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Hospitality
Sales & Marketing
Association International
Greater Los Angeles Chapter
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September
2002
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Volume
7, Issue 9
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New Members
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Jessica
Kase
The Palm Restaurant - Los Angeles |
Elizabeth
Rodriguez
Oakwood Worldwide - MDR |
Matthew
Hourihan
Pasadena CVB - Pasadena |
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Membership
Renewals
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| August
renewal list not available at press time. |
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Calendar
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September
18 , 2002
Discussion Panel
"The Future of Internet Distribution"
Hilton Hotel - Los Angeles Airport
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Read
More...
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Future
Dates
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October
16, 2002
"Effective Trade Show Planning"
Westin Bonaventure - Los Angeles |
November
20, 2002
Half-Day Seminar
Travel Industry Round Table
Century Plaza - Century City |
December
2002
Holiday Party |
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Email
Tip of the Month
How to Beat Spam
No-nonsense tips to defend yourself from
junk email
If you've been on
the web for any length of time, you've probably
already come across spam.
"Spam"
refers to junk mail, what some companies euphemistically
call "Unsolicited Commercial Email",
"Targeted Email" or other honey-coated
expressions.
Needless to say,
those companies are the ones doing the spamming.
If you own a site, the increase in spam you will
experience is pretty much proportional your site's
popularity. More visitors = more junk to wade
through.
Don't despair, there
are many things you can do to ward off this mass
of spam. >
Read
More...
Courtesy
of
www.emailaddresses.com
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Online
Travel Survey
More
Travelers Are Inclined To Book Online:
A recent survey
of leisure and business travelers revealed of
those who say they are traveling more now than
a year ago, 45 percent say they are more inclined
to book their travel online, either through the
airline directly or via an independent travel
site such as Orbitz (versus 20 percent who say
they are less inclined). Of those who purchase
travel online, 21 percent use an independent web
site versus 17 percent who book directly via the
airline web site.
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Current
Events
Wednesday,
September 18, 2002
Hilton Hotel - Los Angeles Airport
[ RSVP
Now! ] [ details
]
"The
Future of Internet Distribution"
Discussion Panel
Moderated
by
Steve
Buckler, Regional Director ~ TravelCLICK
We have assembled the
"Who's Who" of the online travel world,
and this program is a MUST for hospitality sales
professionals with Internet revenue and distribution
responsibilities. Our distinguished panelists will
address key issues affecting "The Future
of Internet Distribution," and attendees
will gain valuable insight that will help to more
accurately plan and forecast 2003 Internet revenue.
Distinguished
Panelists
Expedia.com
~ Michael Reichartz, VP Sales &
Market Management
Hotels.com ~ Kevin Williams, Director
of Product Development
Orbitz.com ~ Jeff Thomas, Manager,
Hotel Partnerships
Priceline.com ~ John Redcay, VP
of Hotel Revenue Management
Hotwire.com ~ Stephen Fitzgerald,
Director of Hotel Supplier Relations
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Special
Meeting Time ~ 11:00 am - 2:00 pm
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Panelists will be
available to answer your questions one-on-one
from 11:00 - 11:30 am, and following the program
from 1:30 - 2:00 PM
Who Should Attend:
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-
Corp.
E-Commerce Personnel
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GM's
& Operations Managers
- Regional
Sales Personnel
- Directors
of Sales & Marketing
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- Internet
Sales Managers
- E-Commerce
Sales Managers
- Revenue
Managers
-
Reservations Managers
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| >
Read
More... >
RSVP
Now!
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Chapter
Chatter
by
Margie Sheffer, CHME, CHA
Director
of Chapter Relations,
America's
Region
msheffer@hsmai.org
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(877) 643-3511
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$25
American Express Gift Checks FREE!
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The
Greater Los Angeles Chapter is challenging
its' current members to refer new
members and win a $25 American Express
Gift Check for each new member they
refer.
Here's
how it works. For each new
member you refer, you will receive
a $25 American Express gift check.
That's right, $25! There's no limit
on the number of gift checks you can
get but you have to act now. The LA
Chapter's "Membership Challenge"
runs 8/1/02 - 9/30/02.
For
complete rules, terms and conditions
Click
Here.
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Wonderful
news for everyone! The HSMAI America's Board of
Directors approved a new multiple member dues
discount during the July meeting in Colorado!
A 49% discount!!
In other words, the first member from a company
pays $295 and each additional member from that
same company, same location, pays only $150 each,
from two to ten members. There is even a way to
save more money. If you pay by credit card and
sign up for the "Automatic Renewal"
you will only pay $265 for the first membership.
In addition to all
this good news, we are also offering a complimentary
"gift" subscription of the Marketing
Review from you, the member, to a supervisor or
peer of your choice. In this way, someone who
is not a member (all members receive a subscription
with their membership) can learn first hand about
the quality educational work HSMAI produces and
publishes in the Marketing Review. We believe
this will encourage more support for your HSMAI
activities from your supervisor.
The new dues structure
will officially go into effect on October 1, 2002.
Members with an October anniversary date have
already received their new invoice for renewal
with the option to sign up more members. Multiple
member dues must be received at one time, you
cannot join as a single membership then add other
members at another time. However, you can add
to existing members because we will issue a Credit
Coupon for any time period left on an existing
membership. In this way you will always receive
a full 12 month membership benefit.
Full-time student
and faculty membership dues remain the same at
$45.
Your chapter leadership
is receiving new collateral regarding this great
new membership opportunity. If you have any questions
ask your President or Managing Director. You can
also call our Manager of Member Services, Mandie
Jorgensen, in our new McLean, VA, office at 703-610-0246.
Our new Chairman
of the America's Board of Directors, Sal Dickinson,
CHME, has made a commitment to increase membership
to 10,000 during his term of office which ends
in December of 2003. Let's all help him achieve
this goal. Increased membership translates directly
to increased networking and education benefits
to all members!
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Industry
News ~
Snapshot
Turnover In Hospitality
To Be Double Other Industries
 The
HSMAI Foundation commissioned a study on "Turnover"
- one of the areas of greatest interest and concern
for the sales and marketing profession. Funded by the
Foundation's Corporate Membership Program, the comprehensive,
six-month survey studied the "Causes, Costs
and Cures of Turnover," and resulted
in a 70-page document detailing: The
level of turnover; The associated direct dollar costs;
The individual costs of lost business and lost productivity;
The impact on performance and customer service and morale,
and what can be done to control and reduce turnover.
A detailed recap and analysis
of the 70-page report appears in the spring issue of
the HSMAI Marketing Review. Subscriptions are included
in the HSMAI membership or are available for $65 annually.
HSMAI members can access additional copies for no charge
through the online store at www.hsmai.org,
and Non-members can purchase copies of the HSMAI Marketing
Review recap for $10. >
Go
There Now...
>
Top
Hotel Occupancy Up
To 63.3%, But Room Rates Down
U.S. hotel occupancy reached 63.3% during the second
quarter of this year, down 1.9% from the same quarter
a year ago, according to Smith Travel Research. The
average daily room rate for the quarter fell 3.1% to
$83.80, while revenue per available room dropped 4.8%
to $53.06. Meanwhile, occupancy during the first six
months of the year declined 3.6% to 59.5%, while room
rates slipped 4% to $84.28. First-half RevPAR decreased
7.4% to $50.15. Although some economists have reported
the the US recession is over, travel has not yet returned
to its pre-September 11 levels. Concerns regarding security
while flying and travel-expense cutbacks by major companies
continue to have a negative effect on hotels.
Business Travel Plans
Unchanged, Generally Positive
Among business travelers, the stated intention to take
trips planned between now and December was equally positive.
Ninety-two percent of business travelers with investments
in the stock market said they are not planning to change
their business travel plans, while 94% of non-investor
business travelers express the same sentiment. "Quite
frankly, the travel industry has had more that its fair
share of tough breaks since last September, and this
comes as very welcomed news," said Peter Yesawich,
president and CEO of YP&B. Business travelers, both
investors and non-investors, said they are less likely
to take  an
incentive trip (44%), attend a corporate meeting (30%)
or attend a professional or trade association convention
(32%). A downloadable summary of the survey results
is available at the YP&B web site.
>
Go
There Now...
>
Top
Corporate Accounts
Still Restricting Travel
Most corporate travel managers say their companies still
have heavy restrictions on travel, according to Keith
Mills, hotel stock analyst for UBS Warburg. As a result,
these managers are pushing hotels for lower contract
rates for 2002 and beyond. A rebound in all phases of
corporate travel is the linchpin in the industry's drive
to return to operational health.
Meeting And Convention
Booking Windows Continue To Shrink
Historically, meeting planners book small meetings (25
to 100 rooms) between 90 and 120 days before the events.
Lately, that booking window has  shrunk
to between 15 and 60 days, according to UBS Warburg
hotel stock analyst Keith Mills. A return to the historical
booing trend will be one signal that companies are committed
to more meetings and more travel. Regarding length of
stay, in the few years before 2001, many business class
hotels were consistently sold out or nearly sold out
on Monday through Thursday nights. These dependably
high levels of demand allowed operators to charge premium
rates an forced many business travelers to plan trips
further ahead to get the best possible rates or to book
any rooms at all. Since early last year, many of these
same hotels have had much lower occupancies on Monday
and Thursday, with Tuesday and Wednesday the only high-demand
nights.
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National
Events & News
HSMAI Nationals' Membership
Contest=Cash, Prizes
The 2002 "Member-Get-A-Member" Membership Campaign
is on! Refer a peer or associate for membership and receive
a $25 gift certificate for every new member you bring
in this year. A member who brings in 10 new members will
not only have $250 in certificates but will also receive
a one-year complimentary membership. Cash awards of $1,500,
$1,000 and $500 will also be awarded to the Top '3' Producers
in 2002. For details contact HSMAI's National Office
at (703) 610-9024.
Meetings
Quest™ >
Read
More...
December
5, 2002 ~ Disneyland Hotel, Anaheim
HSMAI Travel Awards
Night Dinner > Read
More...
January 28, 2003 ~ New York
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Selling
Tips
The
Importance of Referrals
by Kevin Nunley
www.drnunley.com
(888) 429-6203
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Set yourself up for success
by asking for a referral from an existing customer. It
is the most powerful form of marketing you can use. It
is also probably the least expensive. Referrals have more
impact than any other marketing strategy or advertising.
It quickly opens doors for new customers.
Many salespeople forget
to ask their customers for referrals. A satisfied customer
is usually glad to help you and will provide a strong
testimonial for your company. A referral will generally
accelerate the sales cycle because your prospective
customers rely on the confidence and trust that your
existing customers have for you.
Treat your customers with
respect and let them know you value them. People like
to feel important. Let them know that they are. Tell
them you feel they would be a great source of referral
business. You will find that people appreciate feeling
important and they will feel confident about referring
others to you as a result.
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N
E X T M O N T H
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Greater
LA Chapter's $25 American Express Gift Check "Membership
Challenge" update.
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Published
Monthly by HSMAI, Greater Los Angeles Chapter
3579 E. Foothill Blvd., Suite 229
:: Pasadena, CA 91107
(626) 836-1222 office ::
(626) 836-1223 fax
info@hsmailax.org
Created
by EMA
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