A Better Way To Sell Group Business with Meetings Market Data Intelligence
This program will focus how to use meetings market data intelligence for more successful prospecting and a smarter long-term strategy for Group Sales next year and beyond.
Topics that will be covered include:
- The risk of relying predominantly on online sales platform in-bound RFPs.
- New and more innovative ways of prospecting for business – proactive instead of reactive in a competitive market.
- Meetings market data intelligence – What does it look like?
- Benefits of meetings market data intelligence
- OLD: Cold Calls vs. NEW: Warm Calls – Personalized prospecting
- Big picture strategy – Competitive benchmarking and Strategic targeted prospecting
- Meaningful data vs. Non-meaningful data.
DATE: Tuesday, October 22nd
REGISTRATION: 11:30 am
LUNCH & PROGRAM: 12:00 pm – 2:00 pm
LOCATION: The Princeton Club, 15 West 43rd Street
President of Meetings Database Institute
John Enghauser is President of Meetings Database Institute (MDI)and has been with the company for 25 yrs. MDI is an integrated sales and marketing company specializing in the hospitality industry. We are results driven, adding value, efficiency and effectiveness for our clients. Data is foundation and core of our company. As such, our industry leading proprietary database provides the necessary intelligence to base logic reasoning decisions which complement our partners internal structures.
Vice President of Expo & Convention Sales at Mohegan Sun
John Washko is the Vice President of Expo & Convention Sales at Mohegan Sun, located in Mystic County, CT. In this role, he is responsible for leading the Expo & Convention sales team, setting the overall strategic direction and goals while achieving revenue targets for Mohegan Sun. Washko is a veteran in luxury hospitality sales and marketing with over 25 years of experience. Most recently, Washko was the Vice President of Group Marketing and Sales for Atlantis, Paradise Island. Prior to that role, Washko was Vice President of Sales and Marketing for Elite Meetings International, a hospitality marketing and technology company. Prior to that role, Washko was the Vice President of Sales and Marketing for the historic The Broadmoor in Colorado Springs, Colorado. Washko currently sits on HSMAI’s Americas Board Executive Committee as Vice Chair and on the board of the Connecticut Convention & Sports Bureau. Past roles include chairing HSMAI’s Resort Marketing Advisory Board. Additionally, for the Colorado Springs CVB, he chaired both the Board as well as the Marketing Committee. In 2010, Washko received The Resort Marketer of Year award from HSMAI; and in 2015, HSMAI recognized him as one of the Top 25 Extraordinary Minds in Sales & Marketing. Washko received his BS from James Madison University.
Chief Learning and Development Officer for Knowland
Jim Vandevender joined Knowland in 2012 and is their Chief Learning and Development Officer. He has supported various departments within the company including data and research and has been actively involved in supporting the development team in the redevelopment of Knowland’s Insight tool and in the creation of the above property Market Analytics tool. He works closely with the sales department in the areas of training and developing customer relationship skills. Jim has managed Knowland’s marketing department, including all aspects of social media, new product launches, and supporting all processes for creating, communicating, and delivering Knowland products to customers. Jim is an award-winning hotel industry veteran, having spent more than 20 years in various sales positions within Hilton Hotels and Resorts, Hyatt Hotels and Resorts, and Le Meridien Hotels and Resorts. Among the properties where he worked was New York’s Waldorf Astoria. He also held the position of Vice President of Training and Development for ConferenceDirect for 7 years, where he managed one of the company’s largest Strategic Meeting Management accounts and was the Team Leader for CD’s largest team of sales associates. Jim was responsible for training all of ConferenceDirect’s associates. He also was the recipient of the Hilton Achievement Award for ConferencDirect Team Microsoft for his work. In 2015, Mr. Vandevender was appointed to HSMAI’s Sales Advisory Board. He has been a featured speaker on group meetings and trend at many HSMAI conferences, the STR Data Conference in Nashville, and HAMA among other organizations. He is a Member of Skål International, Washington – a professional organization of tourism leaders around the world, promoting global tourism and the only international group uniting all branches of the travel and tourism industry. Jim’s following on LinkedIn with over 18,000 Followers receive his weekly blogs on trend and industry developments within the hotel industry. He has been featured in various hotel and meetings trade publications. Please visit http://www.knowland.com for more information.
Regional Vice President – Northeast for Associated Luxury Hotels International (ALHI)
Elaine Morena is Regional Vice President – Northeast for Associated Luxury Hotels International (ALHI), which serves as the leading independent Global Sales Organization for a collection of the world’s most prestigious hotels and resorts serving the meeting, incentive, convention and exhibition (MICE) marketplace. In this role, Morena is responsible for leading a team of 12 hospitality global sales professionals who manage relationships throughout New York, New Jersey, Connecticut, Pennsylvania, Delaware, Massachusetts, Rhode Island, Maine, New Hampshire, and Vermont. A 28-year hotel industry veteran, Morena understands strategic planning, talent development, cultivating a strong team culture, mentorship, market analysis, and contract negotiations. Her team has shared that her talents have created a culture where all can excel at what they do best – advocating for their clients and members. Morena built her exceptional reputation with major hotel brands including: Hyatt Hotels, Fairmont Hotels, Marriott International (The Ritz-Carlton Hotel Company and St. Regis Hotels & Resorts), Four Seasons Hotels and Resorts, and Surrey Hotel NYC. Her experience with Marriott and Four Seasons, in particular, exposed her to a variety of properties and destinations allowing her to intimately understand the various needs of customers and hotels. Throughout her career she was exposed to multi-property sales which very much prepared her for an organization like ALHI. Morena holds a Bachelor of Arts in Communication from Pepperdine University. She is a member of HSMAI, PCMA, and serves on the Board as Vice President, Education of the MPI Greater New York Chapter. She resides with her family in New York City.
Director of Sales for New York Hilton
Erin Tuliebitz is a graduate of the University of Northern Iowa where she majored in Public Relations and Marketing. Erin started her career with Starwood Hotels & Resorts in their Global Sales Office and then moved on to the pre-opening sales team for the Sheraton Phoenix Downtown Hotel handling the Northeast market. After the hotel opened, she moved to Las Vegas to work with Caesar’s Entertainment Group and represented the Midwest market moving to New York in June of 2010. She has been at the New York Hilton for the last 9 years where she started handling the corporate market, During her tenure at the hotel, she has been promoted to Assistant Director of Sales, Director of Group Sales and Director of Sales. Most recently, she occupied the Director of Business Intelligence role and was able to assist in driving revenue contribution to the hotel by analyzing comp set data, maximizing space optimization, formalizing standards, and implementing processes. In August of this year, she resumed her role as Director of Sales.