How to Price for Profit and Increase Market Share in a Changing Economy. http://events.eyefortravel.com/tdsusa/revenue-management/speakers.asp?t=slideshare www.eyefortravel.com/?t=slideshare
• THE ECONOMY: Reinvent your RM & Pricing Strategies to stimulate demand and take advantage of the economic climate • FORECASTING: Discover how to maintain accurate forecasts, make optimal pricing decisions and achieve higher revenues • PRICING: Get expert advice on setting the right prices for the right customer at the right time • DISTRIBUTION: Optimize the synergy between distribution and RM to increase profits • MARKET SHARE: How do you steal it from others while protecting your own? • DISCOUNTING: What are the alternatives, and should you embrace them? • THE ROLE OF THE RM: Why is your contribution more important now than ever before – and how do you train and retain your top people? SPONSORS MEDIA SPONSORS Two days of networking and learning – a must-attend for senior RM executives in travel How to Price for Profit and Increase Market Share in a Changing Economy ONE PASS GIvES YOU UNLIMITED ACCESS TO 3 CONFERENCES TRAVEL DISTRIBUTION SUMMIT REVENUE MANAGEMENT AND PRICING MOBILE STRATEGIES FOR TRAVEL Top speakers from leading travel brands Sharon Duffy, VP Revenue Management, Hilton Hotels Corporation Chinmai Sharma, VP Revenue Management, Wyndham Hotels Group John Enright, Executive Director, Revenue Account Management, Preferred Hotel Group Julie Szudarek, VP Revenue Management, Orbitz Worldwide Scott Nason, VP Revenue Management, American Airlines (retired) Dr. Peter Belobaba, Principal Research Scientist, Massachusetts Institute of Technology (MIT) Mark Molinari, Executive Director of Revenue Management, Strategic Marketing, The Venetian Resort Hotel Casino Dr. Bill Brunger, Internal Consultant, Continental Airlines (retired) Jeff Roy, Director – Air Revenue Management, Collette Vacations Jim Rozell, Revenue Optimization Leader, Carlson Hotels Worldwide Revenue Management & Pricing in Travel 2009 September 16-17, The Westin, Michigan Avenue, Chicago Travel Distribution Summit N. America 2009 Register before July 3 SAVE $300 on your Conference Pass! ORGANIZED BY:
Transcript
•THEECONOMY:reinvent your rM & pricing strategies to stimulate demand and take advantage of the economic climate
•FORECASTING: Discover how to maintain accurate forecasts, make optimal pricing decisions and achieve higher revenues
•PRICING: Get expert advice on setting the right prices for the right customer at the right time
•DISTRIBUTION: optimize the synergy between distribution and rM to increase profits
•MARKETSHARE: How do you steal it from others while protecting your own?
•DISCOUNTING: What are the alternatives, and should you embrace them?
•THEROLEOFTHERM: Why is your contribution more important now than ever before – and how do you train and retain your top people?
SPONSORS MEDIA SPONSORS
Two days of networking and learning – a must-attend for senior RM executives in travel
How to Price for Profit and Increase Market Share in a Changing Economy
ONEPASSGIvESYOUUNLIMITEDACCESSTO3CONFERENCESTRAvel DisTRibuTioN summiT ReveNue mANAgemeNT AND PRiciNg mobile sTRATegies foR TRAvel
Scott Nason, VP Revenue Management, American Airlines (retired)
Dr. Peter Belobaba, Principal Research Scientist, massachusetts institute of
Technology (miT)
Mark Molinari, Executive Director of Revenue Management, Strategic Marketing,
The venetian Resort Hotel casino
Dr. Bill Brunger, Internal Consultant, continental Airlines (retired)
Jeff Roy, Director – Air Revenue Management, collette vacations
Jim Rozell, Revenue Optimization Leader, carlson Hotels Worldwide
Revenue Management & Pricing in Travel 2009
September 16-17, The Westin, Michigan Avenue, Chicago
Travel Distribution Summit N. America 2009
Register before July 3
SAVE $300 on your Conference Pass!
ORGANIZED BY:
Register now Online at: www.eyefortravel.com/rmusa
Reinventing your Revenue Management Strategies: How can US travel businesses profit from the worst recession since The Great Depression?
“A great opportunity to stay current with ever-changing industry trends while affording excellent networking opportunities” Eric Zaner, Leisure Link
LUNCH BREAK
MORNIN
GAFTERNOON
keynote: Meta-Search
Alternative Lodging Options
A Holistic Approach to Marketing and Distribution
innovations in Search
The evolution of RM
Ancillary Revenue
independant Hotels
Find, Train and Retain Revenue Managers
customer-centric RM & Loyalty
Mobile Transaction Payments
Where does Mobile Fit into Distribution
New Technology for Travel Distribution
Merchandising Through
the Mobile channel
integrate Mobile into Your Systems
LUNCH BREAK
MORNIN
GAFTERNOON
Supplier & OTA Relations
Social Media
Trip Planning Tools
Monetizing Online Programs
industry Analysis
Airlines: GDSs and Ancillary Revenue
TRAvEl disTRibuTion
suMMiT
TRAvEl disTRibuTion
suMMiT
REvEnuE MAnAgEMEnT
& PRiCing
REvEnuE MAnAgEMEnT
& PRiCing
MobilE sTRATEgiEs foR TRAvEl
MobilE sTRATEgiEs foR TRAvEl
Adapting RM in the current
economy
Market Share vs Profitbility
integrating RM and Distribution
Pricing
Forecasting
initial Trials and Future Developments
Mobile for Search, Marketing and
Analysis
DAY 1 DAY 2
Netw
orki
ng C
ockt
ail Pa
rty
5-7p
m a
t th
e cl
ose
of d
ay o
ne
case Studies: experiments in Mobile
Mobile content that Sells
Mobile in Travel: What’s the Hype
All About?
Travel Products that Sell via Mobile
keeping Your customers Through
Mobile
One Pass Gives You Access to Three Co-Located ConferencesChoose from over twenty in-depth sessions and network with a wide variety of senior travel executives across three tracks: Distribution, Revenue Management and Mobile Technology
this is a visual representation and is not a timed agenda
reserve your place at the Conference that shows you how to help your business survive – and thrive – during the economic crisis… and prepare for the green shoots of recovery
2009 will go down as the year that revenue Managers in travel industry firms across america realized their forecasts based on historical data were no longer worth the paper they were printed on.
So what now? the name of the game is reinvention. Quietly yet confidently, a small percentage of travel revenue Managers are switching strategies. By thinking differently – and acting differently – they are turning economic challenge into brilliant opportunity.
It makes the timing of this year’s revenue Management and pricing in travel Usa conference better than ever before. Because this year, our mission is to show you how to:
• Adapt fast to today’s enormously tough business climate
• Get ready for the economic upturn – and have your own rM recovery plan waiting in the wings
MakesureyouunderstandwhyRevenueManagerscanbemorevaluablenowthanever before
Quite simply, the value of revenue Managers does not need to plummet during hard times.
on the contrary. effective rM processes can still make all the difference to your organization’s bottom line – and perhaps now, a bigger difference ever.
the fact is, you need to give direction not take direction. to positively impact revenue, you need to know how to convince senior management to adopt new, and perhaps even initially unpopular strategies. and this conference will give you the ammunition you need to do just that.
For example, the issue of whether or not to discount is becoming increasingly contentious as the weeks go past. should you continue to cut your rates? What are the alternatives? How much is at risk if you make the wrong choice? and is it fair to say that today’s short-term decision will affect your organization’s profitability for years to come?
this is the one proven event in america where you’re guaranteed expert answers to these and other equally pertinent questions.
We’ll demonstrate what the travel leaders are doing to quickly change strategies and policies to reflect current conditions. come and find out which channels and demand segments are performing better than average… what that implies about current sales targets and pricing… and how to zone in on specific marketing programs that deliver top results.
Beyond discounts: What are the smartest RevenueManagersdoing–andshouldyoube concerned?
When you come to check out the conference agenda you’ll see that as well as evaluating the value of opaque pricing you’ll also be able to fully investigate alternatives to discounting.
In particular, we’ll focus on stealing market share. after all, since demand has plummeted, one of the few ways left to grow your business is to capture business from your rivals. solely by discounting? that’s great for customers, but what about your brand?
Find out how to communicate the true value of your products and services. and how to improve customer relationships… boost loyalty initiatives… improve direct marketing revenues… and not even think about cutting back on service.
None of the above can be achieved effectively without optimizing cost centers and profits – making rM an operational imperative.
It’s all knowledge and market intelligence you cannot afford to ignore. otherwise, it’s YoUr market share that revenue Managers will be chasing.
forward to seeing you in Chicago, 16 – 17 September 2009.
“A diverse list of topics which are highly relevant to the travel industry and provided value to all participants” Ben Druce, WestJetRegister now Online at: www.eyefortravel.com/rmusa
“A great opportunity to stay current with ever-changing industry trends while affording excellent networking opportunities” Eric Zaner, Leisure Link
chairmen:
Tom Walker, Managing Director, roomrevenew
steve Pinchuk, VP Profit Optimization, SAS institute
Day One: September 16, 9am – 7pm
Session 1: Presentations and Panel
Adapt & update your Revenue Management & Pricing strategy to Profit in the Current Economic Climate It’s essential to protect profitability and generate ancillary revenues during the recession – and that means you need to adapt your strategies on an ongoing basis. Just dropping rates is no good. You need to communicate the value of your product more than ever, whilst appealing to different segments and stealing market share wherever you can. Your customers, meanwhile, are demanding the best value from every dollar they spend, and are willing to take bigger risks. In this session you’ll get tips on analyzing your performance, measuring your success and achieving your goals in this difficult time.
• In an economic downturn should you chase profit or revenue?
• Lessons from history: How does this recession differ from previous periods of downturn?
• What signs will herald the end of the recession and which markets are leading indicators?
• How can hotels and airlines exploit opportunities and actually thrive right now?
• How can you appeal to different segments and steal market share?
• Which channels will profit from changes in consumer behavior brought on by the recession?
• Providing value to your customers: How can you build value into your marketing campaigns – and deliver an emotional appeal to your customers?
• How do you need to change your revenue management processes during this recession?
• What channels or demand segments are performing better than average? What does this imply about your current sales targets and pricing?
• How can you use RM data to determine which marketing programs are generating incremental revenue – and claim maximum profit from the most successful campaigns?
Dr. peter Belobaba, Principal Research Scientist, MassachusettsInstituteofTechnology
chris anderson, Assistant Professor, cornell University, SchoolofHotelAdministration
Roundtable Lunch Break
Session 3: Presentations and Panel
Expert Advice on setting the Right Prices for the Right Customer at the Right Time: should you Respond to the Elasticity of demand by Reducing Prices?to discount or not to discount? It’s an increasingly contentious issue as companies struggle to compete. What’s more, the decisions you make today will affect your profitability for years to come. so cutting prices may delay your ability to benefit when the economy does bounce back. should you cut your rates? What are the alternatives? and how much damage could you do?
• How do you segment customers by price sensitivity and gauge the likely effect discounting will have on their current and future purchases?
• How do your customers perceive discounts and promotions?
• What are the alternatives to discounting?
• How can you protect your brand and provide value-added components instead of discounting?
• Should you reduce rates to steal market share? How could this affect your profitability?
• What are the advantages of lowering your rates?
• Exactly how hard is it to increase prices after a downturn?
• How can you integrate marketing with yield to optimize promotion and marketing spend?
• Of all the online agencies, Priceline and Hotwire are reporting the highest profits:
- Why are opaque channels are so popular with customers in the current climate?
- How can you use opaque channels as an alternative to discounting, while still maintaining rate integrity?
• Fare families, like those used by Air Canada, offer customers a multiple of differentiated products, each with different price points:
- How can you replace traditional notions of fares with fare families to increase conversion and improve profitability?
- Is there something inherently advantageous in the fare family structure?
- If so, how do you need to change your rM strategy?
- How should you look at demand when people can book in multiple fare classes?
Matt Busch, Director of Pricing Strategy, InterContinentalHotelsGroup
Networking Coffee Break
Session 4: Presentation and Panel
forecasting: integrating the Effects of distribution and Pricing to Achieve higher Revenues Bad news for revenue Managers: the economic slowdown has rendered forecasts based on historical data pretty useless. so what do you do now to make smarter pricing decisions, identify ways to maximize profit and apply pricing restrictions? knowing when customers buy your products is a crucial factor in savvy rM right now, and this session shows you how to generate accurate forecasts that use the correct blend of historical data and latest trends.
• Demand forecasting: How do you identify demand by segment and time, and marry the findings to your rM and pricing strategy?
• Forecasts: To what extent can you rely on technology – and how much is down to the human touch?
“A diverse list of topics which are highly relevant to the travel industry and provided value to all participants” Ben Druce, WestJet
“A great opportunity to stay current with ever-changing industry trends while affording excellent networking opportunities” Eric Zaner, Leisure Link
• How can you know if your forecasts are going to be inaccurate – and what should you do to protect revenues?
• If traditional RM systems produce inaccurate forecasts, what other methods can you use to track demand?
• How will cancellations and no-shows impact your forecasts?
• How much data do you need to forecast accurately? Do you really need a full year? How can you create a “booking pattern” database?
• Can you use algorithms to process your historical demographic data to produce accurate forecasts?
• How can you use technology to gain a greater understanding of competitor prices?
• Will it pay to put your competitors’ pricing at the heart of your forecasting strategy?
• What’s the best way to work with the marketing team and use your forecasts to identify need periods and opportunities?
Greg Weiss, VP Revenue Management, Joie de Virve Hospitality
kim Nugent, Corporate Director Revenue Management, BenchmarkHospitalityInternational
Networking Drinks Party
Day Two: September 17, 9am – 4pm
CornellUniversityBreakfast-OpentoAllQ&ABreakfastwithChrisK.Anderson,Ph.D.cornell University office of executive education invites attendees of eyefortravel´s revenue Management and pricing conference to a Q&a breakfast with chris anderson, ph.D. chris is an assistant professor at the cornell school of Hotel administration. this breakfast will allow for an in-depth discussion surrounding revenue management within the hospitality industry.
keynote Presentation:
The Evolution of Revenue Management: where have we been and where are we going?• Over the past 25 years, the term “Revenue
Management” has become closely associated with pricing in the airline business. How did airlines “invent” this science and progress it to where it is today?
• What roles did Information Technology and operations research play in bringing rM to the current state of the art?
• What are the major shortcomings of the current state of revenue management?
• And what does the future hold for us?
scott Nason, VP Revenue Management, American Airlines (retired)
Session 5: Presentations and Panel
Maximize Profits by selling Ancillary Products & services When Us airlines posted enormous losses last year, they began looking at all parts of their operations to generate cash… now United airlines expects to make $1.2 billion this year through fees and charges.
What’s more, airlines have been surprised by the lack of customer backlash, so this is becoming the norm. so is generating ancillary revenue a better alternative to discounts?
• Which ancillary revenue products and services will deliver maximum profitability for your particular business?
• Hotels: How do you identify the most profitable guests and include non-room revenue in your strategy?
• How do you effectively manage your ancillary revenue partnerships – and overcome technological challenges?
• What are the secrets of creating a program that’s consistent with your brand and avoids alienating customers?
• How should you profile your customers to target them with the most relevant ancillary revenue offerings?
• How can hotels, casinos and other suppliers jump onto this lucrative, airline-led bandwagon?
• Total Revenue Management: How do you maximize revenue across all revenue streams?
• Maximum profitability: How do you analyze ancillary revenue behavior by customer segment and use your rM system to squeeze out extra dollars?
Dr. Bill Brunger, Internal Consultant, Continental Airlines(SvPNetwork,retired)
andrew Goldstone, Sr. Director, Revenue Management, isle of Capri Casinos
Networking Coffee Break
Session 6: Presentations and Panel
Customer-Centric RM & Pricing strategy: why it Pays you to Target specific Customer segments & nurture loyalty: In a recession, retaining loyal customers is priority No. 1. today’s travel leaders are those who not only understand their customers, but are also rolling out customer-centric pricing strategies that reflect this knowledge (not all customers are cutting their travel budgets right now) and putting the right options in front of them at the right time:
• How are Revenue Managers responsible for loyal customers? How can you avoid doing harm?
• How much will it cost you to improve synergy between your crM and rM data – and how big is the potential reward
• How do you address a customer’s willingness to pay?
• What’s the most profitable way to segment your customer data and target specific groups?
• Should you segment customers differently in a recession?
• Airlines are charging lowest-fare customers fees for checking baggage, whereas high-fare customers are exempt. Which segments should receive consistent pricing and which should experience elasticity?
• How do you overcome the challenge of aligning crM and revenue Management departments?
• What does your guest look like? What does your guest value? What do you have that is of value to a specific guest?
• Opaque channels are becoming more popular with rate-hungry consumers. Does brand loyalty inevitably diminish in a recession? and what can you do to maintain customer loyalty?
Mark Moliari, Executive Director of Revenue Management, Strategic Marketing, The Venetian ResortHotelCasino
Juston parker, CEO, ParkerHospitality
tammy Farley, Principal, TheRainmakerGroup
Hariharan subramanian, Director, SabreHoldings
Roundtable Lunch Break
Session 7: Presentations and Panel
spotlight on Revenue Management for small & independent hotels • How do you overcome the unique challenges
posed by small and independent hotels?
• Should you look to reservations managers as potential revenue managers?
• What revenue management technology is suitable and affordable for your business?
• How can hotels price competitively to gain exposure and revenue while maintaining rate integrity?
• How can small and independent hotels build guest loyalty with a rational pricing strategy?
• How do you increase revenues when you’ve got high occupancy rates?
• How do you raise your appeal to higher-rated segments?
John enright, Executive Director, Revenue Account Management, PreferredHotelGroup
kurien Jacob, SVP Revenue Management and Distribution, HighgateHotels
keynote Presentation:
finding, Training & Retaining Talented Revenue Managers this is Not the time for your revenue Management department to hunker down and survive. on the contrary, it’s a great opportunity to add value to your organization and thrive! But with more pressure than ever on revenue Managers to keep a company profitable, where do you find the best people, train them, and keep them loyal?
• How do you prevent your best people from being stolen?
• What skills are imperative – are they instinctive or can they be taught?
• How do you keep up with the latest trends and ensure your staff are well educated in the face of cost-cutting?
• How can you use technology to enable your team to devote more time to marketing and sales?
• How can you decentralize RM so your people can make faster decisions?
Buy a GOLD PASS to get the North American Online Travel Report 2009
This report is perfect for those who value stats, and want to understand how North American travel consumers are currently behaving and what changes are expected in the next few years. It’s packed full of in-depth original data and detailed analysis, identifying trends within the airline, hotel, car rental, cruise, rail, bus, package and online intermediary sectors. Plus, it includes very clear insights into travel distribution trends within the domestic and outbound travel segments.
GROuP DiScOuNTS: For more details on group discounts please call Sinead Mallon at +44 (0) 207 375 7228 or email [email protected]
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NO RiSk ReGiSTRATiONS: If your diary changes DON’T WORRY! We accept cancellations up until Friday 14th August and a full refund will be given prior to this date. (With the exception of non-refundable bronze passes) Credit card registrations are subject to a 10% cancellation fee and cancellations must be received in writing.
“It is great to see group genius at work- a collaboration of travel
professionals to benefit the future of our industry”
Jacki Marks, Director of Pricing and Inventory, Funjet Vacations
“It was the perfect opportunity to keep abreast of current trends.
It also provides the chance to network with fellow
RM professionals across a variety of hospitality industries”
Dan Skodol, Director of Revenue Management, Trump Entertainment Resorts
“Once again EFT has put together a diverse list of topics that are relevant to the travel industry which provided value
to all participants” Ben Druce, Director of Revenue & Pricing, WestJet
“It was great to hear and see the vision of Revenue Management
from industry experts” Sarah Bergeron, Regional Director of Revenue
Management, Intrawest Corp
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september 16-17, The westin, Michigan Avenue, Chicago
Travel Distribution Summit N. America 2009
Revenue Management & Pricing in Travel 2009Register before July 3
SAVE $300 on your Conference Pass!
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AMPLE OPPORTUNITY TO NETWORK WITH THE BEST IN THE INDUSTRY
travel distribution is based on partnerships and at this event deals are initiated, refreshed and most importantly sealed. We know how important your time is, which is why we have specifically designed this event to allow you to meet your fellow delegates and start talking. These include:
ONLINE NETWORKING CENTER - For two weeks leading up to the event, you can network online with fellow delegates with our purpose built messaging service. arrange meetings and avoid missing those crucial contacts
PRE-CONFERENCE RECEPTION – pick up your badge, catch up with old friends and avoid the morning rush before heading out for the evening
NETWORKING DRINKS PARTY - at the end of an information-packed first day this informal reception is the perfect opportunity for you to meet your fellow attendees, see the products on offer and discuss the issues that have been raised
Register now at: www.eyefortravel.com/rmusa
OVER 80 EXPERT SPEAKERS INCLUDING:
WHO YOU WILL MEET
Below is a detailed breakdown of last year’s attendees
Travel Distribution Summit Matthew Crummack, SVP Lodging, Expedia Julie Atkinson, Sr. Director Global Online Sales and Distribution, Starwood Hotels & Resorts Worldwide Scott Hyden, President, STA Travel Virginia Suliman, VP Web Design and Development, Hilton Hotels Corp. Anil Aggarwal, CEO, MileStone Internet MarketingRoseanne Landay, Director of Strategy and Business Development, Pleasant Holidays John Peters, CEO, Tripology Gregg Brockway, CEO, TripIt Cory Garner, Director of Merchandising Strategy, American Airlines Kyle Moore, VP Air and Ground Content and Shopping, Sabre Travel Network Diane Clarkson, Travel Industry Analyst, Forrester Research Mark Mahaney, Director, Internet Research, Citigroup Investment ResearchAshwini Karandikar, VP Client Services, Range Online Media Chris Amenichi, Sr. Director International eCommerce and Distribution Planning, Continental Airlines
Glenn Fogel, EVP Corporate Development, Priceline.com Sam Shank, CEO, DealbaseTammy Peter, VP Channel Management, Wyndham Hotel Group Noreen Courtney-Wilds, VP Sales, JetBlue AirlinesTed Souder, Head of Travel – Central Region, Google Yen Lee, President, Uptake Jeff Davidoff, CMO, Orbitz Anne Payne, CEO, Be Dynamic Sharon McAuliffe, Sr. Director E-Commerce, Aston Hotels & Resorts Doug Miller, VP Global Media, Expedia Paula Twidale, EVP, Collette Vacations Jan Wood, Travel Industry Consultant Business Consultant, Teradata CorporationKate Burda, VP Sales, Extended Stay HotelsJessica Kornacki, VP Marketing, Endless Vacation RentalsBob Barnes, CEO, Zonder
Revenue Management and Pricing Dr. Peter Belobaba, Principal Research Scientist, Massachusetts Institute of Technology
Sharon Duffy, VP Revenue Management, Hilton Hotels Corporation Jeff Roy, Director – Air Revenue Management, Collette Vacations Jim Rozell, Revenue Optimization Leader, Carlson Hotels Worldwide Melissa Skluzacek, Director of Revenue Management, Midwest Airlines Julie Szudarek, VP Revenue Management, Orbitz Worldwide Chinmai Sharma, VP Revenue Management, Wyndham Worldwide Chris Anderson, Assistant Professor, Cornell University, School of Hotel Administration Matt Busch, Director of Pricing Strategy, InterContinental Hotels GroupKristi White, Director, Revenue Optimization, TravelCLICKHariharan Subramanian, Director, Sabre Holdings Greg Weiss, VP Revenue Management, Joie de Virve HospitalityKim Nugent, Corporate Director Revenue Management, Benchmark Hospitality International Scott Nason, VP Revenue Management, American Airlines (retired)Dr. Bill Brunger, Internal Consultant, Continental Airlines (SVP Network, retired)
Andrew Goldstone, Sr. Director, Revenue Management, Isle of Capri Casinos
Mark Moliari, Executive Director of Revenue Management, Strategic Marketing, The Venetian Resort Hotel Casino
Juston Parker, CEO, Parker Hospitality
Tammy Farley, Principal, The Rainmaker Group
John Enright, Executive Director, Revenue Account Management, Preferred Hotel Group
Kurien Jacob, SVP Revenue Management and Distribution, Highgate Hotels
![Cozad Workshop: Revenue Models, Pricing and Projectionsillinois.edu/cms/6414/cozad_financials_presentation_reduced[1].pdf · Cozad Workshop: Revenue Models, Pricing and Projections](https://static.documents.pub/doc/80x56/5b167f8c7f8b9a5e6d8c49d2/cozad-workshop-revenue-models-pricing-and-1pdf-cozad-workshop-revenue-models.jpg)