Hotel Online  Special Report

A Highly Specialized Market Segment for Hotels; 
Airline Contracting Strategy Conference Set
for March 2-4 2005, Phoenix


MCLEAN, VA (Feb. 17, 2005) – Addressing the unique needs of the airline and hotel contracting segment of the marketplace – a highly specialized market segment for hotels – the  Hospitality Sales & Marketing Association International (HSMAI) is presenting the second annual HSMAI Airline & Hotel Contracting Strategy Conference in Phoenix, AZ March 2-4, 2005 at the Crown Plaza Phoenix Airport.

The program is designed to facilitate communication and understanding between the hotel and airline industries as it relates to managing airline crew and distressed passenger agreements.  Airlines have unique needs for hotel accommodations, and in a sellers market, carriers are looking to work with hotels.  Hotels interested in selling to and servicing this highly specialized market segment need to stay abreast of the constantly changing dynamics of the airline industry. As both industries are currently under severe pressure for profits and cost savings, better communication between these managers should lead to greater efficiencies on both sides.

This exclusive forum will be a results-oriented, educational and information packed day-and-a-half event, with keynote addresses, panel discussions and break-out brainstorming sessions.  National sales managers of hotel corporations and management companies, as well as management at individual hotels in key airport markets, are encouraged to attend.

Last year, 21 airlines participated in the event.  This year, 20 airlines have already confirmed their attendance and another eight carriers are planning to attend.  They include international, legacy, freight, low-cost, and regional carriers: Air New Zealand, Alaska Airlines, America West Airlines, ATA Airlines Inc., British Airways, Capital Cargo Int’l Airlines, Cargojet/Starjet Canada, Chautauqua Airlines, Inc., Delta Airlines, FedEx, Frontier Airlines, Hawaiian Airlines, Horizon Air, Jazz Air Inc., JetBlue Airways, KLM Royal Dutch Airlines, Northwest Airlines, TACA International, United Airlines, and Qantas.

Hotels can choose to participate at three levels:

  • Gold Level: One full conference registration; ownership to a workshop table over the duration of the conference; exclusive branded sponsorship of one of the scheduled events; company or logo recognition on all printed materials including invitations, handouts, and on-site signage as well as all electronic marketing materials regarding the event, including the HSMAI web site; company or logo recognition in all pre and post press announcements and public relations activities; and an opportunity to address a general session.  The cost is $2,295 for HSMAI members and $2,495 for non-members. 
  • Silver Level: One full conference registration and ownership to a workshop table for the duration of the conference.  Cost is $1,295 for HSMAI members and $1,495 for non-members. 
  • Bronze Level: $795 for HSMAI members and $995 non-members, which includes conference attendance only.
  • Qualified airline management’s registration fee will be complimentary.
The final agenda includes:
Wednesday, March 2, 2005 

8:00pm-10:00pm    Icebreaker Welcome Gathering

Thursday, March 3, 2005

7:30am-8:30am      Continental Breakfast
8:30am-9:00am      State of the Airline Industry Keynote Speaker
9:00am-9:30am      State of the Hotel Industry Keynote Speaker

Hot Topics 1-5

This candid discussion period will be comprised of five mini-sessions (see below). During this time, our expert panelists will share their viewpoints on what’s changed from previous years in the areas of accounting, contracting, security, taxes, and transportation. At the conclusion of the forum, participants will be asked to vote on three out of the five ‘hot topics’ to be entered into the 2005 Super Solutions Bowl.

9:30am-10:00am          Hot Topic 1: Accounting
10:00am-10:30am        Hot Topic 2: Contracting
10:30am-10:45am        Refreshment Break
10:45am-11:15am        Hot Topic 3: Security
11:15am-11:45am        Hot Topic 4: Taxes
11:45am-12:15pm        Hot Topic 5: Transportation

12:15pm-1:15pm           Lunch 

2005 Super Solutions Bowl

Breakout groups will brainstorm solutions to selected issues and present to conference group. Super solutions will receive recognition at the awards luncheon on Friday, March 4, 2005.

1:15pm-2:15pm                      Super Solution 1
2:15pm-3:15pm                       Super Solution 2
3:15pm-3:30pm                       Refreshment Break 
3:30pm-4:30pm                       Super Solution 3
4:30pm-5:00pm                        Info Exchange

Visit with conference sponsors at their branded workshop tables and learn more about their unique offerings. Don’t forget to stop by the HSMAI table and become a part of the “Big Business Card Book.”

5:00pm-6:00pm                                    Lounge Talk & Song
Unwind at the end of the day with a cool beverage, light snacks and some competitive entertainment!

Friday, March 4, 2005

7:30am-8:30am        Continental Breakfast

8:30am-9:30am        ‘An Easy Guide to Bankruptcy’ Pierre Murphy, Attorney at Law, Washington, DC,  will provide a straightforward overview to understanding bankruptcy.

9:30am-10:15am         ‘My Unique Needs Forum’- Part One

Interactive breakout groups will have the opportunity to enter into discussion with other participants from a similar type of carrier. Carrier type will include international, legacy, freight, low- cost, and regional airlines.

10:15am-10:30am            Refreshment Break

10:30am-11:15am            ‘My Unique Needs Forum - Part Two
A continuation of breakout discussion focusing on solutions.

11:15am-12:00pm             ‘HSMAI Toolkit- A Recipe for Success’
Learn more about creatively managing change, effective communication, and time management during this motivational presentation by author and speaking professional, Mr. Edward E. Scannell, C.S.P., C.M.P. 

12:00pm-2:00pm                                  Awards Luncheon

Here we’ll recognize the ‘best of the best’ in both industries. In addition, our lunch sponsors will provide an informative twist to close out our conference.

“The airline market segment is the only one that does not have a face-to-face event that brings together buyer and sellers,” states Robert A. Gilbert, CHME, CHA, president and CEO of HSMAI. “The HSMAI Airline & Hotel Contracting Strategy Conference brings together these powerful industries to intimately and candidly discuss and debate issues and ideas, and identify solutions.”

HSMAI extends its thanks to Silver Sponsors: Driftwood Hospitality Management, Interstate Hotels & Resorts, and Hampton Inn Boston Logan Airport as well as its Conference Partner: InterContinental Hotels Group.

HSMAI is an 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, and bringing together customers and members at 15 annual events.  Founded in 1927, HSMAI is an individual membership organization comprising nearly 7,000 members worldwide, with 38 chapters in the Americas region.


Judy Freeman

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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