HSMAI Certified Revenue Manager Introducing the HSMAI Europe

HSMAI Certified Revenue Manager Introducing the HSMAI Europe Qualification

WELCOME

OVERVIEW • Background to the Certification • The three modules - • content in brief • Electives & Working with industry • Options and costs for taking the course • Summer Camp

Current Members of the HSMAI Europe Revenue Management Advisory Board • • • Les Asplen, Head of Revenue and Distribution, Best Western UK, York John Scanlon, Director of Revenue, Dorchester Collection, London Thibaut Sellier, Director of Revenue, Kempinski, Geneva Christian Börger, Regional Manager Revenue & Distribution EMEA, Mandarin Oriental Hotel Group, London Heiko Siebert, VP Revenue and Distribution, Mövenpick Hotels & Resorts, Zurich Carl Oldsberg, VP Revenue and Distribution, Nordic Choice Hotels Henning Möhn, Regional Commercial Director Nord, Steigenberger Hotels, Hamburg • Christopher Cooper, Group Director of Revenue, Rocco Forte Hotels, London • Christian Gramsgrø, Director of Revenue Management, Scandic Hotels Norway. • Roland Rhyner General Manager at Hotel Uzwil. • Jason Houle, Vice President Travel Solutions, Lixto Software Head of the HSMAI Europe Revenue Management Advisory Board Wilhelm (Wilko) Weber, SHS Swiss Hospitality Solutions AG •

Course Framework • Three units each of five modules in the following subject areas: • Revenue Management • Distribution and Digital Marketing • Elective Modules - development of individual specialist skills • Five modules delivered over five classroom training days • The fifth module includes a case study • Each module is followed by an online assessment. • One final certification exam

Summary Three modules: 1 Revenue Management 2 Distribution & Ecommerce 3 Specialist Electives 15 one-day workshops Five workshops per module On-line assessment after each module One final exam to achieve full certification

Revenue Management • Balance academic theory and operational experience • • RM 01 and RM 02 - fundamentals and the foundation theory RM 03, RM 04 and RM 05 intermediate level revenue management • Electives allow advanced study of revenue management for example : • Total revenue management • Advanced theories in automated revenue management • Commercial integration into a revenue and distribution strategy • Coaching and mentoring a revenue management team

Distribution and e. Commerce • • Supports the extended role of classic distribution into internet, mobile and social media DM 01 and DM 02 fundamentals of distribution and electronic marketing DM 03, 04 and 05 the commercial impacts of distribution and e. Commerce Electives for more advanced study for example : • • • Practical considerations for creating effective PPC and SEO campaigns Commercial and IT knowledge required to create an integrated systems strategy for revenue management, distribution and e. Commerce How to design, set up and run an RFP for new services

Electives • • Can be taken at any time the course is on offer – and anywhere e. g. Summer Camp in Breda Allows specialisation in areas of interest, or of commercial benefit to the hotel or group Will be run by the trainers, selected courses will be accredited and run by industry partners Typically electives allow for more advanced study in the areas of: • • Leadership skills Presentation and coaching skills Advanced Systems training Commercial and IT knowledge

Revenue Management Distribution and Marketing Electives RM 01 Basic concepts of Revenue DM Management 01 Electronic Distribution & Business models 5 modules of choice- some examples include: RM 02 Performance Measurement & Forecasting DM 02 Digital Marketing for revenue managers SYS 01 Working with automated RMS RM 03 Strategic Pricing and operational revenue management DM 03 Social Media Management SYS 02 Total Revenue Management and Profit Optimisation RM 04 Total Revenue DM Management & Creating a 04 Revenue culture Distribution Technology for profit optimisation SYS 03 Coaching and Mentoring a revenue team RM 05 Leadership in Revenue Management and Case study in distribution and marketing SYS 04 Impact of technology on commercial revenue management strategies SYS 05 Digital marketing strategies for revenue managers DM 05

Options for taking the certification HOW TO PARTICIPATE

Options for taking the course • Open workshops • • • 2 day or 3 day workshops London Manchester and Edinburgh In house where sufficient people • Aligned with existing in house training courses • • Existing revenue management course content can be assessed and aligned with CRM exam content Working with industry • • To create special interest one day workshops as Electives Plus align revenue training from suppliers where requested with the CRM

Cost Structure • Workshop costs – 1 day workshop £ 220 – 2 day workshop £ 395 – 3 day workshop £ 550 • Package cost for course – All 15 workshops £ 2500 • Additional Certification Fees – Exam administration fees € 300 per course – Final certification fee approx € 150 – All costs are ex VAT

Promotional Rates • Taster Rate 17 th 18 th May – RM 01 and RM 02 – Pre-paid rate £ 300 ex VAT, inclusive of exam fees • To. Ts – Teams of Ten – Pre paid rate – Teams sign up for the same dates on RM and DM modules, electives free choice – Taster rate extended across all modules, equivalent to £ 150 ex VAT per day – Total training cost £ 2250 ex VAT and exclusive of exam fees • Limited period of 10 pilot places – € 300 exam fees waived, final certification fee charged – All costs are ex VAT

Summer Camp 20 th – 22 nd June Breda Netherlands • An opportunity to work with international colleagues • Four workshops on offer • HSMAI Europe trainers • € 499 for the training and social events – for HSMAI members • € 599 for non members

Wednesday 20 th June Individual Arrival Get together and Welcome (sponsored by NHTV Breda) Thursday 21 st June Friday 22 nd June RM 01 - Basic Concepts of Revenue Management RM 03 - Practical Revenue Management (Stan Josephi, NL) (Annemarie Gubanski, SE) DM 03 - Ditribution Business Models and Trends DM 02 - Social Media Management (Wilhelm K. Weber, CH) (Ally Dombey, UK) Industry Key Note: Social Event Closing and Certification

QUESTIONS?