The Hospitality Sales and Marketing Association International publishes the HSMAI Marketing Review, featuring outstanding personal interviews with industry leaders and intriguing articles by industry professionals about cutting edge issues facing practitioners of sales, marketing, and revenue management. Access to the award-winning articles is included in HSMAI membership.
Marketing Reviews are available below to help you Fuel Sales, Inspire Marketing, and Optimize Revenue. There is no charge for HSMAI members to access these articles, and a small fee for non-members. Members must log in via the Member's Only page to access the PDFs. Non-members who purchase articles will receive them electronically in PDF format as soon as the order is processed.
HSMAI members also have access to E-ditions of past issues, an electronic edition of the HSMAI Marketing Review, produced in conjunction with the YGS Group, Click on the link below to access the electronic issues.
HSMAI Marketing Review e-ditions
Fueling Sales
- Strategic Vision in a Shifting Landscape (03/04/2011)
Strategic planning is all about connecting various data points (the “dots”) and using that emerging picture to shape a clear vision for the future. But what if the “dots” are fuzzy, as they are now? What should we do? I say, look straight ahead and step on the gas. By John S. Parke, CMP, President & CEO of Leader¬ship Synergies, LLC.
- Gay Tourism Grows Up (03/04/2011)
In this struggling economy, many businesses would like to get a slice of the $70 billion gay, lesbian, bisexual and transgender (GLBT) consumers spend on tourism in the U.S. each year. But it’s not as simple as it once was.
- Overcome 6 Sales Challenges (03/04/2011)
The HSMAI Hotel Directors of Sales & Marketing Council identified six key challenges that sales professionals can expect to face in 2011. While each challenge is unique, a common thread that binds several of them is value and relationships, and why they matter more in a culture driven by impersonal technology.
- Fuel Sales on the Show Floor (03/04/2011)
Face-to-face interaction is irreplaceable...and the value of trade show participation in your sales and marketing budget is more important than ever. By Kathleen Tindell
- Converting Leads Into Customers (03/04/2011)
Rumpelstiltskin's rules for spinning straw into gold. By Frank Finn
- Exploring the Purchase Funnel (03/04/2011)
Expedia Media Solutions explores the purchase funnel. By Morgan Macrury
- We Say Yes to Certification! (03/04/2011)
Certifications are more valuable than ever today! Learn, further your career, and become more valuable to your employer. By Cindy Novotny, CHSE
- Be Risk Averse (03/04/2011)
Five contract clauses you'll want to be sure you understand when negotiating and renegotiating your contracts. By Michael Snyder
- Business Basics (03/04/2011)
Salespeople need to improve their financial acumen and understanding of the real bottom line to be more effective and valuable to their organizations. By Joann Greco
- 25 Most Extraordinary Minds in Hosp. Sales & Marketing (03/04/2011)
For the 7th year, 25 innovators, creative thinkers and inspired leaders pass on their wisdom. By Taryn Schneider
Inspiring Marketing
- Making The Most Out Of The Trade Show Experience (02/01/2011)
Making the most of the trade show experience—both for the meeting planner and the exhibitors—requires time and effort before, during and after the event.
- Making the Most Out Of The Trade Show Experience (02/01/2011)
Making the most of the trade show experience—both for the meeting planner and the exhibitors—requires time and effort before, during and after the event.
- Top 25 Extraordinary Minds (02/01/2011)
We reached out to HSMAI's 2010 Top 25 Most Extraordinary Minds in Hospitality Sales & Marketing to get their take on the greatest changes, challenges and opportunities on the hospitality and travel landscape today, and their ideas on how to market to consumers as the industry begins to rebound.
- Success Stories in Marketing: Luxury Leads (02/01/2011)
Luxury hotels have led the way to recovery for the hospitality industry and it’s not just that they offer a premium product.Following are four stories of luxury hotels and brands changing the way people think about their product. Here too are stories from a cruise line, a tour operator and a destination that feature good old-fashioned building of relationships with media and providing information about products.
- Thriving in an Era of Uncertainty: Insights from the 2011 Chief Marketing Officer Roundtable (02/01/2011)
For marketers 2011 should be the year of reengagement and reestablishing brand trust. To do so, all aspects of marketing whether traditional or digital must be aligned, for the only certainty in the post recession world is that business is only given one chance to prove it is genuine.
- Success Stories in Marketing (02/01/2011)
Not surprisingly, technology takes the lead in this column’s marketing success stories. While many marketers are jumping on board the social media bandwagon, not all of them are doing it effectively and with adequate results. Following are some—including an economy hotel chain, a luxury one and a local tour provider—that have done it right.
- Transitioning into the "New Normal" (02/01/2011)
Insights from HSMAI's First CMO Roundtable. By Lalia Rach, Ph.D.
- The 2009 HSMAI Adrian Awards Case Studies (02/01/2011)
Best of Show and Platinum Awards - Competition Case Studies, by Taryn Schneider
- The End of Frugal Fatigue (02/01/2011)
The rebound begins, and it's going to be fast and strong. What did we learn and what can we do better now? By John Parke, CMP
- Internet Marketing - The Art of Capturing Market Share (02/01/2011)
Guest column by Joe Hyman, President & CEO, Vizergy
- Success Stories (02/01/2011)
Selling with humor; Value added makes an impact; Partnering for success. By Harvey Chipkin
- HSMAI Digital Media Workshop Recap & TravelCLICK Case Study (02/01/2011)
By David Atkins, Principal, Digital DNA Infusion
- Success Stories (02/01/2011)
Maximizing a Marketing Budget with Pizzazz, Highly Targeted Social Media, Implementing a Substantial Ad Campaign, Television and the Music Industry, and Traditional Marketing for a Traditional Product. By Harvey Chipkin
- HSMAI Lifetime Achievement Awards (02/01/2011)
Lessons from the Masters of Luxury Marketing. By Cathleen McCarthy
- Success Stories (02/01/2011)
Weddings and honeymoons transcend the recession; doing good works; movies; and the allure of "FREE!" By Harvey Chipkin
Optimizing Revenue
- The Evolving Face of Revenue Management (01/01/2011)
Although it’s an exciting time for revenue executives, the industry is rapidly evolving, and it takes hard work, perseverance, and an entrepreneurial spirit to navigate through and transform today’s challenges into opportunities for financial growth. Insights from HSMAI’s first Chief Revenue Officer Roundtable.
- Where are the Unicorns? (01/01/2011)
John S. Parke, CMP, President & CEO of Leadership Synergies, LLC , asks, where is the bench strength for hotel revenue management? And, even more important, who are the leaders of the revenue management movement of tomorrow?
- Business Intelligence in Hotels: A Teenager Seeking Its Identity (01/01/2011)
Have you heard the one about why business intelligence in hotels is like a teenager struggling to find his identity? There’s a big pool of candidates (for both dates and college options) but few you want to marry or spend four years with! It’s no joke that the business intelligence we need today is not readily available to us when, where and how we need it. We’ve come a long way in the last thirty years, and I’m hopeful that the next few will take us light years ahead.
- Managing Demand in a Transformational Market (01/01/2011)
Demand management is a new moniker for the myriad of responsibilities that a transformational hospitality market is placing on managers tasked with maintaining and/or improving hotel profitability.
- Beating the Slow Growth Curve (01/01/2011)
How to Succeed in the "New Norm" -- A New Starting Place for Hospitality Sales. By Mike Pusateri, CEO & President, Vantage Strategy
- Fueling, Inspiring, and Optimizing (01/01/2011)
By Robert A. Gilbert, CHME, CHA, President & CEO of HSMAI
- Business Analytics (01/01/2011)
How can hotels drive business without sacrificing profit? Avoid common mistakes and seek out business intelligence. By Cheryl Higley
