September Education Program
Register Online Now!
RevPAR and the RFP: Keeping The Door Open!
Why Planners and Suppliers Must Work Collaboratively
Presented by Calvin Anderson

SVP, Chief of Revenue Optimization
RLH Corp


Location: Chauncey Hotel & Conference Center
1 Chauncey Road, Princeton, NJ 08540

11:00 am - 12:00 pm
Registration and Networking
12:00 pm: Lunch
12:45 pm - 2:00 pm: Education Program

MPI New Jersey Chapter Attendance Policy:
All Essential Level members or non-members are limited to no more than two events in one fiscal year and must pay the Essential Level/Non-member rate. MPI Preferred or Premier Level members are welcome to attend all chapter events at the Member Price.
Join us for what promises to be a compelling discussion with one of the most respected experts in the industry.

Calvin Anderson is a chapter "fan favorite" who initially opened the door of conversation about RevPAR two years ago during an education program and we're honored to have him back again.

Are you ready for a bold, fireside chat with Calvin?
This time, he'll deepen the conversation about what matters most when decisions are being made about whether to accept a planner's RFP or not.

Calvin will focus on discussing the relationship between planners and suppliers as it pertains to planners submitting RFP's that tell the whole story and suppliers getting away from "selling" and acting in more of a consultory role to not only guide the planner but guide the revenue department, too.

Planners: Learn more about what the revenue department is looking at when evaluating your business. It really is about so much more than just room rates and room nights and YOU have the ability to capture the attention of the hotel you really want to hold your meeting at.

-Are you communicating openly in your RFP with a true budget or are you hedging a bit right out the gate?
-Does your meeting or conference have companies that are participating as sponsors? Guess what? This can make a difference in how your RFP is reviewed.
-When your business is declined, what questions are you asking about WHY, so you can make an informed decision about whether to keep the door open or move on to another property?

Suppliers: Yes, you're holding the cards today because of supply and demand in the hotel sector, which is vital to keeping our industry healthy...and so are long-term relationships with planners.
Planners really DO understand when their budgets may need to be increased; they simply need to informed with transparency when you decline their business.
-Are you able to clearly tell them WHY?
-Are you boldly asking the revenue department what could change the outcome from decline to acceptance?
-Are you able to relate to a planner WHAT needs to happen next to keep that door open or just moving on to the next piece of business?

Calvin currently serves as the Senior Vice President and Chief of Revenue Optimization for Red Lion Hotels Corporation overseeing all revenue management with shared leadership over global sales and all strategic marketing efforts through data analytics, media buying and attribution modeling. 

Prior to RLH Corp., Anderson served as Vice President and founder of the Managed Services division at Duetto.  Calvin also held senior revenue leadership roles at Hilton, Marriott and Highgate Hotels, among others. Calvin served on HSMAI's national Revenue Management Advisory Board from 2012-16, was the Chairman and Co-chair of the HSMAI Revenue Optimization Conference in 2015 and 2016, and was awarded HSMAI's prestigious NYC Revenue Management Executive of the Year in 2015 during his time as Director of the New York Hilton Midtown. 

Anderson was recently an adjunct professor at the NYU Tisch Center for Hospitality and Tourism, most recently teaching “New Media & Distribution” at the graduate level and is also co-authoring Pearson’s newest RM textbook in partnership with Boston University, “Hospitality Revenue Management” set to be released this fall.