The Hospitality Sales and Marketing Association International (HSMAI) will celebrate four outstanding revenue optimization leaders during HSMAI ROC Americas in Orlando on June 29, part of HSMAI Commercial Strategy Week 2022. HSMAI will honor Eric Orkin with the prestigious Vanguard Award for Achievement in Revenue Optimization. Andres Reyes, Director of Revenue Management at Foxwoods Resort Casino in Connecticut, and Christian Boerger, CRME, CHDM, CHBA, Vice President of Revenue Strategy at Oxford Collection Hotels, will be presented with the Revenue Professional of the Year Awards for single/multi-unit and corporate, respectively. Dr. Chris K. Anderson, Professor and Director of the Executive Master of Management in Hospitality at Cornell University, will be honored with the Revenue Optimization Educator of the Year Award. The “Of the Year” awards are co-presented by HSMAI and Expedia Group.
Eric Orkin is a pioneer in the field of revenue management. In 1988, Cornell Hospitality Quarterly published an article he authored — “Boosting Your Bottom Line with Yield Management” — which we can point to as the genesis of the revenue management discipline in the hospitality industry.
Among many career highlights and industry contributions, Orkin founded Delphi in 1979 as a sales and catering system with the goal of collecting the critical data on group sales and bookings needed to drive good revenue management. Today, Delphi is a mainstay in the hospitality industry and efficiently brings the disciplines of sales, operations, and revenue management together. And in 1985, returning to his revenue management interests, Orkin went on to start OPUS 2.
Orkin’s intelligence and his understanding of how this technology could and should be applied to hotels are unmatched in the industry. He is so passionate about revenue management that his enthusiasm and intensity about its use were instrumental in making revenue management a standard in the hotel industry today. He has served as the catalyst for change throughout his career and was THE trailblazer that all others have followed.
Andres Reyes, Director of Revenue Management at Foxwoods Resort Casino in Connecticut, is this year’s single/multi-unit Revenue Optimization Professional of the Year. Reyes has been in the hospitality and gaming space for 10 years involved with rebrands, revivals, grand openings, and everything in between.
Born in the Dominican Republic and raised in the gaming capital of the world, Las Vegas, he majored in Business Administration with a concentration in Finance at the University of Nevada, Las Vegas (UNLV).
Upon graduation, Reyes got started at MGM Resorts International and was given complete freedom to learn the complexities of the business. Exposure to data warehousing and business intelligence systems allowed him to learn as much as possible about all aspects of the operation from the ground up.
Taking this experience, he found great success and was able to apply this combined business and analytical skillset to countless transformational projects and initiatives upon moving to Station Casinos and now to Foxwoods.
Christian Boerger, CRME, CHDM, CHBA
Christian Boerger, CRME, CHDM, CHBA, Vice President of Revenue Strategy at Oxford Collection Hotels, is this year’s corporate Revenue Optimization Professional of the Year. Hospitality has been Boerger’s passion for more than twenty years. During his versatile career, he held a range of operational and strategic leadership roles with IHG, Four Seasons Hotels & Resorts, Design Hotels, Mandarin Oriental Hotel Group, and Pacific Hospitality Group.
In his current position as Vice President of Revenue Strategy at Oxford Collection of Hotels, he continues to challenge the status quo while devising commercial strategies geared to increase revenues and optimize profit. As past chairman of HSMAI Europe’s Revenue Management Advisory Board and current vice-chair of HSMAI Americas’ Revenue Optimization Advisory Board, Boerger continues to advance the revenue optimization discipline through empowerment, thought leadership, and education.
Dr. Chris K. Anderson
This year, HSMAI is awarding the Revenue Optimization Educator of the Year Award to Dr. Chris Anderson, Professor and Director of the Executive Master of Management in Hospitality at the Cornell School of Hotel Administration. Prior to his appointment in 2006, he was on faculty at the Ivey School of Business in London, Ontario, Canada. Anderson’s main research focus is on revenue management and service pricing. He actively works with industry, across numerous industry types, in the application and development of revenue management, having worked with a variety of hotels, airlines, rental car and tour companies, as well as numerous consumer packaged goods and financial services firms. Anderson’s research has been funded by numerous governmental agencies and industrial partners. At the School of Hotel Administration, he teaches courses in revenue management and service operations management.
HSMAI is a global organization of sales, marketing, and revenue management professionals representing all segments of the hospitality industry. HSMAI has become the industry champion in identifying and communicating trends in the hospitality industry while operating as a leading voice for both hospitality and sales, marketing, and revenue management disciplines, as well as connecting its members with customers. Founded in the United States in 1927, HSMAI is an individual membership organization comprised of nearly 5,000 members from 35 countries and chapters worldwide. HSMAI operates regionally around the globe via Regional boards of directors and staff. There are four regions: the Americas, Asia Pacific, Europe, and the Middle East. Each region has signature programs and services for association members. HSMAI has a Global board that is comprised of delegates from each Region.