Past Educational Seminar Topics
VHSMP strives to provide educational opportunities for its members throughout the year. Below, you'll find previously held seminars.
2011
January
January Coffee Talk (Ethics in Hotel Sales & Meeting Planning)
–Dr. Richard Coughlan
February
How to Increase Sales in a Sluggish Economy
–Laura Posey
Sales Training: New Business is Out There, But How Do I Find It?
–Howard Feiertag, CHA, CMP, CHME, Pamplin College of Business at Virginia Tech
Annual Conference:
Continuing on the Road to Recovery!
What’s the Role of Today’s GM in the Sales Process?
–Panel Discussion with Moderator Gary Hernbroth, Training for Winners
Understanding Buyer Behavior and Capitalizing on It
– Brad Dawson, LTV Dynamics;
Beyond Contracts: Legal Issues Facing Meeting Planners
– James M. Goldberg, Goldberg & Associates, PLLC;
Virginia’s and the Nation’s Legislative Initiatives for Tourism
– Interactive Session with Alisa Bailey, Virginia Tourism Corporation & Roger Dow U.S. Travel Association
Travel Industry Update
–Roger Dow, U.S. Travel Association
Battlefields to Business: How to Incorporate Military Tactics Into Your Sales Plan
–Gary Hernbroth, Training for Winners;
Meetings Marketing that Works: Online Tools for Driving Awareness and Attendance
–Brittany Spano, Cvent
All Third Parties Aren’t Created Equal
–Panel Discussion with Moderator Ed Denton, Afton Hospitality Management
Socialize Your Brand: Impact of Social Media & Mobile Technology
–Steven V. Seghers, MHS, HyperDisk Marketing
June
Fix My Memory
–Paul Mellor
July
Sales Boot Camp: Hands On Internet Prospecting with Personal Instruction
–Lisa Barham, Hotel Resources
Meeting Planner Boot Camp: Be On TOP Of Your Game!
–Gary Hernbroth, Training for Winners
Psychology of a Hospitality Salesperson and How It Can Help Me
–Panel Discussion Moderated by Gary Hernbroth, Training for Winners
Technology/Social Media to Improve the ROI of Your Meetings & Events
-Nhat Pham, SuccessWerks
Contracts: What’s New That Can Jump Up and Bite You?
–Gary Hernbroth, Training for Winners
Best Practices Learning Lab
November
Government Meetings: Are You Getting Your Fair Share?
–Eric Whitson, The National Conference Center
2010
February
Sharpening Your Salesmanship in These Tough Economic Times
-John Kennedy
March
Annual Conference: Navigating the Road to Recovery
Harnessing the Power of Generational Dynamics to Drive Attendance to Your Meetings & Convention Business to Your Hotel
-Elizabeth McLaughlin, Southeastern Institute of Research, Inc. & The Boomer Project
Meeting Incentives: Where Do You Draw the Line?
-Panel Discussion with Moderator Dr. Richard Coughlan, Robins School of Business at University of Richmond
Social Media: What's Working In Travel, Meetings and Hospitality
-Daniel "Danny" Fell, Neathawk, Dubuque & Packett
June
Tips and Tricks for Booking Meetings with Little or No Sleeping Rooms!
-Panel Discussion Moderated by Ed Denton, Afton Hospitality Management
July
Sales Boot Camp: Kick Up Your Game, Kick Out Your Competition!
-Gary Hernbroth, Training for Winners; Lane Kelly, Virginia Business Magazine; Various Association and Corporate Meeting Planners
Personal Branding
-Gary Hernbroth, Training for Winners
Referral Selling - Turning Friends into Clients
-Lane Kelly, Virginia Business Magazine
Making Yourself Easier to Do Business With: Account Mapping, Communication, Being a Consultative Salesperson vs. Feature-Pitching, Managing Your Time and Priorities Better - Get More Out of Your Day
-Gary Hernbroth, Training for Winners
Responding to RFPs Effectively and Win More Business
-Gary Hernbroth
Meeting Planner Roundtable: Working Your Way through the Sales Funnel - Site Inspections, Sales Calls, Tradeshows, Contract Negotiations
Hospitality Sales Idol - An Interactive Exercise where Participants Put their Knowledge to the Test in Front of Actual Clients
Meeting Planner Boot Camp: Polish Your Skills And Shine Brightly
-Bob Ramsey, CAE, Ramsey Management Group, Inc.
What are Meeting Planner's Challenges Today? What is Important to You? Organize Yourself First - Stop Wasting Time, Busy vs. Productive Traps
-Bob Ramsey, CAE, Ramsey Management Group, Inc.
Breakouts: Audio Visual
-Andrew Mann, Ruggles Service Corporation
Transportation
-Randy Allen, James Limousine
Trade Shows
-Rich Chandler & Angie Stubblefield, Exhibits, Inc.
Budgeting/Billing
-Dee Dee White, Covington Meeting Management, Inc. and Teri Hickman, AFFLINK
Using CVBs, NSOs and DMCs to Maximize Your Time and Effectiveness
-Panel Discussion Moderated by Bob Ramsey, CAE, Ramsey Management Group, Inc.
Breakouts: Better Attendance - Effective Communication
-Bob Ramsey, CAE, Ramsey Management Group & Katie Gilstrap, Digital Innovations Group
Registration Tips and Trick
-Teri Hickman, AFFLINK
Decorating & Themes to Spice UP Your Events (Including a Trip to AFFLINK's Warehouse and Reception)
-Teri Hickman, AFFLINK
Contracting - From RFP to Signature
-Rick Eisenman, CAE, Eisenman & Associates, Inc. and Kirsten Olean, CMP, Association of American Medical Colleges
Onsite - Precons to Finale: How to Anticipate the Next Challenge
-Kirsten Olean, CMP, Association of American Medical Colleges
Food and Beverage - Decreasing Cost, Increasing Variety and Eliminating Waste
-Rick Dunlap, Richmond Marriott West
Organization Tips and Tricks to Stay Out of the Weeds
-Tracie Grady, Eisenman & Associates, Inc.
Determining the Value of Your Meeting and How that Affects the Rates You Pay
-Robert Hayes, Marriott Global Accounts
2009
February
Beyond Attrition: Contract Clauses You and Your Clients Should Understand VSAE and HSMAI-VAs Joint Seminar
– Jim Goldberg, OMNI Richmond Hotel, Richmond, VA
March
Annual Conference: Hospitality on the Brink? REAL PROBLEMS! REAL SOLUTIONS!
– Lisa Barham, Hotel Resources
The AIG Effect... What do we do NOW... and HOW do we do it?
-Michael Guld, The Guld Resource Group
Concurrent Sessions: Recession Proof Event Housing;
-Jim Gowell, Passkey
Green Marketing in a Bad Economy
-Mark Glickman, The Glickman Group
Tourism Working Together to Affect Positive Change
-Alisa Bailey, Virginia Tourism Corporation
Intelligent Engagement: Focus on What You Can Control
-John Gardner, Integrative Logic Marketing Group
How Social Media is Helping Drive Revenue for Hoteliers During Tough Times
-Steven Seghers, MHS, HyperDisk Media, Inc.
The Resort Guest of Tomorrow: Images, Intentions & Implications
-Peter Yesawich, YPartnership
June
Group Rates: A Crisis for All!
-Panel Discussion with Bob Bradshaw, Jr., MAM, Independent Insurance Agents of VA; Ed Denton, LTD Management Company, LLC; Cathy Grieve, Norfolk Waterside Marriott; Brock Lawson, Kingsmill Resort & Spa; Mark Singer, Advocates of Virginia
July
Boot Camp: Industry Overview; You've got Leads...Now what do you do? Negotiating to your Best Advantages;
- Howard Feiertag, CHA, CMP, CHME, Virginia Tech
Top 10 Reasons to Use the Internet for Prospecting—Search Engines; Pick Off Your Competitor’s Business
– Lisa Barham, President of Hotel Resources and Nationally Acclaimed Leader in Online Prospecting
Using Excel and Outlook Software to be a More Efficient and Effective Sales Person
– Mark Watlock, President, Advantage Computer Training, LLC
Internet Data Mining: There’s Virtual Gold Out There!
– Lisa Barham, President of Hotel Resources and Nationally Acclaimed Leader in Online Prospecting
November
Group Rates: Where do we go from here?
-Panel Discussion with Moderator Ed Denton, Denton Hospitality Consulting
December
The State of Hospitality and the 2010 Outlook
-Dr. Michael Olsen, Pamplin College of Business at Virginia Tech
2008
February
How to Become a Master of Influence & How to Make it Happen on Your Team
–Scott Love, Scott Love Associates
March
Annual Conference: Mining for ‘Virtual Gold’ – Internet Prospecting
– Lisa Barham, Hotel Resources
Industry Update
– Richard Green, Marriott International
Virginia Tech Tragedy: A Year Later – What One Hotelier Learned About Crisis Management
– Gary Crizer, The Inn at VA Tech. & Skelton Conference Center
Print Media: Is it on Life Support?
– Hunter Shepherd, Integrative Logic, Moderator – Panel Discussion
Six Hat Thinking® for Hospitality Marketers
– Gayle Turner, Catch Your Limit Consulting
July
Boot Camp: Sales Techniques
– Dennis Flannery, Virginia Chamber of Commerce
Time Management
– Bob Ramsey, Ramsey Management Group
Revenue Management
– Rick Butts & Amy Clegg, The Jefferson Hotel
Third Party Planners/AMCs
– Rick Eisenman, CAE, Eisenman & Associates, Inc.
Successful Salespeople
– Joanne Tripp, OMNI Hotels
November
Joint Seminar with VAMPI: The Art of Buzz: How to Get Customers to Market for You
– Tom Blue, Accelerated Growth Partners
2007
February
Buyers are Telling You What They Want, Are You Listening?
– Gary Hernbroth, Training for Winners
April
Annual Conference: The Electronic Landscape of the Hospitality Industry
– Richard Chambers, Travelclick
You Have the Data But You Still Have to Lead
– Joseph Coyle, Business Communications Group
A Practical Approach to Creative Thinking for Sales and Marketing Leaders
– Joseph Coyle, Business Communications Group
Defining Revenue Management: Top Line to Bottom Line
– Kathleen Cullen, Inspire Resources
Industry Update
– Fran Brasseux, HSMAI
July
Boot Camp: Trends in the Industry, Lead Development/Prospection for Catering Business, Handling Inquiries, The Consultative Catering & Event Sales Process, Overcoming Objections, Confirming the Business, Selling Value & Building Relationships, Make Networking Work for You, Negotiating to Your Best Advantage, Make Contracts Work for You
- Howard Feiertag, CHA, CMP, CHME, Virginia Tech.
How to Handle Customer Conflict
– Kristi Reynolds, Wintergreen Resort
Upselling and Adding Flair to Events
– Tom Johnson, Hilton Virginia Beach Oceanfront
Great Client Service from Beginning to End
– Leta McVeety, The Jefferson Hotel
Strategies to Manage Your Client and Retain a Good Relationship
– Jill Anwaar, Norfolk Sheraton
October
“Going Green” Webinar Session 1: What Does “Going Green” Mean?
– Beverly Oviedo, Sustainable Solutions by Design
November
"Going Green” Webinar Session 2: Benefits From Integrating “Green” Practices
– Beverly Oviedo, Sustainable Solutions by Design
“Going Green” Webinar Session3:
- Beverly Oviedo, Sustainable Solutions by Design, Moderator – Panel Discussion
Joint Seminar with VAMPI: Developing an Online Strategy for Travel 2.0 – Your Online Business from the Consumers Eyes; The Meeting Planner’s Virtual Toolbox: Blogs, Web Chats and More!
2006
February
How to Click with Everyone Every Time
– David Rich
March Annual Conference: Expanding Guest Loyalty and Internet Revenue
– Steven Seghers, MHS, HyperDisk Media, Inc.
Jamestown Celebration 2007: Leveraging its Impact to the Fullest
– Alisa Bailey, Virginia Tourism Corporation
Industry Update
–David Marriott, Marriott International
Marketing Accountability for the 21st Century
– Gary Cherrett, The Homestead, Moderator – Panel Discussion
The New Consumer: What You Need to Know
– Dennis Marzella, Yesawich, Pepperdine, Brown & Russell
May Boot Camp: Industry Update, Lead Development/Processing, How’s Your Competition Doing?, The Selling Process, The Business of Selling Value, Make Networking Work for You, Negotiating to Your Best Advantage, Understanding Group Contracts - Howard Feiertag, CHA, CMP, CHME, Virginia Tech; Corporate Sales
- Dennis Flannery, The Homestead
Association Sales
- Joanne Tripp, OMNI National Sales
Government Sales
- Tim McFarlane, Holiday Inn Select Koger South;
Etiquette
- Susan Motley, VA Funeral Directors Association
October
Planner vs. Supplier Seminar Series: It’s A Buyers Market Now, But Remember We’re Still Partners
– Joanne Tripp, Moderator – Panel discussion
The Road to Hell is Paved with Good Addenda
– Steven M. Rudner
December
Do You Know What Your Salespeople are Up Against?
– Howard Feiertag, CHA, CMP, CHME, Virginia Tech., Moderator – Panel Discussion
2005
March
Annual Conference: Technology Revolution: Preparing for the Next Wave
–Steven Seghers, MHS, HyperDisk Media, Inc.
The Six Secrets of Sales Magnets
–Laura Posey, Dancing Elephants Achievement Group
No Wonder! Boomers, Geeks and Geezers in the Modern Workplace
– Tom Davidson, Kinesis International
How to Do More Business with the Commonwealth of Virginia
–Gil Seigler
Select for Fit...Train for Skill: Understand and Leverage Information in the Workplace
– Tom Davidson, Kinesis International
Simple to Sophisticated: A Blueprint for Better Business Decisions
–Sheldon Mutchnick, SFT Corporation;
November
Risk Management: “Hope for the Best, Prepare for the Worst”
– Tyra Hilliard
December
Changing times require changing approaches – is your sales staff on target?
– Howard Feiertag, CHA, CHME, CMP, Virginia Tech., Moderator – Panel discussion
Reach a World Audience and Not Break the Bank - Put the US Government to work for Hospitality & Travel – you CAN go International!
–April Redmond, Sr. International Trade Specialist, Judy Kornfeld, International Trade Specialist, Stewart Gough, Senior Trade Specialist, United Kingdom
Profit in Jamestown 2007 Partnerships - Anywhere in the Commonwealth, there are tie-ins to the 400th Anniversary – Join in!
- Scott Sparks, Senior Brain, and Mary Prince Lewis, eBrains Inc.