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Mark von Dwingelo
SVP, Head of Select Service Division
Jones Lang LaSalle
Krissy Gathright
Senior Vice President, Operations
Apple REIT
Jim Chu
VP of Franchise Services & Owner Relations
Hyatt Select Group
Donavon Heimes
Chief Financial Officer
Supertel Hospitality
Brown Kessler
Vice President, Mid-scale Franchise Development
InterContinental Hotels Group
Patrick Feltes
VP of Hospitality
GE Finance
John Sturgess
Vice President, Development
Carlson Hotels Worldwide
Raj Trivedi
Executive Vice President
Franchising, La Quinta
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Programme
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Pre-conference workshop: Monday, October 27, 2008
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| Pre-conference workshop | Speaker:
Clay B. Dickinson
Executive Vice President
Jones Lang LaSalle Hotels
Current Responsibilities
Clay Dickinson is Executive Vice President of Advisory and Asset Management Services for the Americas Region of Jones Lang LaSalle Hotels. Based in Atlanta, Clay combines deep industry experience and a highly collaborative approach with the global resources of the firm to help clients continually improve their operating performance and to conceive, plan and execute their strategic business initiatives.
Experience
Clay has over 20 years experience helping a broad range of public and private clients achieve their goals. His experience includes advising on over $8 billion dollars of hospitality industry transactions, producing global expansion plans for leading global hospitality companies, valuing large, complex international property portfolios, and assessing the market and financial viability of projects all over the world. Clay’s experience in the more transaction and financially oriented areas of the business is augmented by an in-depth understanding of the strategic use of Information Technology, an increasingly fundamental enabler of virtually all value creation in the industry. Lastly, in a rapidly globalizing business, it’s important to note Clay’s vast international experience. He has led cross cultural teams in completing assignments in more than 50 countries around the world and is fluent in Spanish and Portuguese.
Topic:
Negotiating hotel management agreements
- Equitably distributing responsibility & control between managers & owners
- Maintaining the owners ability to control costs & influence profits
- Management fees
- Terms & renewal rights
- Budget & financial reporting
- Termination rights
- Mortgage protection rights
- Chain services
- Manager vs. owner employee control
- Non-compete provisions
- Insurance
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Day One: Tuesday, October 28, 2008
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8.30am | Registration and coffee
| 9am | Chairman’s opening remarks
| | | Mark von Dwingelo, Senior Vice President, Head of Select Service Division, Jones Lang LaSalle Hotels
| | THE BIG PICTURE |
| 9.15am | Special address: Select service market forecast
- Understanding capital market trends
- The direction of REVPAR during uncertain economic times
- How will the current state of the economy impact the select service market?
- Will it get worse before it gets better?
- How long will this cycle last?
| | | Bobby Bowers, Senior Vice President of Operations, Smith Travel Research
| | WHERE IS THE MONEY? |
| 9.45am | Lenders panel: Financing availability, structures & trends
- Are there still deals getting done?
- Availability & pricing of financing on acquisitions, renovations, etc.
- Optimal deal structuring: What do lenders look for?
- How much equity is enough?
- The role of mezzanine finance
- Cross border financing - Is it the way of the future?
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| 10.35am | Morning refreshments
| | ATTRACTING INVESTORS AND KEEPING THEM SATISFIED |
| 11am | US Investor perspective: REITs, private equity firms, pension funds and TICs
- What attracts investors?
- Brand & site preferences
- Dealing with increased franchise & management fees
- Buying vs. building
| | | Kate Henriksen, SVP of Investment Analysis & Portfolio Management, RLJ Development Jennifer Young, Associate Consultant, Head of the Hotel Investments, Townsend Group James Fitzgerald, Managing Director Hotel Investments, Principal Real Estate Investors Steve Scharf, Vice President, Development & Asset Management, The Briad Group
| | COST EFFECTIVE & EFFICIENT OPERATIONS |
| 11.50am | Bridging the gap between owners & brands
- What do brands look for from/in owners & developers?
- What do owners & developers look for in brands?
- What should owners & developers consider when selecting a brand?
- What gets the brand excited?
| | | Melinda Zanecki, Vice President of Development, Interstate Hotels & Resorts Lynne Roberts, Senior Vice President, Development, Aimbridge Hospitality
| 12.30pm | Speed Networking
| 1.15pm | Lunch
| 2.30pm | Understanding the emerging expectations of clients & keeping them loyal
- Creating & implementing an effective cost structure
- Amenity creep
- Distribution systems: Reaching your client & filling your rooms
- Measuring and maintaining client loyalty
| | | Ken Greene, President, Howard Johnson International, Travelodge & Days Inn, Wyndham Hotels & Resorts James Amorosia, President & Chief Operating Officer, Motel 6/ Studio 6, Accor North America
| 3.15pm | New brands: Carving a space in the US market
- Growth strategies
- Financing projects & structuring partnerships
- Pitfalls to avoid
- Uncovering geographic growth areas & preferred product types
| | | Jim Chu, Senior Vice President, Franchise Services & Owner Relations, Hyatt Select Group Chip Ohlsson, Vice President, Development, Starwood Hotels & Resorts John Sturgess, VP, Franchise Development, Carlson Hotels Worldwide
| 4pm | Big picture: making sense of the online hospitality marketplace
- How the Internet aftects the budget and mid-market hotels
- What happened to traditional distribution channels in hospitality
- Latest trends in the direct online channel 2009-2011
- 2009 internet marketing action plan for budget & mid-market hoteliers
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| 4.30pm | Chairman’s day one closing remarks
| | | Mark von Dwingelo, Senior Vice President, Head of Select Service Division, Jones Lang LaSalle Hotels
| 4.45pm | End of day one
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Day Two: Wednesday, October 29, 2008
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8.30am | Coffee
| 9am | Chairman’s opening remarks
| | | Mark von Dwingelo, Senior Vice President, Head of Select Service Division, Jones Lang LaSalle Hotels
| 9.15am | Finding sites & managing construction costs
- What buildings can & cannot be converted to budget hotels?
- Expandability
- Existing infrastructure
- Construction costs
| | | Jason Cowan, VP, Franchise Sales & Development, Choice International Gus Stamoutsos, SVP, Franchise Sales & New Construction, Wyndham Hotels & Resorts Steve Scharf, Vice President, Development & Asset Management, The Briad Group
| 10am | Developing hotels under 30 million dollars
- Financing project
- Deciding to build or buy
- Selecting the best brand for the site
| | | John Sturgess, VP, Franchise Development, Carlson Hotels Worldwide Jeff McKee, Managing Director, Premier Capital Associates
| 10.45am | Morning refreshments
| | MARKET PENETRATION |
| 11.15am | Panel: Big cities & urban markets
- High population density & occupancy rates
- Increased cost of real estate
- Increased competition
| | | Robert Hazard, VP of Acquisitions & Development, Hersha Hospitality Trust Brown Kessler, Vice President, Mid-scale Franchise Development, The Americas, InterContinental Hotels Group
| 12pm | Panel: Opportunities across the Sun Belt
- Population shift
- Lower entry costs
- Less competition
| | | Aditya Bhoopathy, Principal & EVP, Strategic Investments, Noble Investment Group Mark Williams, Vice President, North American Development, Best Western
| 12.45pm | Lunch
| 1.45pm | Panel: Close up on Canada
- Investment hotspots: Ontario & Alberta
- Functioning in a commodity driven market place & managing risk
- Access to labor
| | | Alan Tantleff, Executive Vice President, Jones Lang LaSalle Hotels
| | INTERNATIONAL INVESTMENT OPPORTUNITIES |
| 2.30pm | Case study: Opportunities in Latin America
- What are the key factors to entering the market?
- Understanding the current competitive landscape
- Structuring finance to make it a reality
- Who is the target demographic & what is their price point
| | | Marco Roca, Senior Vice President, Development, Wyndham Hotels & Resorts
| 2.50pm | Afternoon refreshments
| 3.20pm | Panel: Opportunities in India
- What are the key factors to entering the market?
- Understanding the current competitive landscape
- Structuring finance to make it a reality
- Who is the target demographic & what is their price point
| | | Rak Chugh, Co-founder & Managing Director, Trikona Capital Anil Taneja, Director of Hospitality, Marigold Hospitality Limited/ Palm Holdings Ravi Saxena, Managing Director India, Lotus Hotel Investment Fund
| 4.05pm | Opportunities in China
- What are the key factors to entering the market?
- Understanding the current competitive landscape
- Structuring finance to make it a reality
- Who is the target demographic & what is their price point
| | | William Hanley, Partner/ Managing Director, International Division, China's Best Value Inn/ Vantage Hospitality Group
| 4.45pm | Chairman’s closing remarks
| | | Mark von Dwingelo, Senior Vice President, Head of Select Service Division, Jones Lang LaSalle Hotels
| 5pm | End of conference
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Conference:
Day 1
Oct 28 9am - 5:30pm
Day 2
Oct 29 9am - 5:30pm
Pre-conference workshop:
Oct 27 9:30am - 4:30pm
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