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HSMAI takes commercial strategy to the next level with commercial effectiveness organizational assessment


The tool and accompanying report, Taking Commercial Strategy to the Next Level,  are a free member benefit for HSMAI members and available to the industry for purchase.

McLEAN, VA – The Hospitality Sales and Marketing Association International (HSMAI) has announced the launch of the Commercial Effectiveness Organizational Assessment, a tool providing a structured framework for assessing where a hotel organization’s commercial structure is strong and where improvements are needed.

The goal of the HSMAI Commercial Effectiveness Organizational Assessment is to allow a hotel organization to assess and score their implementation of the 11 key drivers of commercial excellence:

  1. Cross Functional Organizational Design and Alignment
  2. Commercial Operations
  3. Go-To-Market Model Design
  4. Market Insight
  5. Segmentation & Growth Priorities
  6. Offerings & Value Propositions
  7. Lead Generation & Management
  8. Commercial Team Effectiveness
  9. Channel Partner Programs & Management
  10. Pricing Strategy & Execution
  11. Customer Service Effectiveness

The 38 assessment questions carefully provide insight to a hotel organization’s effectiveness in a variety of ways that will enable hoteliers to identify strengths, weaknesses, and areas for improvement.

Developed and vetted by the HSMAI Commercial Strategy Workgroup Members (2023 & 2024), a cross-discipline workgroup of HSMAI advisory board members, the HSMAI Commercial Effectiveness Organizational Assessment will help foster collaboration, shared understanding, and a unified approach towards achieving commercial objectives. Looking ahead, the Workgroup is currently developing a companion tool to the Assessment – a “Commercial Strategist Competency Checklist” – which will assess the key skills, behaviors, and knowledge required to effectively perform a commercial role in a hotel organization. This is expected to be released later this year.

Vicky Karantzavelou
Co-Founder & Chief Editor - TravelDailyNews Media Network | Website

Vicky is the co-founder of TravelDailyNews Media Network where she is the Editor-in Chief. She is also responsible for the daily operation and the financial policy. She holds a Bachelor's degree in Tourism Business Administration from the Technical University of Athens and a Master in Business Administration (MBA) from the University of Wales.

She has many years of both academic and industrial experience within the travel industry. She has written/edited numerous articles in various tourism magazines.