Conference Sessions

The View from 10,000 Feet

Daniel Melnyk | VP Sales - Canada & USA @ iVVy

You've heard about disruption, change, and what's happening. Sometimes it's hard to stay focused with all the noise.

Daniel kicks off the day talking about the big, undeniable change thats happening in the revenue management space, independently of the best efforts of hoteliers. Let's face it, the way many of us were taught to work is perfectly suited for a world that no longer exists. Daniel's session will lead you to the promised land of revenue management - one that's enabled by technology, enriched by data and empowered by alignment.

Learning Outcomes for this session:

  • The "state of the union" of revenue management in 2019;

  • What "revenue management enablement" means;

  • The ideal framework for revenue management and marketing to make gains together.

Fireside Chat: Opinions & Opportunity

Moderator:
Daniel Melnyk | VP Sales - Canada & USA @ iVVY

Panelists:
Kelly Popp | Senior Director of Business Development @ SHR
GLENN WIRICK | EVP Sales & Marketing @ Pegasus

Everyone has an opinion, and within those opinions, learning can be found. Gather round for the annual Fireside Chat, where leaders in the technology field share the greatest opportunities for hoteliers in 2019, their opinions on low-hanging fruit and some of their personal stories of growth and leadership.

Learning Outcomes for this session:

  • What areas hoteliers perpetually under-perform in, and how you can counter it;

  • What skills they've acquired on their career path that revenue managers ;

  • Q&A opportunity - bring your best questions.

Nobody wants to talk about this, but everybody should

Jenn Houtby-Ferguson, CMP CMM MATM | Chief Strategist @ Twist Consulting

'Madame Disaster' will talk about what you don't want to talk about. You know you should be talking about this, especially in an age of natural disasters, unprecedented weather patterns caused by global warming, and other scary things. When a disaster strikes, you'll face a complex situation that begins by safeguarding people and property and rapidly expands to responding to the unique circumstances created by whatever threat just took place.

Jenn will guide you through 'Revenue Management in Emergencies', giving you practical tools and protocol. She'll walk step-by-step through scenarios before, during and after the disaster. And give you insight into the legal and ethical considerations you need to know about. This session is not to be missed.

Sales, Marketing & Revenue - match made in heaven or hell?

Moderator:
Daniel Melnyk | VP Sales - Canada & USA @ iVVY


Panelists:
Amy Forss  | Senior vice president of sales, America @ Ivvy
hilary scott | Marketing Director @ hotel revenue co.

Everyone has an opinion, and within those opinions, learning can be found. Gather round for the annual Fireside Chat, where leaders in the technology field share the greatest opportunities for hoteliers in 2019, their opinions on low-hanging fruit and some of their personal stories of growth and leadership.

Learning Outcomes for this session:

  • What areas hoteliers perpetually under-perform in, and how you can counter it;

  • What skills they've acquired on their career path that revenue managers ;

  • Q&A opportunity - bring your best questions.

Putting The Human Factor Of Hospitality In Digital Marketing and Sales

Doug Kennedy | President @ Kennedy Training Network

Today’s prospective hotel guests have more information available after a few taps on a smartphone screen than ever before in the history of the lodging industry and can easily book a room online. Yet despite predictions of the demise of voice as a distribution channel, prospective guests reach out directly every day by phone, chat and direct email inquiries continue to come in every day.  

Similarly, those planning meetings and functions still yearn for personal attention.  It is true that they may not start by inquiring by phone, and instead by sending an email RFP or by using platforms such as CVENT, The Knot and local CVB/Tourism sites. In an effort to respond quickly, to often we are sending generic templated responses.  However, by providing customized proposals tailored to need, and by personalizing follow-up messaging, we can outsell competitors and win market share.

After first reviewing the history of hotel reservations and group sales  processes, Doug offers practical, “real world” tips for participants to use in training their staff on how to blend “people and process” and “tech and touch” back at their respective hotels.  

 

Additional sessions to be announced.