Meet Our Speakers
Tuesday, November 14
9:00 AM – 9:30 am
Regional Partnership Manager
“The Importance of Tourism and Destination Marketing Organizations”
Objective: To educate onsite property managers about the importance of tourism marketing and working with their Destination Marketing Organizations
The state of Florida continues to see record numbers of visitors coming each year. Brandy will address the economic impact that has had, and why tourism promotion is important. She will also review the role of a Destination Marketing Organization, and share some examples of resources they can provide for your businesses.
About Brandy Hastings
Brandy is the Regional Partnership Manager for VISIT FLORIDA, the state’s official tourism marketing corporation. She represents VISIT FLORIDA for 20 counties in the central part of the state, and works with businesses to make sure they know the resources available through VISIT FLORIDA, and that their message is being shared through the state’s efforts. Brandy previously served as VISIT FLORIDA’s Marketing Solutions and Sales Manager, and prior to her time with the organization, spent several years in the broadcasting industry. She is originally from Louisiana, but has been a Floridian for 10 years, and loves sharing all the great stories about our state. She loves hiking and kayaking, and resides in Longwood with her husband and fur-babies.
Tuesday, November 14
9:30 AM – 10:20 am
Daniel F. Benavides Daniel J. Barsky
Shutts & Bowen Shutts & Bowen
“Preventing the Use of Illegal Practices by Brokers and Owners Misrepresenting OPMA Property Management Companies”
Objective: Provide OPMA members with strategies to prevent brokers and owners from illegally using their trademarks and proprietary information.
Shutts & Bowen gained a major victory for the Setai Hotel in Miami Beach. The trademark infringement case Setai Hotel Acquisition LLC v. Miami Beach Luxury Rental Inc. which settled on August 27th. This is expected to be a game-changer for brokers and individual owners who are marketing and renting private condominium units in properties where branded hotels also operate. The results of this litigation we believe will have important positive implications not just for the Setai Hotel but for all condo hotels that allow private rentals.
About Daniel F. Benavides
Daniel F. Benavides is a partner in the Miami office of Shutts & Bowen LLP, where he is a member of the Hospitality and Real Estate Practice Groups.
Daniel’s practice is focused primarily on Florida’s hospitality industry. He advises hotels and restaurants seeking to enter or expand their presence in the Florida market, assisting with purchase contracts, leasing, due diligence, permitting, compliance and other pre-opening legal advice.
Daniel also assists many local hospitality establishments with their day to day, operational legal matters, advising on a wide array of issues such as vendor contracts, sales & marketing agreements, guest relations issues, employment, cybersecurity, ADA and PCI compliance, alcohol & beverage, intellectual property, force majeure issues and litigation.
Among his many hotel-related matters, Daniel served as lead counsel in a landmark arbitration case, following a “midnight raid” termination of a local hotel operator by the owner. The case was widely regarded as one of the most important hospitality-related cases of 2014 and has been discussed at many hospitality industry conferences. As a result of his successful representation of the hotel operator in that case, he was recognized as a finalist for the Daily Business Review’s prestigious “Most Effective Lawyers: Arbitration” award.
About Daniel J. Barsky
Daniel Barsky is a partner in the Miami office of Shutts & Bowen LLP where he is a member of the Intellectual Property Practice Group. He regularly represents clients in intellectual property and commercial litigation matters. Daniel has worked on matters that range from data breach and trade secret theft, to pharmaceutical price fixing, pharmaceutical development, technology patents, and novel issues regarding the short-term rental marketplace. He represents startup and new business ventures and has helped multiple startups develop, protect, grow, and enforce their intellectual property and other business assets. In addition to his litigation and counseling work, Daniel is a registered patent attorney with the U.S. Patent and Trademark Office and regularly prosecutes patents, trademarks, and copyrights for clients. He is also admitted to practice in Florida and Minnesota.
Daniel has been recognized as a “Rising Star” by Florida Super Lawyers in 2010, 2011, 2013, 2014, 2015, and 2016. He was also one of the recipients of the Daily Business Review’s “On the Rise” award for Professional Excellence in 2017.
Daniel is also an adjunct professor at the University of Miami School of Law where he teaches patent litigation and is the University’s faculty supervisor for the United States Patent and Trademark Office’s Law School Clinic Program.
Tuesday, November 14
10:40 AM – 12:00 PM
Stuart Butler John Dalton
Chief Operating Officer Chief Marketing Strategist
Fuel Travel OPMA
“Driving Consumer Direct Business to Increase Guest Loyalty and Reduce Our Reliance on the OTAs”
Objective: Increasing the percentage of direct bookings by employing a myriad of strategies designed to create a high degree of customer loyalty.
The assault continues. Companies are over promising and pirating owners offering their ability to provide more rental weeks at lower management fees. At the same time, OTAs are sending us bookings with little or no guest contact information while charging the highest commission rates in the history of the rental business.
We need to end these costly situations plaguing us. This session will focus on changing the behavior of existing and potential guests. This will be accomplished in lieu of competing on price with the companies enticing owners to exit our management programs or negotiating with OTAs to reduce the outrageous commissions they dictate.
About Stuart Butler
Stuart moved from England to the US in 2001 and has spent the past 16 years implementing technology and marketing strategies for hundreds of hotels worldwide. Stuart earned his undergraduate degree in Physics with Space Science and a postgraduate degree in Computer Science from the University of Kent at Canterbury. His background as a programmer and a marketer, enable Stuart to take a solutions-minded and innovative approach to everyday marketing challenges. He is also a keynote speaker and the host of the travel industry’s #1 marketing podcast, the Fuel Hotel Marketing Podcast. When not helping his clients drive more direct bookings, you can often find Stuart, with a craft beer in hand, discussing the finer intricacies of the Star Wars universe.
About John Dalton
John Dalton has consulted and trained in almost every aspect of the travel industry. He served in the management ranks of TWA for 10 years. After three years at AAA headquarters in the travel division, he went on his own and became a trainer, consultant and negotiator for the entire tourism industry.
Over the years, John has consulted to almost every major cruise line, tour operator, car rental firm, travel agency consortium and franchises in the industry. Loews, Marriott, Hyatt, Hilton and Choice are among the many franchise and independent hotel companies, including RCI, for whom John has provided consulting services. He has also developed many training programs for the companies.
John is a frequent speaker at travel industry conferences addressing both corporate and vacation travel. His ability to stay ahead of the trends has helped travel organizations to introduce innovative concepts and to offer differentiation, target marketing and provide value added concepts to better serve their clientele and to increase their profitability.
Tuesday, November 14
1:00 PM – 2:00 PM
Vice President Business Development
“The Google Travel/BookingPal/OPMA Program…Where We Stand Today and What the Future Holds”
Objective: To maximize the participation of OPMA members in this program to demonstrate to prospective vacationers and Google that the condo hotel model is the most consistent quality lodging sector in the vacation rental category.
OPMA and BookingPal to provide a high-level overview for new members as well deep dive into the initial beta results of our joint initiative with Google Travel. We will cover success stories and best practices as well as challenges and lessons learned. In addition, we will update progress on connectivity to PMS partners and plans on future integrations.
About Brian Brown
Brian currently serves as VP of Business Development at BookingPal where he oversees sales, strategic partnerships, positioning, implementation and growth as well as customer experience for BookingPal’s clients. Brian is an innovative leader who brings more than 13 years of business development experience to the company. In the past, Brian served as Vice President of Business Development for Homes.com and Forrent.com. Prior to Homes.com, he served as Business Development Manager at EmploymentGuide.com. Brian, his wife Sherry and their children currently reside in Hampton, VA. Brian, a sports enthusiast and enjoys traveling to sporting events and coaching his sons Jack and Tom.
Tuesday, November 14
2:05 PM – 3:05 PM
Vice President of Business Development
“The OPMA Travel Circle Program…An Innovative Owner and Employee Benefit Program Initiative”
Objective: In this session, Wohlford will expand on the progression of the OPMA Travel Circle and detail what steps you, our fellow property management company members, will need to do to in order to participate in the program.
Paul Wohlford, Vice President of Business Development for Resort Collection in Panama City Beach, Florida, closed the Spring 2017 Executive Summit by introducing a new friends and family type travel program, the OPMA Travel Circle. OPMA comprises 46 property management companies (PMCs) across the country, representing over 55,000 vacation rental units, and 37 supplier members, all of which represent a countless number of employees. The OPMA Travel Circle will allow these fellow OPMA members and suppliers, their employees, owners, families, and friends to get exclusive discounts at OPMA member properties around the country.
In addition to the travel benefits it provides, the OPMA Travel Circle will also:
- Leverage homeowners to join your rental management programs.
- Add value to your current rental program.
- Enhance your employee benefits package.
- Allow you to have a competitive edge on non-OPMA member PCMs.
- Increase your website traffic and direct bookings
About Paul Wohlford
Paul Wohlford is the founder and inaugural chairman of the Onsite Property Management Association, and the Vice President of Business Development for Resort Collection. When Wohlford saw a need to level the playing field in the hospitality industry, he spearheaded a group of business leaders across the nation – including Resort Collection – to come together to form OPMA. Prior to joining Resort Collection in 2007, he was the vice president of sales and marketing for the Sandestin Beach and Golf Resort in Sandestin, Florida. Before relocating to Florida, Wohlford spent nine years at the Renaissance Esmeralda in Palm Springs, California; the Hyatt in Hilton Head, South Carolina; the Park Hyatt in San Francisco, California; and the Hyatt in Knoxville, Tennessee, in various sales and marketing roles. Wohlford has served as the chairman of the board for the Panama City Beach Chamber of Commerce and maintains an active presence in the community. Wohlford is a native of Tennessee and a graduate of the University of Tennessee.
Tuesday, November 14
3:15 PM – 4:15 PM
Danny Bradford Shaun McCorry
COO Account Executive
NTE Assurance, LLC Point Central
Brady Stump Paul Wohlford
Partner / Co-Founder VP of Business Development
Rental Guardian Resort Collection
“Let’s Show Our Appreciation to OPMA Homeowner Associations…For They are the Foundation of our Industry”
Objective: This panel session, moderated by John Dalton, is to provide the details of four innovative programs to retain and attract new owners into your management programs and to be presented by your staff to the homeowner associations.
Homeowners are the lifeblood of the PMC business. Their commitment to provide the inventory to us fuels our businesses. We all would like to have 100% of the owners renting their units through our management programs and now we can move closer to that goal.
OPMA members are now positioned to demonstrate our indebtedness to them by offering 4 innovative programs. Three OPMA suppliers working together created programs to reduce the operating costs of owner units. A PMC came up with an exciting concept to reward owners, their relatives and friends with a travel benefit that most will be clamoring to utilize. In addition to owners, this program is available to all employees, relatives and friends of OPMA PMCs and suppliers in appreciation for the dedication and hard work they do.
Wednesday, November 15
8:40 AM – 9:40 AM
Richard Dunbar Drew Frahm
Director of Marketing Vice President
Flip.to Millennium Property Management
Matt Loney Corey Ryan
President Chief Operating Officer
“Providing the Total Guest Vacation Experience Goes Far Beyond Accommodations”
Objective: This panel session, moderated by John Dalton, enables PMCs to understand the individual lifestyles of their guests and communicate the activities, events and sites the destination offers that cater to those lifestyles delivering the “Total Guest Vacation Experience”.
Ask travelers; of all the vacations they have taken, which one they remember most. The first response will be the destination. Now ask them why: and see how long it takes to get to the property where they stayed. The odds are they will ramble on about the things they did and the people they interacted with as they explored the destination. Most of their comments related to the property and accommodations will be after thoughts.
We need to communicate with them, on a one-to-one basis, from the booking date right up to their arrival. We should be informing them about the specific activities, events and sites your community must offer that cater to their individual lifestyles. This panel will convey a variety of approaches from start (guest surveys) to finish, by providing them with the “Total Guest Vacation Experience” before they arrive.
Wednesday, November 15
9:45 AM – 10:45 AM
“A Workshop to Create Consistent OPMA Standards System Wide…To Deliver Higher Levels of Customer Service and Enhanced Profitability”
Objective: Using live examples and interactive group participation, the session will concentrate on developing best practices and immediate takeaways for setting up the most impactful measures and ways to improve your top and bottom line.
Saving money, increasing booked nights, and lifting all owner/guest satisfaction scores are the keys to success for OPMA property managers. In this hands-on workshop, facilitator Rob Woodward, CEO of Katana Software, Inc. will guide us through a templated exercise in setting up dashboards of the most important performance data standards for your properties
About Rob Woodward
Experienced Entrepreneur, Technologist and founder of Katana Software, Inc. developer of Asgard, a world-class resort and facilities business operations and intelligence platform. Asgard provides resort and property management companies a single source of technology platform that cuts operational costs, monitors and boosts key performance metrics, and empowers brand standard growth across properties. Rob has earned the trust of leadership within major hospitality brands as a close strategic business and technology adviser through years of focusing on relationship-based service agreements and solving PMC issues through custom development and integration of partner vendors and legacy systems. Rob’s company has quietly grown to a major industry player referred based on success to now support the entire enterprise operations and inventory of over 40,000 units and counting for brands including Marriott Vacations Worldwide, Vail Resorts, Destination Resorts, Brett-Robinson, Holiday Inn Vacation Club, Diamond Resorts, Intl., Hyatt Residence Club, The Signature at MGM Grand, Vacation Internationale, Classic Resorts Hawaii, East West Resorts, and others. Rob’s current focus is working closely with OPMA leadership to promote and lead an effective team of key suppliers in delivering coordinated and integrated services to PMCs.