VRM Intel Live! Wilmington Conference Guide

CONFERENCE GUIDE

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Peak Season Travel Trends With spring and summer travel looking more promising than ever, the months ahead should bring in a lot of business and a lot of guests. Here are a few trends to watch for and a few tips to help you keep your cool and make this peak season a great one.

Fast Facts Travelers Seek Sun and Fun • March, April and May travel to warmer destinations is up 211% compared to 2021 and up 10% over 2019 • Beach destinations are a big hit, with Orlando taking the #1 spot and Tampa, Ft. Lauderdale and Miami all landing in the top ten1

The Vacation Rental Climate • The demand for short-term rentals is higher than ever and average daily rates continue to climb with coastal destinations up 16.7% • Higher ADR’s can be attributed to more bookings and increases in cleaning and other operating costs2

Property Management and Tech Adoption • 80% of property managers want to acquire more properties or clients • 67% of property managers encourage new adoption of preferred technologies • Owners and hosts using a full-service property manager are more likely to achieve their financial goals3

Ways To Stay Cool This Peak Season Rental agreement best practices API integration Hurricane preparedness Travel insurance made simple

About Generali Global Assistance For over 30 years, Generali Global Assistance has When you partner with Generali Global Assistance, you’re working with a company with over 30 years of experience and backed by one of the world’s largest insurance providers. Our success is built on our reputation for assisting travelers in the most difficult of circumstances and delivering vacation rental protection solutions designed to meet your needs.

generalitravel.com/vrmintel VRM Intel Advertorial_482951_0422

Sources: 1. AAA 2. AirDNA 3. Phocuswright

TABLE OF CONTENTS 3 Schedule 5 Basic Information/Conference Map 6 Agenda 10 Session Descriptions By Time CONFERENCE GUIDE SPONSORED BY PROPERSUM 1

all together. all driven. all in. all the vacation rental management tools your business needs to thrive.

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Conference Schedule

April 27, 2022, Aloft Hotel VRM Intel Live! Wilmington presented by Generali Global Assistance

7:00 - 12:00

Registration Open

7:45 - 9:30

Registration and Breakfast sponsored by Extenteam

8:15 - 8:45

Welcome and Breakfast Keynote - Overcoming Adversity (And How to Get Out of Your Own Head) with Karen Fleck

8:45 - 9:35

General Keynote - State of the Region: Post-Pandemic Vacation Rental Performance and 2022 Summer Forecast with Jason Sprenkle, CEO, Key Data

9:50 - 10:30

Breakout Sessions

10:30 - 11:00

Refueling Break, Networking, and Shopping sponsored by Safely (Vendor Hall)

11:00 - 11:40

Breakout Sessions

11:50 - 12:30

Breakout Sessions

12:30 - 1:30

Taste of Carolina Lunch sponsored by Inhabit IQ

12:50 - 2:00

Keynote Discussion - The Post-Pandemic Vacation Rental Industry Transformation with Executive Panel: Ali Breaux, Mike Harrington, Miller Hawkins, Whitney Sauls, and Clark Twiddy, moderated by Amy Hinote; Plus an Important Regulations Discussion facilitated Rent Responsibly

2:15 - 2:55

Breakout Sessions

2:55 - 3:25

Refueling Break, Networking, and Shopping (Vendor Hall)

3:25 - 4:05

Breakout Sessions

4:20 - 5:00

Breakout Sessions 3

Find us at VRM Intel Events!

Give your homeowners peace of mind knowing who is staying in their home and providing comprehensive coverage when something goes wrong.

With guest screening and $1M in comprehensive coverage, Safely protects against:

Property Damage

Identity Fraud

Bodily Injury

Bad Guests

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Safely - Vacation Rental Protection Redefined

+1 (855) SAFELY-8

hello@safely.com

www.safely.com

Basic Information

REGISTRATION LOCATION AND INFORMATION DESK Registration will be located outside Platform A at the end of the main lobby hallway.

ALL-DAY BEVERAGE STATION SPONSORED BY SAFELY Thirtsy? Coffee, water, and sodas available for attendees through 4:00 on Wednesday. The beverage station is located in the Exhibitors Hall.

WIFI SPONSORED BY ICND Network: MarriottBonvoy_Conference Password: ICNDRocks!

CONFERENCE APP For conference information, session descriptions, and more, access our conference app at vrmintellive.com/app.

TACTIC BOARDROOM

THE PARLOUR ROOM

CONFERENCE MAP

PLATFORM PORCH

FOOD AND BEVERAGE & EXIBIT AREA

D

C

B

COASTLINE CENTER

A

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AGENDA

Platform C

Parlour Room

Platform D

7:45

9:30

Registration and Breakfast sponsored by Extenteam

8:15

8:45

WELCOME AND BREAKFAST KEYNOTE - OVERCOMING ADVERSITY (AND HOW TO GET OUT OF YOUR OWN HEAD) with Karen Fleck

8:45

9:35

GENERAL KEYNOTE - STATE OF THE REGION: POST-PANDEMIC VACATION RENTAL PERFORMANCE AND 2022 SUMMER FORECAST with Jason Sprenkle, CEO, Key Data

9:50

10:30

10:30 11:00

The VR Digital Marketing Benchmarks You Should Be Hitting in 2022 and Beyond with Conrad O’Connell

The 2022 People Problem: Four Key Components to Include in Your “People Strategy” with Steve Trover, CEO, Better Talent

Goodbye Silos, Hello Workflows: Leverage Technology to Simplify Workflows and Create Efficiencies with Lino Maldonado, President, BeHome247

Refueling Break, Networking, and Shopping sponsored by Safely (Vendor Hall)

11:00 11:40

VRM Marketing Workshop: The PostPandemic Marketing Plan with Amy Hinote

Hire For Success: Remote Team Management and Staffing after the Great Resignation with Ari Eryorulmaz, Founder, Extenteam

What to Know Before You Grow. with Jason Gann, TravelNet Solutions

11:50 12:30

Proven Tactics: Website Features to Guide Your Booking Funnel with Mike Doute and Vanessa Humes, Intercoastal Net Designs (ICND)

Hurricanes, COVID-19, Chargebacks: Are You Prepared? with Tracy Cappel, Generali Global Assistance

How to Organize and Implement a New Property Management System with Claiborne Yarbrough, Barefoot

Periscope TACTIC BOARDROOM

11:50 12:30

Additional Breakout Session: Everything You Need to Know About Selling Your Business in 2022: A Vacation Rental Managers Guide to Maximizing Value in the Sale of Your Business with Ben Edwards, CEO Weatherby Consulting

12:30

1:30

Taste of Carolina Lunch sponsored by InhabitIQ

12:50

2:00

KEYNOTE DISCUSSION: THE POST-PANDEMIC VACATION RENTAL INDUSTRY TRANSFORMATION with Executive Panel: Ali Breaux, Mike Harrington, Miller Hawkins, Whitney Sauls, and Clark Twiddy moderated by Amy Hinote; Plus an Important Regulations Discussion facilitated by Rent Responsibly

2:15

2:55

2:55

3:25

3:25

4:20

10 Simple Steps to Grow Your Vacation Rental Inventory with Brooke Pfautz, CEO, Vintory

What Makes You Different? Setting Your Company and Properties Apart from the Sea of Vacation Rentals with Chris Curry, Brady Stump, and Austin Taylor, Inhabit IQ

The Ever-Growing Importance of Property Care Programs with Matt Barr, VP, Breezeway

Refueling Break, Networking, and Shopping (Vendor Hall)

4:05

Revenue Management Essentials: Optimize Your Pricing Strategy with Ryan Saylor, Beyond

Addressing the Elephant in the Room: Is your vacation rental properly protected? with Edye Malcolm, VP, Safely

Change Management: The Opportunities and Challenges of a Technology Change with Jared Olinger, LMPM

5:00

What We’ve Learned Pricing 1000s of Properties (Really) by Providing Revenue Management for 100s of Managers (Really) with Talia Lockard, Rented

Confessions of a Former PM: Five Powerful Discoveries that Produce Stronger Profits with Fewer Frustrations with Wes Walker, CEO, Propersum

Don’t Just Survive, Thrive: Leveraging Technology to Reach Your Goals with a Leaner Team with Brian Brown, Guesty

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PRESENTED BY

VRMintel IN PARTNERSHIP WITH

VACATION RENTAL SOFTWARE

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Ready to streamline your business?

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Goodbye silos.

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Learn more at behome247.com/hospitality | (888) 641-7094 9

Session Descriptions

WEDNESDAY, APRIL 27, 2022 7:45 AM ‒ 9:30 AM REGISTRATION AND THE ATLANTIC BREAKFAST SPONSORED BY EXTENTEAM

Breakfast Buffet in Platform A; Tables in Platform C

8:15 AM ‒ 9:35 AM WELCOME AND OPENING KEYNOTE: OVERCOMING ADVERSITY (AND GETTING OUT OF YOUR OWN HEAD!) WITH KAREN FLECK, PLATFORM C & D GENERAL SESSION: STATE OF THE INDUSTRY POSTPANDEMIC VACATION RENTAL PERFORMANCE AND 2022 SUMMER FORECAST WITH JASON SPRENKLE, CEO, KEY DATA, PLATFORM C & D 9:50 AM ‒ 10:30 AM BREAKOUT SESSIONS: PLATFORM C, PLATFORM D, PARLOUR ROOM The VR Digital Marketing Benchmarks You Should Be Hitting in 2022 and Beyond

Industry benchmarks exist for a myriad of VRM company performance metrics such as occupancy, ADR, and RevPAR. But what about your own website metrics and digital marketing data? In this presentation, we will walk through our 2022 VRM Benchmark Report, which includes 65+ vacation rental companies with over ten million pageviews worth of data to review what the “averages” say about direct marketing sources, success, channels, and results.

Come to learn and benchmark your results against other vacation rental companies doing over $60M a year in direct bookings.

Presenter: Conrad O’Connell, Founder, BuildUp Bookings Room: Platform C The 2022 People Problem: Four Key Components to Include in Your People Strategy

Technology, marketing, safety—the problems VR pros experience are endless. Yet, while these areas are consistently optimized, the people strategy is not.

This session reveals the four key components to saving you money and time while supporting an amazing culture.

Presenter: Steve Trover, CEO, Better Talent Room: Parlour Room

Goodbye Silos, Hello Workflows: Leverage Technology to Simplify Workflows and Create Efficiencies

The future of vacation rental property management is here, and it has never been easier to run, optimize, and streamline your operations. Learn how and where you can leverage technology to simplify workflows and create efficiencies to generate more of your most valuable asset: time!

Presenter: Lino Maldonado, President, BeHome247 Room: Platform D

10:30 AM ‒ 11:00 AM REFUELING BREAK: NETWORKING, SHOPPING, WARM CINNAMON ROLLS, FRESH FRUIT, SODAS, COFFEE, AND BOTTLED WATER SPONSORED BY SAFELY, PLATFORM A & B 11:00 AM ‒ 11:40 AM BREAKOUT SESSIONS, PLATFORM C, PLATFORM D, PARLOUR ROOM 2022 VRM Marketing Workshop: New Considerations in Your Post-Pandemic Marketing Plan

A lot has changed in vacation rental marketing over the last two years, but—with the high demand we’ve been seeing—very few people are talking about it. In this highly interactive workshop, we will discuss OTA optimization, working with revenue managers, digital geotargeting, destination and content marketing, guest personas, email marketing, and repeat guest marketing. Now is the time to capitalize on advanced marketing strategies to prepare for the future and increase market share.

Presenter: Amy Hinote, Founder, VRM Intel Room: Platform C

Hire For Success: Remote Team Management and Staffing after the Great Resignation

Technology, “new normals,” and the great resignation have changed how we work. We will cover best practices for hiring remote team members and keeping them engaged and motivated, go over tools and methodologies to find the right people for the right seats, and measure their performance using standardized KPIs and technologies that Extenteam uses for 80+ of its clients in various sizes—that you can implement on your own—regardless of your unit count.

Presenter: Ari Eryorulmaz, Founder, Extenteam Room: Parlour Room What to Know Before You Grow?

Most businesses want to grow over the long term, but few will attain healthy, sustainable growth. What is their secret? Among other things, it is the ability to scale. This session will cover the difference between growth and scaling along with steps to plan for scalability. We will dive into how to build a tech stack that fits your long-term needs, avoids “tech debt,” and enables you to scale your operations effectively. And because even the best-laid plans are known to go awry, we will also share some common growing pains and how to spot and fix broken processes along the way.

Presenter: Jason Gann, TravelNet Solutions Room: Platform D

11:50 AM ‒ 12:30 PM BREAKOUT SESSIONS, PLATFORM C, PLATFORM D, PARLOUR ROOM, TACTIC BOARDROOM Everything You Need to Know about Selling Your Business in 2022: A Vacation Rental Managers’ Guide to Maximizing Value in the Sale of Your Business

With revenue and profits at an all-time high, many vacation rental managers are exiting and pursuing the sale of their business.

This session will explore, in detail, the current buy/sale process, opportunities and pitfalls, and tangible techniques designed to help you garner maximum value in the sale of your business.

Presenter: Ben Edwards, CEO, Weatherby Consulting Room: Tactic Boardroom

Proven Tactics: Website Features to Guide Your Booking Funnel

We know it is not easy—getting guests to book direct. You spend hours and dollars getting guests to your website, but what comes next? If the process is not user-friendly and intuitive, impatient shoppers may bounce. Let us take a deep look at website features and functionality that guide your guests through the booking funnel. We will break down the most effective ways to make sure your guests use your website for repeat bookings and what features give you the best return on investment.

Presenters: Mike Doute and Vanessa Humes, Intercoastal Net Designs (ICND) Room: Platform C Hurricanes, COVID-19, Chargebacks: Are You Prepared?

After everything we have learned in the past two years, are you protecting your income? In this session, learn about three tools that will help you combat three of the biggest threats to your business.

Presenter: Tracy Cappel, Generali Global Assistance Room: Parlour Room

How to Organize and Implement a New Property Management System

Based on ten years of helping clients organize and prepare for a successful transition to a new software, this session is not meant to be a lecture but a jumping-off point for a discussion about how you can successfully prepare for a PMS transition (or any technology). If you are thinking about it, went through this recently, or have hard-won lessons, please join us to make sure we share best practices.

Presenter: Claiborne Yarbrough, Barefoot Room: Platform D

12:30 PM ‒ 1:30 PM TASTE OF CAROLINA LUNCH SPONSORED BY INHABIT IQ Lunch Buffet in Platform A; Tables in Platform C

12:50 PM ‒ 2:00 PM

THE POST-PANDEMIC VACATION RENTAL INDUSTRY TRANSFORMATION WITH EXECUTIVE PANEL: ALI BREAUX, SUN REALTY; MIKE HARRINGTON, CAROLINA RETREATS; MILLER HAWKINS, BOOE REALTY; WHITNEY SLOANE SAULS, SLOANE VACATIONS; AND CLARK TWIDDY, TWIDDY & CO.; MODERATED

BY AMY HINOTE, VRM INTEL + PLUS IMPORTANT REGULATORY DISCUSSION WITH THE PANEL FACILITATED BY DAVID KRAUSS, CEO, RENT RESPONSIBLY 2:15 PM ‒ 2:55 PM BREAKOUT SESSIONS, PLATFORM C, PLATFORM D, PARLOUR ROOM Ten Simple Steps to Grow Your Vacation Rental Inventory

In this presentation, we will break down the process of growing your property inventory into ten simple steps and explain how following these steps can help VRMs consistently add new properties and steadily grow their revenue and profits.

Presenter: Brooke Pfautz, CEO, Vintory Room: Platform C

What Makes You Different? Setting Your Company and Properties Apart in the Sea of Vacation Rentals

The vacation rental industry has been flooded. Traveler and owner needs are evolving. What will it take for your brand to stand out to potential travelers and owners in the sea of rentals? Our panel of experts will provide tips on what you must do to stay agile and take your company to the next level.

Presenters: Brady Stump, Rental Guardian; Austin Taylor, Streamline, RevMax; Chris Curry, Q4 Launch Room: Parlour Room The Ever-Growing Importance of Property Care Programs

Matt Barr, Breezeway’s VP of Sales, will review data from our 2022 Operations Survey, sharing how evolving traveler expectations are creating new challenges and opportunities for shortterm rental operators.

Presenter: Matt Barr, VP, Breezeway Room: Platform D

2:55PM ‒ 3:25PM REFUELING BREAK: NETWORKING, SHOPPING, INTERNATIONAL CHEESE DISPLAY WITH FRESH BAGUETTES AND BERRIES, CHEESECAKE BITES, BROWNIES, PETIT FOURS, CHOCOLATECOVERED STRAWBERRIES, SODAS, COFFEE, AND BOTTLED WATER SPONSORED BY SAFELY, PLATFORM A & B 3:25 PM ‒ 4:05 PM BREAKOUT SESSIONS, PLATFORM C, PLATFORM D, PARLOUR ROOM

Revenue Management Essentials: Optimize Your Pricing Strategy

Looking to take your pricing strategy to the next level? Join us as we dive into the latest short-term rental pricing strategies and uncover ways to stay ahead of your competition. From market data and portfolio insights to restrictions and discounting, this session is a chance to learn the ins and outs of a sound short-term rental pricing strategy.

Presenter: Ryan Saylor, Beyond Room: Platform C

Addressing the Elephant in the Room: Is Your Vacation Rental Properly Protected?

The short-term and vacation rental industry is a risky business.

Properties—your most valuable assets—are easily damaged, and repairs affect your bottom line. Without the right protection, a simple mistake can turn into a colossal problem. Vacation rental protection comes in many different forms, and depending on your situation, some are much better than others.

Google-Play What level of coverage each short-term rental needs.

Google-Play How guest screening differs from ID verification—and why it matters.

Google-Play Why proper coverage is crucial to increasing revenue and improving guest satisfaction.

Presenter: Edye Malcolm, VP, Safely Room: Parlour Room Change Management: Opportunities and Challenges of a Technology Change

With the acceleration of technology, property managers are adopting new solutions at breakneck speeds—and the rate of change will not be slowing anytime soon. In this session, we’ll share tips to get ahead of the curve and prepare your business for a successful technology change, from selecting the right solution to post-launch optimization (and everything in between).

Google-Play What change management is and how to avoid the valley of despair.

Google-Play Understand “fit” and why it is as important as product.

Google-Play Why trusting the process and communication is key.

4:05 PM ‒ 5:15 PM HAPPY HOUR BEER AND WINE, PLATFORM A & B 4:20 PM ‒ 5:00 PM BREAKOUT SESSIONS, PLATFORM C, PLATFORM D, PARLOUR ROOM What We Have Learned Pricing Thousands of Properties (Really) by Providing Revenue Management for Hundreds of Managers (Really)

Rented’s Revenue Management and Client Success teams are excited to share real data, metrics, and improvements for property managers. Launching or improving a revenue management strategy is important for your growth, and we will share ideas to help you get on the path to improved KPIs such as occupancy, RevPAR, and EBITDA. Presenter: Talia Lockard, Rented Room: Platform C

Confessions of a Former Property Manager: Five Powerful Discoveries that Produce Stronger Profits with Fewer Frustrations

Designed for management companies experiencing and seeking growth, this session provides a concise and uncomplicated playbook for enhancing the pillars of your program to produce stronger profits with fewer frustrations.

Presenter: Wes Walker, CEO, Propersum Room: Parlour Room

Do Not Just Survive—Thrive: Leveraging Technology to Reach Your Goals with a Leaner Team

In the hospitality industry, we are witnessing employee resignation on a massive scale, which results in vacation rental management companies facing incredible challenges. Join Guesty’s Brian Brown for a thoughtful conversation on best practices for leveraging powerful automation tools to optimize your business, thus enabling you to operate with an efficient team while reducing operating expenses and increasing revenue by monetizing your valuable time.

Presenter: Brian Brown, Guesty Room: Platform D

Presenter: Jared Olinger, LMPM Room: Platform D

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Aug 8-10, Nashville, TN vrdarm.com

Our Value Proposition Extenteam now supports 70+ vacation rental brands throughout the United States.

Our virtual team members work exclusively for you to supercharge your guest services, reservations, marketing, bookkeeping, IT support, and other core business functions. Start with a month-to-month commitment, and build from there. Our laser focus on the property management industry means that we match you with experienced professionals passionate about your business.

Say goodbye to these pain points when you work with extenteam:

✓ Digging through resumes ✓ Paying for benefits ✓ Troubleshooting the internet ✓ Productivity check-ins ✓ Taking calls on nights & weekends ✓ Tracking hours & schedules ✓ Computers & other hardware ✓ Paying for staffing software ✓ Worrying about retention ✓ Managing expectations ✓ Negotiating raises & bonuses ✓ Issuing payroll ✓ Paying employer taxes

“We highly recommend Extenteam as a value-add partner for any rentals business. Superb talent, easy billing, and great overall service.”

— Jennifer Torsleff., Stay Montana

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extenteam.com

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