Hotel Online  Special Report

HSMAI's Revenue Management Strategy Conference
Set for Los Angeles on June 20, 2005


MCLEAN, VA (Mar. 18, 2005) – The complex yet critical topic of pricing will headline the agenda at the second annual Hospitality Sales & Marketing Association International (HSMAI) Revenue Management Strategy Conference, to be held in Los Angeles on June 20, 2005 in conjunction with the HITEC conference.  Also on tap will be discounting, technology and electronic distribution, all issues and challenges facing revenue and yield management professionals today.

Organized by HSMAI’s Revenue Management Advisory Board, the conference will debate critical issues and offer viable solutions and strategies for this very specific industry segment. 

The preliminary agenda is as follows:

11am – 11:30am: Registration

11:30am – 11:45am: Opening remarks

11:45am – 12:30pm: Opening Keynote: Pricing as a Strategic Capability from Mark Bergen, Ph.D, professor, Carlson School of Hospitality Management, University of Minnesota

12:30pm-12:50pm: Lunch

12:50pm-1:45pm: General Session – Panel Discussion: “Top Revenue Management Resolutions for a Recovering Market.”  Panelists (confirmed to date): Tim Kraft, director, domestic pricing analysis, Northwest Airlines; Andrew Oman, corporate director of revenue management, Carlson Hospitality.

1:45pm-2pm: Break and Vendor/partner showcase.

2pm-3:15pm: Concurrent break-out sessions:

  • Session One: Panel Discussion “Integrating Revenue Technology Solutions with Internal Systems and Processes in the Real-World Hotel Management Environment.”
  • Session Two: Educational presentation by Steve Swop from The Rubicon Group, along with an interactive activity on the topic of “pricing.”
  • Session Three: Panel Discussion “Pricing and Revenue Management Considerations for Electronic Distribution Channels.” Panelists: Pablo O’Brien, director of business development, Yahoo Travel; Drew Patterson, director of business development, Kayak; Don Smith, vice president, SideStep; moderated by Richard Chambers, president, TravelClick.
3:15pm-3:30pm: Break and Vendor/partner showcase.

3:30pm-4:30pm: Round Table Discussions. Topics to include: Defining revenue management as a profession; Value of automated systems; Channel management; Rate integrity; Pricing and discounting; Using outside RM training companies.

4:30pm-5pm: Vendor/partner showcase and networking.

5pm-5:30pm: Recap of Table Topics, Closing Remarks

5:30pm-5:45pm: Sub-committee sign-ups.

“This second strategy conference promises to be an intensive working session of ideas, actions and solutions that can be put to immediate use for revenue management professionals,” states Robert A. Gilbert, CHME, CHA, president and CEO of HSMAI.

The cost to participate is $195 for HSMAI Members ($245 after June 1) and $350 for non-members ($400 after June 6), which includes a one-year HSMAI membership.  Five or more registrants from the same organization are eligible for a group registration rate.  Contact Mary Hanger at (703) 610-9024 for those details.  To register, visit 

The conference is sponsored by Expedia, Hotwire, HSMAI University and Sceptre.

The Revenue Management Advisory 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. 

For more information on the advisory board and resources for revenue management professionals, go to or contact Doug Kennedy, advisor, at

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.


Hospitality Sales & Marketing Association International 8201 Greensboro Drive, Suite 300
McLean, VA 22102
phone (703) 610-9024

Also See: Hotel Yield Management Professionals Ponder Future; HSMAI Revenue Management Strategy Wrap Up / July 2004
HSMAI Creates Special Interest Group To Focus on Needs and Interests of the Revenue Management Community / Nov 2001
HSMAI Creates Special Interest Groups in Five Industry Segments / February 2005

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