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Tuesday - February 20, 2007 
Crisis Management "The Hollywood" StyleSpeaker:
Allan Mayer Business, Crisis Management, Conflict Resolution "Saving Steven Spielberg: Hollywood's Top Crisis Manager Described by the ABC-TV news magazine "20/20" as "the man to call if you're a star facing scandal," Mayer has personally provided crisis management counsel to such high-profile individuals as Halle Berry, Toni Braxton, Erin Brockovich, Johnny Depp, David Duchovny, Eminem, Brian Grazer, Ron Howard, R. Kelly, Tommy Lee, Rush Limbaugh, Paula Poundstone, Steven Spielberg, Harvey Weinstein, and the cast of "The Simpsons." He has also advised such institutional clients as Imagine Entertainment, Interscope Records, the Los Angeles Dodgers, the Major League Baseball Players Association, MGM, Miramax Films, William Morris Agency, MTV Networks, New Line Cinema, the Recording Industry Association of America, Revolution Studios, Sony Pictures, Universal Pictures, VH1, and the Writers Guild of America.
 John Thacker John Mathew  Jim Bridge How did you hear about HSMAI? Why did you join HSMAI? Job duties: Other organization I'm involved in: Hobbies and/or Special Interests Tell us about your immediate family: Awards: 
FEATURED ARTICLE  Trendspotter
Michael Tchong Joins Yesawich, Lomanno As Keynote Speaker At 7th Annual
Resort Management Conference March 25-27, 2007 In Colorado Springs,
COMCLEAN, VA | Resort industry professionals will find a full agenda of issues, ideas and solutions when the 7th Annual Resort Management Conference convenes at The Broadmoor in Colorado Springs, CO from March 25-27, 2007. The annual event, which draws the resort industry at-large for two days of insightful education, debates and lively discussions, is presented by the Hospitality Sales & Marketing Association International (HSMAI) and the University of Denver’s School of Hotel, Restaurant & Tourism Management. ECONOMIC INSIGHTS  Global
Hotel Market Enjoys Double-digit Glory | Deloitte Reports24 January 2007 | Global hotel performance data for 2006 from the HotelBenchmark™ Survey by Deloitte shows that all regions – Asia, Central & South America, Europe and the Middle East – enjoyed double-digit growth in revenue per available room (revPAR). The Middle East, led the way for the third consecutive year – posting stronger growth than any other region at 16.5%. Cruise
Industry Looking Toward Record Year In 2007 | CLIA Reports24 January 2007 | The Cruise Lines International Association (CLIA) is forecasting a year of formidable growth, with 12.62 million cruise passengers predicted to set sail in 2007, an increase of approximately one half-million guests over 2006. The forecasted 500,000-passenger increase represents a 4.1 percent year-over-year growth commensurate with the planned net increase in 2007 CLIA-member line capacity. Luxury
Consumers Start 2007 in a Consumer Confidence Slump24 January 2007 | Stevens, PA | Luxury consumers’ confidence declined to its lowest level in 2006 at the close of the fourth quarter. This sets the stage for more reserved spending by the nation’s affluent consumers on luxury goods and services in the first quarter of 2007. Hotel
Boom, No Bubble | forbes.com22 January 2007 | If you've had to rent a hotel room in Manhattan, Washington, D.C., Los Angeles or just about anywhere in Hawaii over the past year or so, then you’ve felt the pain that is being experienced as gain by hotel investors. The hunger for hotels was typified by five major public-to-private entity-level sales in 2006, including the acquisition of both La Quinta and MeriStar by Blackstone. HOTEL HIGHLIGHTS & OPENINGS Monthly U.S. Lodging Performance December 2006 | Smith Travel
Research24 January 2007 | Smith Travel Research (STR) is the recognized leader in providing accurate, actionable information and analysis to the lodging industry. Since 1985, the company has served the industry operating on the key principals of integrity, confidentiality and customer service. STR provides timely information and analysis to all major North American hotel chains and a growing number of chains in Europe and Asia. Homewood
Suites by Hilton® Announces Its Latest Innovations and Evolution Within
the Extended Stay Arena24 January 2007 | MEMPHIS, Tenn. | Today, Homewood Suites by Hilton®, the national brand of upscale, all-suite, residential-style hotels, unveiled the brand’s core initiatives for 2007 at the Americas Lodging Investment Summit during a breakfast event during ALIS in Century City, Calif. Brand executives provided an overview of: Marriott
Unveils Next Evolution of SpringHill Suites - Design and Customer
Experience Will Captivate The Enjoyment Seeking Traveler22 January 2007 | WASHINGTON, Marriott International, Inc. (NYSE: MAR) today unveils the stylish new SpringHill Suites at an exclusive gathering in Los Angeles coinciding with the American Lodging Investment Summit. Marriott International is enhancing SpringHill -- already one of its most successful and fastest growing brands -- to further distance it from the brand's competitors in the lifestyle segment. CNL
Hotels & Resorts, Inc. Agrees to Sell in a $6.6 Billion
Transaction19 January 2007 | ORLANDO, Fla., CNL Hotels & Resorts, Inc. ("CHR" or the "Company"), the nation's second largest hotel real estate investment trust, announced today that it has signed a definitive agreement to be acquired by Morgan Stanley Real Estate. Matthew
J. Hart, Hilton President & COO, Elected to Company’s Board of
Directors18 January 2007 | BEVERLY HILLS, Calif. | The Board of Directors of Hilton Hotels Corporation (NYSE:HLT) announced today that company president and chief operating officer Matthew J. Hart has been elected to the company’s board. With Mr. Hart’s election, the number of Hilton directors remains at 11. FEATURED REPORT  Executive
Summary | Groups and Meetings: Market Opportunity RedefinedThe HSMAI Foundation and PhoCusWright Inc.'s first-ever in-depth study that tracks and reports online behavior, trends and opportunities in the burgeoning groups and meetings marketplace. The comprehensive study is an invaluable report for hoteliers, meeting planners, travel agents, travel technology firms, and anyone interested in the groups and meetings industry.
  BUSINESS/MEETINGS Same
Meetings - More Money | By Robert Mandelbaum22 January 2007 | For several quarters now, PKF Hospitality Research (PKF-HR) has observed that the U.S. lodging industry is approaching a peak in the long-term business cycle. At the peak, hotel occupancy levels either stabilize, or decline slightly. Concurrently, management strives to aggressively increase room rates. The net result is fewer occupied rooms, but more revenue. Groups
and Meetings: Unexpected Opportunity Revealed25 January 2007 | Sherman, Conn. USA | Companies seeking the next big travel opportunity need to explore the groups and meetings arena, according to a new report published by PhoCusWright Inc. The report is produced in conjunction with the Foundation of the Hospitality Sales & Marketing Association International (HSMAI). This complex but steady marketplace, valued at over US$164 billion in the U.S. INTERNATIONAL Caribbean
Tourism Development Company Launched By CTO, CHA To Protect The Brand,
Generate Marketing24 January 2007 | ARUBA, Dutch West Indies | The Caribbean Tourism Organization (CTO) and the Caribbean Hotel Association (CHA) have launched the Caribbean Tourism Development Company (CTDC), a private, for profit entity registered in the Cayman Islands and designed to generate marketing to further support the promotion of the region. Major
Hotel Brands See Big Opportunity In Asia | reuters.com24 January 2007 | Major hotel brands, expecting another year of rising profits in the United States, have set their sights on Asia as the next big market for the lodging industry. InterContinental Hotels Group Plc (IHG.L), the world's largest hotelier which also operates Holiday Inn and Crowne Plaza hotels, "is investing in our brands and diversifying geographically. Westin
St. Maarten Dawn Beach Resort & Spa Celebrates Opening with Ribbon
Cutting24 January 2007 | ST. MAARTEN, Netherlands Antilles | Despite the Jan. 23, 2007 law requiring passengers to have a valid passport when traveling to the Caribbean, the new Westin St. Maarten Dawn Beach Resort & Spa welcomed locals and travelers with open arms at a ribbon cutting ceremony yesterday on the new resort’s pool deck. Carlson
Hotels Worldwide Adds 78 New Locations Globally in 2006; Plans to Continue
Global Expansion in 200722 January 2007 | MINNEAPOLIS, Carlson Hotels Worldwide today announced that 78 hotels and resorts were added to its five-brand, global portfolio in 2006. The company ended the year with 938 hotels operating in 70 countries. The company's hotel brands include: Regent Hotels & Resorts, Radisson Hotels & Resorts(R), Park Plaza(sm) Hotels & Resorts, Country Inns & Suites By Carlson(sm) and Park Inn(R). TripAdvisor
Announces World's 10 Hippest Hotels13 October 2006 | NEEDHAM, Mass| TripAdvisor(TM), the largest travel community in the world, today announced the top 10 hip hotels from around the globe, according to traveler popularity and TripAdvisor editors. Wake up with Christie
Brinkley | By Kitty Bean Yancey - Hotel Hotsheet10 October 2006 | We've been hearing from lots of readers who enjoyed Barbara De Lollis' USA TODAY story on disappearing hotel amenities and services. One of the most-missed is wake-up calls from an actual person. FEATURED DOWNLOAD  The Search For
An Oasis - Middle East Tourism Gets Set For TakoffFrom the tourism industry’s perspective the Middle East is the outstanding success of the decade. Even with the current backdrop of political unrest, destinations in the Middle East are developing at a phenomenal rate and now attract around 5% of the world’s tourists. This article was written by Lorna Clarke, Executive Director, HotelBenchmark™ and Dr Costas Verginis, Deloitte Middle East and published in the Tourism, Hospitality and Leisure Executive Report.
TRAVEL INTERNET MARKETING FOCUS New
Book: “Designing Emotions In Online Travel” | By Soraia Cardoso & René
Vaartjes24 January 2007 | A new book “Designing Emotions in Online Travel” (ISBN: 9-0902-1413-5, Sotopia.com), by Soraia Cardoso and René Vaartjes, provides new insights on how to arouse positive emotions at travel websites by using specific graphic elements, colours and online functions to ultimately increase online bookings. Travel
Providers Go Beyond the Browser to Secure Customer Loyalty | By John
Bray19 January 2007 | While realizing that search has been a great vehicle for increasing travel planning (seven in 10 trips begin with search), most travel providers would agree that search has done little to instill consumer loyalty. William
Shatner Takes Center Stage In New Priceline Negotiator Advertising
Campaign17 January 2007 | NORWALK, Conn. | This week, priceline.com (Nasdaq: PCLN) and William Shatner will celebrate almost a decade of collaboration with the official launch of a groundbreaking new advertising campaign that features Mr. Shatner and highlights priceline.com’s unique ability to negotiate great travel deals on behalf of its millions of customers. The campaign contains broadcast, print and online elements. REVENUE MANAGEMENT FOCUS STR
and The Bench Announce Full Range of Global Benchmarking
Services17 January 2007 | Hendersonville, TN and London, UK, Smith Travel Research (STR), the recognized leader in hotel benchmarking, and The Bench, provider of online daily benchmarking data, are excited to announce the launch of their new daily, weekly, and monthly hotel reporting program. Tour
Operators to Gain Insights on Boosting Profitability at Upcoming JDA - TUI
Webinar15 January 2007 | Scottsdale, Ariz. | JDA® Software Group, Inc. announced today it will partner with European leisure travel group TUI UK to host an educational webinar for tour operators and other travel industry professionals to demonstrate the opportunity offered by Pricing and Revenue Management in the market for inclusive tours. The one-hour webinar, titled, “The Revenue Management Roadmap for Tour Operators,” will be held January 18 at 1 p.m. Eastern Time. The
Rainmaker Group Launches Revenue Management Pilots with Four Major
Multi-Family Housing Operators11 January 2007 | RESORT MARKETING FOCUS Trendspotter
Michael Tchong Joins Yesawich, Lomanno As Keynote Speaker At 7th Annual
Resort Management Conference March 25-27, 2007 In Colorado Springs,
CO24 January 2007 | MCLEAN, VA | Resort industry professionals will find a full agenda of issues, ideas and solutions when the 7th Annual Resort Management Conference convenes at The Broadmoor in Colorado Springs, CO from March 25-27, 2007. 2007
Top Ten: Sales & Marketing for Luxury Boutique Hotels & Resorts |
By Ling Riley | Lodgistica Hospitality Management9 January 2007 | Hospitality industry publications and experts have long focused on the large, corporate hotels even as the prevalence of boutique properties has increased dramatically. However, for anyone who has experience with luxury boutique hotels and resorts, it is clear that sales and marketing for a small, often independent, property requires a different approach. Exclusive
Resorts Opens Doors to First Members-Only Resort24 January 2007 | DENVER and WASHINGTON, Exclusive Resorts raises the bar again for luxury destination clubs as it opens the industry's first members-only resort, complete with 21, 4,000-square-foot luxury residences and a 20,000-square-foot member club house. Broadmoor
Names John Washko New Vice President, Sales & Marketing22 January 2007 | COLORADO SPRINGS, Colo. | Mr. John Washko, a career veteran of the hotel sales industry, has been promoted to the position of Vice President, Sales & Marketing for The BROADMOOR. HOTEL DIRECTOR OF SALES & MARKETING The
Financial Impact of Hotel Spas | By Elaine Sahlins & Amy
Peterson24 January 2007 | The popularity of spa facilities in hotels and resorts has exploded in recent years. For many full-service and resort properties, spas are as much a requirement as restaurants and meeting space. From an operational perspective, the success of a spa does a?ect a hotel’s ?nancial performance, both as an operating department and as a marketing asset. Six
Tips to Avoid a Communications Disaster in Hotel Takeovers | By Six Tips
to Avoid a Communications Disaster in Hotel Takeovers22 January 2007 | All too often these days hotel acquisitions and management takeovers happen without any communications plan in place before the announcement is made to the media. A lot of attention is given to lawyers checking announcements, but little to thinking through the implications to all of the people who will affect the hotel’s success after the takeover – from government officials, the media and travel trade, to staff and condo owners. SALES & MARKETING FACULTY HSMAI
University Kicks Off 2007 With New Webinar Schedule; Delivers Innovative
Source Of Online Education & Learning12 January 2007 | MCLEAN, VA | Focusing on quality, convenience, and innovation, the Hospitality Sales & Marketing Association International (HSMAI) University is offering an exciting and diverse line-up of webinars designed specifically for sales and marketing professionals in travel and hospitality. Cornell
Study Describes Method For Revealing The Drivers Of Customers'
Choices18 January 2007 | Ithaca, NY | Hotel and restaurant operators have long wanted to know exactly what aspects of their products and services cause their customers to make a purchase. Although traditional surveys and focus groups give some indications, a most useful method for uncovering what determines a guest’s purchase is known as customer choice modeling. Cornell
Study Suggests Ways For Employers To Avoid Getting Burned By
Discrimination Cases15 January 2007 | Ithaca, NY | A series of decisions by the Supreme Court has shifted the burden of proof in cases involving employment discrimination. While that does not sound like exciting news, a new study from Cornell’s Center for Hospitality Research explains that changes in discrimination law can be expensive for employers—even if they are never found liable for employment discrimination. COLUMNS Some
Reflections on Condominium Hotel Development | By Elaine
Sahlins24 January 2007 | As evidenced in our work on a number of condominium hotel or condo-hotel projects in the past few years, the success of a condominium project is not necessarily dictated by or related to the success of the underlying hotel’s performance. Most condominium projects are located in established destination resort markets. “Aye,
There’s The Rub!” | Which Piper To Pay? | By J. Ragsdale
Hendrie22 January 2007 | Most Retail Operators, which include Hospitality, understand that that service differentiates them in the marketplace. That is our raison d’etre – care, comfort and sustenance for our Guest, delivered with superb service. Beware
of Internet Predators | Invoice Look-alikes are Deceptive | By Neil
Salerno18 January 2007 | Anyone, who has been around our industry for a while, has experienced the scams and deceptions created by opportunists preying on hoteliers. Many years ago, they took the form of “invoices” for such things as directory listings, copier supplies, light bulbs, and many others.  FEATURED RSS FEED: HVS International | HVS Articles Library Hotel
Development Cost Survey 2006The 2006 Hotel Development Survey reports updated per-room development costs for 2005. How
to Develop & Execute a Public-Sector Process to Select a
Private-Sector Hotel Development PartneMost successful public/private-sector hotel development projects are the end result of an evaluation and selection process. This article details the steps and criteria used to assess the strengths and weaknesses of various proposals. Does
Your Underwriting Adequately Compensate for the Timing of Future Cash
Flow?Investors are pursuing property turnarounds and repositionings to generate higher yields. Are investors and lenders adequately considering the increased risk of earning future cash flows? Hotel
Capitalization Rates Bottom OutHotel capitalization rates have bottomed out, as rates of return remain at record low levels and NOI upside has begun to subside. This article updates data that were presented in a previous article on hotel capitalization rates. New
York Racinos: Casinos of ConvenienceThis paper considers the performance and relative competitive positioning of the eight current New York racinos, the initial impact the addition of VLT gaming has had upon host racetracks, and implications for further study. Some
Reflections on Condominium Hotel DevelopmentThis article discusses how the addition of residential, fractional or condominium units can make a large difference in the successful development of resort assets. The
Financial Impact of Hotel SpasThis article discusses how the addition of residential, fractional or condominium units can make a large difference in the successful development of resort assets. New
Orleans?–?Going Down, or Coming Back? New Orleans is ready to accept visitors, but it may be some time before they arrive. This article examines the current state of hotel demand in New Orleans and some of the hurdles to its full recovery. Fiji
in 2007 - Where to from here?2006 was a difficult year for Fiji’s tourism industry as a result of re-emerging political unrest. Yet with several new large-scale resorts under construction, the future success of Fiji is dependent on continuous growth in tourism visitation. Canadian
Lodging Outlook November 20062006 Canadian Hotel Transaction Survey More RSS
FeedsNEW ECONNECT RSS FEEDS NOW AVAILABLE!  Stay on top of what's
happening in your city and the industry. As an HSMAI member, you can now
customize your eConnect news and information to include daily news from
your choice of more than 40 city Business Journals. The HSMAI Foundation's
eConnect research and resource site now gives you the choice of adding
news feeds (via Real Simple Syndication, or RSS) that are updated
throughout the day from Business Journals as well as the top hospitality
industry and consumer publications. Just click here, log in to eConnect if
you aren't already, and choose from the list of available feeds. Click
here to learn more...New
Report On Groups & Meetings Industry Performance And Online Behavior
Projects Strong Growth26 January 2007 | MCLEAN, VA | A groundbreaking study that reveals the enormity of the groups and meetings market, online behavior, trends and opportunities, has just been released by the Hospitality Sales & Marketing Association International (HSMAI) Foundation and PhoCusWright Inc. HSMAI
Releases Schedule Of Events For 200715 January 2007 | MCLEAN, VA | From strategy conferences, educational sessions, and webinars, to an extensive line-up of business-to-business forums for buyers and suppliers of hospitality, travel and tourism, the Hospitality Sales & Marketing Association International (HSMAI) has on tap a comprehensive line-up planned for 2007. HSMAI
University Kicks Off 2007 With New Webinar Schedule; Delivers Innovative
Source Of Online Education & Learning12 January 2007 | MCLEAN, VA | Focusing on quality, convenience, and innovation, the Hospitality Sales & Marketing Association International (HSMAI) University is offering an exciting and diverse line-up of webinars designed specifically for sales and marketing professionals in travel and hospitality. Top 25
Most Extraordinary Minds In Sales & Marketing Named By HSMAI In 4th
Annual Survey9 January 2007 | MCLEAN, VA |The Hospitality Sales & Marketing Association International (HSMAI) recognizes and salutes the greatest minds in hospitality, travel and tourism sales and marketing with the release of its “Top 25 Most Extraordinary Minds in Sales & Marketing” for 2006. The “hot list” pays tribute to outstanding individuals who define innovation, vision and achievement. FEATURED EVENTS
 HSMAI University programs for 2007 are aligned with HSMAI's
Special Interest Groups to offer specialized content to support business
needs in revenue management, Internet marketing, hotel director of sales
& marketing and resort marketing. Every aspect of the content and
support material included in the HSMAI University program has been
specifically designed and developed for those involved in sales and
marketing, including an inventory of subject matter appropriate to
individuals with responsibilities ranging from entry-level to
advanced.HSMAI-U offers workshops and seminars in various cities, and "Webinars" incorporating 60-minute presentations conducted "live" via the web with audio conference linkage. Go to www.hsmaiuniversity.org for details. Upcoming 2007 Webinars - Feb. 1: Prospecting, Profiling and Profiting - Relationship Selling in the 21st Century - Feb. 8: Taking Your Email Marketing to the Next Level - Feb. 15: Resort Best Practices: Internet Marketing - Feb. 22: How To Do Business with the Government Today - March 1 and 8: 2-PART SERIES: Is the Government Giving You the Business? - March, 15, 22 and 29: 3-PART SERIES: Market Planning Webinar Archive Now Available - Personal Branding - The State of the Industry - A Forecast for 2007 - Negotiating the Tough Deal - Part 1 of 2-part series with Cindy Novotny - Improve Your Productivity Skills in a Technology Driven World - Part 2 of 2-part series with Cindy Novotny - Profits and Pitfalls of Online Marketing - Customer Intimacy: The Key to Profitability - The State of the U.S. Lodging Industry: 2006-2007 - How to Use The Smith Travel Research STAR Report - The Role of Sales and Marketing Professional in the Creation and Management of Demand - Partnering for Success - The Leisure Sales Game - Defining Revenue Management: Top Line to Bottom Line
Some things, especially expensive products and services, are best sold in person. Lots of business people close sales on 90 percent of these person-to-person meetings. Once you find a prospect who is interested, try to find out if they can be a serious customer. Many people are too difficult to work with, don't have the money to afford your product or service, or have a problem you aren't equipped to handle. Quickly discover if the prospect falls into one of these categories, then politely end the conversation before scheduling a meeting. Rather than a "sales meeting," call your first eye-to-eye an analysis, consultation, needs assessment, briefing, or diagnosis. Position your first meeting as an opportunity for the prospect to get valuable information that will immediately help to improve their situation. Don't be afraid to charge for the first meeting. Fifteen years ago most prospects expected the first meeting to be free, but more than half now expect to pay for the help they get.
In Internet times, Eudora has been around for eons. This can make it look a bit odd at times, but it also makes it extremely versatile. And Eudora never stood still, is still apt for all the email challenges of today. Access a Gmail Account with EudoraTo download your Gmail messages in Eudora:
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