Hotel Online  Special Report



 A Timely Agenda of Issues and Trends Set for Caribbean
Hotel Sales and Marketing Strategy Conference
in Miami, Dec. 1-2, 2005
MCLEAN, VA (Nov. 9, 2005) – A timely and comprehensive agenda of the hottest topics, issues and trends for sales and marketing professionals will headline the first-ever Caribbean Hotel Sales and Marketing Strategy Conference when it convenes in Miami, Dec. 1-2, 2005 at the Hyatt Regency. 

Presented by the Hospitality Sales & Marketing Association International (HSMAI) and the Caribbean Hotel Association (CHA), the conference will feature seasoned executives and experts who will speak on a range of pertinent topics, such as e-commerce marketing, search engine optimization and distribution, affiliate marketing, revenue management, and sales strategy development. 

Given the pertinent content of the sessions and workshops, the conference is valuable to any sales and marketing professional, be it in or out of the Caribbean region. 

“As stakeholders in the hotel and tourism industry, we know what it takes to compete in today’s environment.  This inaugural event is the vehicle to stay on top of the latest global trends and industry intelligence, and to tap the effectiveness, efficiency, and productivity of our sales and marketing strategies,” said Alec Sanguinetti, director general and CEO of CHA. 

“The content we’ve developed is important and invaluable information for all sales and marketing professionals from any region worldwide who want to be competitive and proactive in their efforts,” said Robert A. Gilbert, CHME, CHA, president and CEO of HSMAI. 

There will be a Special Pre-conference Workshop on Strategic Business Planning for Hotels & Resorts, presented by John Fareed, partner, Fareed and Zapala Marketing Partners.  This special workshop, offered to all conference delegates, will take place at 9:00 a.m. on Thursday, Dec. 1 and will encompass all aspects that need to go into a Business Plan for hotels and resorts of all sizes.

The conference line-up is as follows:

Thursday, Dec. 1, 2005

Noon-12:15pm:  Conference Opening/Welcome from Alec Sanguinetti, director general and CEO of CHA, and Robert A. Gilbert, CHME, CHA, president & CEO, HSMAI

12:15-12:45pm:            Lunch

12:45-1:15pm:             Opening keynote on Demystifying Distribution from Cindy Estis Green, managing partner, The Estis Group, and author of  “Demystifying Distribution”

1:15- 2:15pm:               Opening session panel on Marketing through the Web: Demystifying Distribution, moderated by Cindy Estis Green. Panelists: Sue Heilbronner, executive vice president of marketing, TIG Global; Drew Patterson, director of business development, Kayak Software Corporation; Pablo Alcala, account manager, Amadeus Hospitality; and Laura Veglia, regional director, Expedia, Inc. and

2:30-3:30pm:                Breakout Sessions: 

Session 1: Integrated Marketing Communications:  Improving Customer Acquisition and Retention. Moderated by John Fareed, partner, Fareed and Zapala Marketing Partners, with Gary Leopold, CHME, president, ISM Strategic Marketing

Session 2: Internet Marketing: Developing and Managing Your Web Site. Moderated by Loren Gray, director of e-Commerce, Ocean Properties, Ltd. Panelists: Jon Schepke, senior vice president, customer development, iCrossing, and John Dunn, vice president of international marketing, Atlific Hotels & Resorts 

Session 3: Reservations Sales: How to Make Sure Your On-Site (or 3rd Party) Reservations Agents Provide the Customized Sales Experience That Today’s Callers Demand. Presented by Doug Kennedy, president, The Douglas Kennedy Company

3:30-3:45pm:                Break in Supplier Showcase

3:45-4:45pm:                Breakout Sessions 1, 2, and 3 repeated

4:45-6:00pm:                Networking Reception in Supplier Showcase

Friday, Dec. 2, 2005

8:30-10:00am: Buffet breakfast and two roundtable discussions:

Table 1: Success Stories in the Golf Market
Table 2: Success Stories in Reaching the Eco-Adventure Traveler
Table 3: Success Stories in the Gay & Lesbian/Alternative Life Styles Market
Table 4: Success Stories in Selling to the European Market
Table 5: Success Stories in Selling to Minorities, African Americans, Hispanics
Table 6: Success Stories in the Group Incentive Market
Table 7: Success Stories in Spa Marketing
Table 8: Success Stories in the Meetings and Conventions Market
Table 9: Success Stories in the Luxury Market
Table 10: Success Stories in the Wedding Market
Table 11: Success Stories in Selling to the Family Market

10:00-10:15am:            Break in Supplier Showcase

10:15-11:15am             Breakout Sessions:

Session 4: Revenue Management Strategies for the Caribbean.  Moderated by Douglas Kennedy, president, The Douglas Kennedy Company. Panelists: Brian Young, vice president, operations, Rosewood Hotels and Resorts; Angel M. Vazquez, director of revenue management and e-Commerce, Tecton Hospitality; Abelardo (Piro) Hernandez, regional director, Americas South Region; Preferred Hotel Group; Jesse Ostrum, vice president of sales & marketing, SuperClubs

Session 5: Effective Public Relations Strategies: With or Without an Agency, with Karen Weiner-Escalera, president, KWE Public Relations, and Richard S. Kahn, president, Kahn Travel Communications

Session 6: Internet Marketing: Web Optimization and Understanding Search. Moderated by Loren Gray, director of e-Commerce, Ocean Properties, Ltd. 

11:30am-1:30pm:         Lunch and keynote address on Today’s Caribbean Wholesaler - Evolving Models to Drive Business moderated by Emanuel Schreibmaier, senior vice-president sales, The Americas, Sol Melia Hotels & Resorts; and panelists Michael LaPointe, vice president, product development Apple Vacations; Bob Lawrence, regional vice president, Caribbean marketing, Liberty GoGo; and Laura Veglia, regional director, Expedia, Inc. & 

1:45-2:45pm:                Breakout Sessions 4, 5, and 6 repeated

2:45-3:00pm:                Break in Supplier Showcase

3:00-4:00pm:                Closing General Session keynote address: Envisioning the Customer of the Future presented by Dr. Lalia Rach, associate dean, Preston Robert Tisch Center Hospitality, Tourism and Sports Management, New York University  and HVS International Chair

4:00-4:30pm:                Wrap up: Adding Profits to your Bottom Line through Existing Caribbean Marketing Channels from Tim Grace, director of marketing, CHA, and Robert A. Gilbert, CHME, CHA, president and CEO, HSMAI 

Saturday, December 3, 2005

Foundation Golf Tournament (optional)

Registration for this two-day event is $295 for members of either HSMAI or CHA and $395 for non-members.  The non-member rate includes six months of membership in HSMAI. 

International Lifestyles, Inc. has signed on as a major sponsor of the event and other sponsorships for the conference are available. For information, please visit or contact Melanie Penoyar, director of development, HSMAI at (703) 245-8037.

The Caribbean Hotel Association is dedicated to optimizing the full potential of the Caribbean hotel and tourism industry by serving member needs and building partnerships.  The members of CHA represent the entire spectrum of hospitality industry's private sector, from over 800 member hotels with more than 126,000 hotel rooms in 35 national hotel associations, to allied members including airline executives, tour operators, travel agents, trade and consumer press, hotel and restaurant suppliers, and others.

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, including HSMAI’s Affordable Meetings, HSMAI’s Meeting Quest shows and the HSMAI World Quest events.  Founded in 1927, HSMAI is an individual membership organization comprising nearly 7,000 members worldwide, with 38 chapters in the Americas region.


Victor Lebron
CHA’s Conference and Event Department

8201 Greensboro Drive, Suite 300
McLean, VA 22102
phone (703) 610-9024

Also See: Caribbean Hotel Association Parnters with HSMAI to Produce Annual Caribbean Hotel Sales and Marketing Strategy Conference; First Conference Will Be Dec. 9-10, 2005 in Miami / July 2005

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