produce this event that facilitates dialogue between revenue and yield management professionals.  Since 2001, HSMAI has held an annual Industry Outlook Strategy Conference, and in 2004, four additional unique strategy sessions are scheduled, including Hotel Internet Marketing (twice annually), Airline Contracting and Industry Outlook.

HSMAI is an international organization of sales and marketing professionals representing all segments of the hospitality industry. With a strong focus on education, HSMAI has become the industry champion in identifying and communicating trends in the hospitality industry, while operating as a leading voice for both hospitality and sales and marketing management disciplines.  Founded in 1927, HSMAI is an individual membership organization comprising nearly 7,000 members from 35 countries and 60 chapters worldwide.


8201 Greensboro Drive, Suite 300
McLean, VA 22102, phone (703) 610-9024
Also See: Hoteliers Meet with Airlines Concerning Issues of Airline Crew Contracting; Taxes, Ground Transportation, Safety and Security, Accounting, and Contracting / March 2004

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