HSMAI Europe 2nd Annual Digital Marketing Conference

Ingunn Hofseth opendes the conference in Berlin Today. (09.10.13)
Ingunn Hofseth opens the conference in Berlin today. (09.10.13)


Within the hospitality industry, revenue management, digital marketing and distribution disciplines continue to evolve and converge.  The demands placed on organisations from this ever-changing environment are challenging to manage.


Two Worlds Collide – Digital Marketing and Revenue Management.

Our conference looks at this convergence and asks, what new skills in management, performance measurement, and technology do companies need to navigate these new challenges? What roles do the revenue and digital marketing manager take?


Today offers you a unique forum to exchange ideas and learn how international companies are managing this convergence. We are pleased to run this event run with the support of HSMA Germany, and are proud to present a line-up of international speakers all experts in their field, from the digital marketing and revenue management community.

Thank you for participating in this conference, we hope it is a success for you, and we look forward to welcoming you at another event soon!

 HaakonHerbstHSMAI  IngunnHSMAI
Haakon HerbstPresident HSMA Germany Ingunn HofsethPresident HSMAI Europe



Thank you to our Conference Sponsors

IdeasLOGO1                                                                     H2cLOGO2

SuitePadLOGO3                                                    HotstatsLOGO4

TrustYouLOGO5                                                    TravelClickLOGO6




12:15 – 13:30 Lunch and Networking  Buffetrestaurant
13:30 – 14:00 Roundtable Session 2 Repeat of above
14:00 – 14:30 Roundtable Session 3 Repeat of above
14:30 – 15:00 Roundtable Session 4 Repeat of above
15:00 – 15:30 Coffee and Networking Break – Hall Senator, 4th Floor
15:30- 16:00 Business Focus – Revenue Management Leadership in a multi-functional world – What does tomorrow’s leader in revenue management look like?An interview with Christopher Cooper, Group Director of Revenue, Rocco Forte Hotels
16:00 – 16:30 Business Case Reputation Management “Can Revenue Management link intangible marketing disciplines to profitability?” – Case Studies presented byRJ Friedlander, Chief Executive Officer, ReviewProTorsten Sabel, Chief Operating Officer, Customer Alliance
16:30– 17:00 Live Debate on driving profitability from Reputation ManagementRJ Friedlander, Chief Executive Officer, ReviewProTorsten Sabel, Chief Operating Officer, Customer AllianceTom Breckwoldt, Territory Manager Germany, Austria & Switzerland, TripAdvisorGeorg Ziegler, Head of B2B, HolidayCheckModerated by Wilhelm K. Weber, Swiss Hospitality Solutions
17.00 – 17.15 Conference wrap up
17:30 -19:30 Drinks and canapés – Kleine Lounge, Ground Floor
19.30 Ends

The  Speakers

HeikoHeiko Siebert, Founder HSTC, Head of the HSMAI Revenue Management Advisory Board

Heiko Siebert (49) is currently in the process of founding a company in Switzerland. The focus of his consulting and training services will be online marketing and distribution in the hospitality industry and tourism, including strategic questions, planning, technical requirements, implementation, and training support.

Until June 2013 Heiko worked 12 years at Moevenpick Hotels & Resorts, first as Director Reservations and Revenue Management, and later as Vice President of Distribution. His activities included the development and implementation of distribution strategies, the management of the MH&R Reservation Systems and Reservation Offices, and maintenance and development of the corporate website site. He was also in charge of the analysis, contract negotiation and integration of new distribution technologies and channels.

He has a broad industry experience due to his previous activities at Arabella Sheraton, Intercontinental and Holiday Inn. He holds a Certificate in Hospitality Management of Cornell University, and a Master of Business Administration of Rotterdam School of Management.

Heiko Siebert is married and lives with his wife and two children near Zurich.

ChristopherCChristopher Cooper, Group Director of Revenue Management, Rocco Forte Hotels, member of the HSMAI Europe Revenue Management Advisory Board

Chris is the Group Director of Revenue Management at Rocco Forte Hotels, a major player in the luxury hotel market, with a diverse portfolio comprising of 11 hotels and resorts throughout key European cities.

Chris’ career in Revenue Management spans over 15 years. Having completed his BA (Hons) in Hospitality Management in Edinburgh, he joined InterContinental Hotel’s Fast Track programme. During a ten year tenure, Chris worked in numerous Operational and Revenue Management roles throughout Europe, latterly assuming the role of Divisional Revenue Manager UK & Ireland across all IHG brands.

From IHG, Chris moved to the role of Head of Revenue and later onto Head of Commercial at the Mint Hotel Group.

 WilhelmWilhelm (Wilko) K. Weber, Partner, SHS Swiss Hospitality Solutions, President HSMAI Switzerland

Wilhelm K. Weber, Partner, SHS Swiss Hospitality Solutions, has a broad experience in Revenue Management and Distribution across Europe and Middle East. After graduating from the Swiss Hotel School Lucerne SHL he continued his studies in Business Adminstration and Marketing at the Graduate School of Business Administration, Zürich, University of Wales, University of St Gallen.

Today he lectures Revenue and Yield Management at several institutes including SHL, SSTH, MBA Salzburg/St Gallen, Futour. Wilhelm has published two books (Dynamic Pricing (2008) Modern KPIs for Hotels (2012) and numerous articles, and was awarded Young European Industry Leader by HSMAI Europe in 2010.

UtaUta von Dietze, Regional Director of Sales, TravelClick

A native of Australia, and based in Europe for most of her career, Uta von Dietze is Regional Director of Sales at TravelClick with responsibility for Central Europe. An expert in distribution, direct sales and revenue management, her career includes time spent as Director of Sales at Millenium Hotels & Resorts and The Grand Hotel Vienna, where she was instrumental in the sale and re-branding of the property from ANA to JJW/ Leading Hotels of the World. Prior to joining TravelClick in 2011, she spent five years as Director of Business Development for the 5* Hotel Concorde in Berlin.

TravelClick offers hotels world-class reservation solutions, business intelligence products and comprehensive media and marketing solutions to help grow their business. With local experts around the globe, TravelClick serves 36,000 hotel clients in over 160 countries and smart data is at the heart of how the TravelClick team helps hotels make better distribution decisions.

GinoGino Engels, Co-Founder & Director, OTA Insight

OTA Insight is the dashboard hotels need to optimise the way they sell rooms on OTAs. Since our start in 2012 we set out to build an intuitive online dashboard for hotel managers to be successful in the challenging OTA market. We’ve been very fortunate to work with the industry’s most progressive innovators as well as established luxury players to fine-tune our dashboard and offer the hotel actionable insights to support a profitable OTA strategy.

By integrating the three key elements of OTA success: Market Demand, Rate and Ranking, we help hotels sell the right number of rooms at the right time at the right price on OTAs. This means when times are tough and room demand is low, we help your hotel get the right competitive rates and boost your ranking on the OTA websites so your hotel gets noticed when travellers are browsing the OTAs for hotel rooms.

TomTom Breckwoldt, Territory Manager Germany, Austria & Switzerland, Tripadvisor

Tom Breckwoldt has over ten years of experience in hotel operations and in-depth knowledge of the industry landscape in Germany, Austria and Switzerland. In his current role at Tripadvisor he oversees commercial activity for TripAdvisor for Business, managing TripAdvisor’s Business Listings product in the German, Austrian and Swiss markets. This service allows hoteliers direct access to TripAdvisor’s millions of monthly visitors through its subscription based Business Listings offer. He acts as principal liaison for the hospitality industry for all question concerning cost free and fee-based solutions for the hospitality industry. Before joining Tripadvisor Tom Breckwoldt worked in leading positions at Orbitz Worldwide and Opodo as well as for InterContinental Hotel Group as Director of Corporate Sales.

GeorgGeorg Ziegler, Head of B2B, HolidayCheck AG

Georg Ziegler joined HolidayCheck in 2008, acting as hotel expert for TV reports and being resposible for media marketing and cooperations.

Since 2010 he is Head of B2B for the international B2B division, focusing on marketing, sales and development of different products and tools for hotels and tourism providers as well as coordinating b2b partnerships of HolidayCheck worldwide.

Originally Georg Ziegler had a profound hospitality background, coming from a culinary education and several years of F&B experience rounded up with studies in „International Hotel & Tourism Management“ in Switzerland.

TorsteinTorsten Sabel, COO and Co-Founder,Customer Alliance

Torsten Sabel is COO and Co-Founder of Customer Alliance (www.customer-alliance.com), a leading provider in review management solutions for thousands of hospitality businesses across more than 35 countries. He holds a BBA from Maastricht Hotel Management School and is a hotel specialist with extensive experiences from Swissôtel, Accor and designhotels.com. Torsten is an active supporter of HSMAI in Europe and serves members as the Head of the Advisory Board for Digital Marketing.

NiklasNiklas Schlappkohl, Director, ecommerce

Niklas has spent his entire career online, beginning with online content management at Netscape 18 years ago. He began his career in the hospitality industry about 13 years ago combining his passion for travel with the digital world. He has been fortunate enough to be based around the globe, giving him insight into many markets and the user experience from multiple cultural and language perspectives. Niklas is currently heading up the corporate eCommerceTeam in Copenhagen for Rezidor Hotels.

TonyTony Oliveira Business Development Manager, HotStats

Tony joins HotStats from the Ecole Hôtelière de Lausanne, where he graduated in 2009 in International Hospitality Management with a major in Finance. He gained experience in hotel operations with a variety of positions held at le Grand Hotel and Hotel Martinez in Cannes. Following this, he moved to the hospitality benchmarking industry working for The Bench in support and sales and STR Global as a sales manager for France and Switzerland whilst completing his studies. As a Business Development Manager Tony contributes in growing and commercialising the HotStats database and product range.

MoritzMoritz is Co-Founder and managing director of SuitePad GmbH

Moritz is Co-Founder and managing director of SuitePad GmbH, he is responsible for sales, strategic cooperations and investor relations.

From 2010 to 2012 Moritz directed a cloud computing / software as a service enterprise in Berlin. He also worked for different internet startups and Otto Group Corporate Strategy in Germany, Japan and Chile.  He has a background in business administration from WHU Otto Beisheim School of Management and University of Western Australia.

After founding SuitePad Moritz and his Co-Founder Tilmann Volk took the SuitePad concept to 10 European countries within 12 months.

SchwarzFriederike Schwarz, Client Services & Market Research, h2c GmbH
Friederike started her career at h2c in 2009, supporting international and regional hotel chains in the areas of E-marketing, distribution strategy and content management optimization. She is also a passionate trainer, delivering in-person and online workshops in the aforementioned business fields.

Friederike’s expertise is underlined by her European on- and offline travel market research activities with a particular focus on German-speaking markets and Scandinavia. Over the past four years, she has authored several PhoCusWright Inc. reports.

BrendanmayBrendan May, Business Development and Sales, Central & Eastern Europe for IDeaS– A SAS Company

Brendan May, Business Development and Sales, Central & Eastern Europe for IDeaS – A SAS Company has been helping hotels solve difficult challenges in Revenue Management for over 5 years.  He boosts a proven track record in the travel and hospitality industry. Before joining IDeaS, Brendan was Director of Client Services at h2c consulting, a consulting firm specialized in hotel distribution, and Technology Research Analyst at the travel research company PhoCusWright, a position which further increased his broad travel technology expertise. Prior to that, Brendan gained operational experience with various hotels in Europe and North America including both chains and independent properties, such as the prestigious Hotel im Wasserturm in Cologne. Brendan graduated with honors from the University of Guelph School of Hotel and Food Administration (HAFA) with a degree in Hotel and Restaurant Management.