Eyefortravel - Revenue Management & Pricing In Travel Europe 2008
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Register befor e Friday 3rd October and
Revenue Management & Pricing in Travel Europe 2008
save €200
Conference & Exhibition 2-3 December, Hotel Vier Jahreszeiten Kempinski Munich, Germany
Analyse key future trends in revenue and pricing – re-evaluate your strategy to maximise revenue, protect profit and set the right prices A unique meeting place for RM and Pricing executives to evaluate top tips to boost revenues • Hear best practices to manage revenue, avoid rate erosion and stimulate demand in a down market • Analyse what the future holds for the role of revenue management in your organisation • Apply a profitable revenue management strategy across all your distribution channels
Hear from world leading RM & Pricing professionals including:
Henriette Thilert, Head of Revenue Management, Aer Lingus
Serge Chamelian, Business Development Manager, Revenue Management Unit, Amadeus SAS
Tomas Holan, Director of RM, Czech Airlines
Joerg Esser, Head of Yield Management & Business Development, Thomas Cook Nederland BV
Chris Silcock, Vice President, Revenue, Service Delivery & HRCC, Hilton Hotels
Ben Vinod, Sr Vice President and Chief Scientist, Sabre
Toke Høgild, Head of Pricing / Senior Revenue Manager, SAS Airlines Denmark
Frederic Pisvin, Senior RM Manager, Spanair
• Integrate profit optimisation and RM to maximize revenue across all profit centres • Actively pursue a consumer-centric revenue management strategy to boost revenues • Understand the impact of the internet on strategic pricing and purchasing decisions • Hear top tips for seamless RM system integration from an unbiased perspective !
NEW
New, focused topics will prepare you for today’s turbulent economic climate and future-proof your RM & Pricing strategies.
Save weeks of research - get all the information you need in just 2 days!
James Poole, Head of Global Strategy, Octopus Travel
Ingrid Johnson, Director of Revenue Management, Steigenberger Hotels & Resorts
Siv Forlie, Director of Revenue Management, EMEA, Hyatt International
Warren Mandelbaum, Head of Revenue Management, Premier Inn (Whitbread Hotels)
OPEN now to see the full conference agenda!
Revenue Management & Pricing in Travel Europe 2008 Re-evaluate your Revenue Management and Pricing strategies to ride through the turbulent economic times ahead and boost profit margins
Register befor e Friday 3rd October and
save €200
A unique opportunity to meet the who’s who of RM & Pricing in travel How do you optimise revenues despite falling demand?
to ensure costs are minimised and profits are maximised.
How do you evaluate the performance of your forecasts?
Much has changed since the November 2007 edition of this conference. Despite most European travel companies reporting buoyant demand in the 1st quarter of 2008, a downturn is on the cards for many companies as we go into 2009. Major global travel companies are battling unrelenting increases in fuel prices, a weakening economy and a sharp decline in their share prices.
Whilst we don’t have a crystal ball, we have brought together some of the best minds in revenue management to share their thoughts.
Accurate forecasts are crucial to a revenue management system yet forecasting for the travel industry is inherently difficult. In turbulent times it has never been so important to forecast accurately. However, how do you evaluate the performance of your forecasts? What is the required accuracy? How much time and resources should be allocated to forecasting? Have we become over-dependent on statistical models? You will see what really works and quite simply what doesn’t. Our expert speakers will leave you buzzing with ideas for cost saving improvements which you can implement the moment you return to the office.
A recent EyeforTravel survey found that 69% of European revenue managers in travel have found the credit crunch has led to a greater emphasis on the importance of revenue and pricing in their company. With all eyes on the revenue management function - what should you be doing now to maintain and maximise future revenue? This unique industry forum will provide you with the essential tools, knowledge and contacts you need to steer your company in the right direction. The opening keynote session will examine how you can maximise revenues, protect profit and set the right prices in the face of economic slowdown. Keynote speakers, Chris Silcock, VP Revenue Development at Hilton International and Warren Mandelbaum, Head of Revenue Management at leading budget hotel chain Premier Inn will share key insight into how they plan to manage revenue during this difficult period.
“Like with prior EyeforTravel Revenue Management conferences, I had an excellent return on time spent” Horatiu Tudori, Professor Revenue Management, Ecole Hoteliere De Lausanne
What does the future hold for revenue management? Over the past 30 years revenue management has evolved from a little understood scientific theory to, in many cases, an integral part of every travel company’s decision making process.
How do you develop a consumercentric revenue management strategy? One of the hottest topics in RM in 2008 is going beyond the successful integration of customer data into your RM policies to achieve a fully consumercentric approach to revenue management. It is not just a question of integrating CRM and RM but of taking a fully humanistic approach to RM. To unearth the psychology of how and when different groups buy in order to secure the most profitable reservation. “Very good sessions and topics. It’s always rewarding and encouraging to exchange best practices with different companies” Roselyne Faulkner, Disneyland Resorts
This approach is of such importance to the future of RM that we are dedicating a whole morning to it. First you will hear from one of the key pioneers of this movement - Ben Vinod, SVP & Chief Innovator, Sabre. Then, Glenn Commerford, Head of Pricing, Airmiles will present alongside Dan Martin, Head of Customer Insight, Airmiles to show you how they work together to capitalise on the valuable insight gleaned into their consumers’ behaviour.
Save weeks of research in just 2 days! In short the agenda will provide you with the practical case studies, scientific theory and real life examples to re-evaluate and future-proof your revenue and pricing strategies. You’ll notice that our speaker list reads as a who’s who of the industry- individuals who are setting the standards and leading the field. Our speakers give a well-rounded perspective on real strategies that are being tried and tested in the industry.
“Another great event from Eyefor Travel. The ideal place to network and meet the leaders of the industry” Serge Chamelian, Business Development Manager, Amadeus.
We will then examine the issue of price sensitivity – how can you set prices according to a consumer’s willingness to pay? How can you track consumer traits to predict future behaviour? What are the limitations of a humanistic approach to RM?
Over the past 6 years hundreds of revenue managers have attended this conference and they return year after year. Quite simply, it is the established European meeting place for travel revenue and pricing executives.
Are you confident that you are applying consistent RM across your distribution channels?
You will benefit from the most sought after intelligence in the travel industry, firmly grounded in common sense do’s and don’ts that you can apply to your RM initiatives as soon as you return to your desk.
In order to steer your organisation in the right direction to optimise revenue, you need to understand the key trends shaping the future of revenue management. For example, what tasks are current revenue managers likely to be doing in 5-10 years time? What role will technological developments play?
Is too much of your revenue being lost to third party intermediaries? Hear top tips, hints and ideas on how to ensure that with an ever-increasing number of distribution channels available, you are only working with those that work best for your business. Also, as consumers became more web savvy, find out the potential negative consequences of charging different rates on different channels.
Today, the most innovative and successful revenue managers are not just setting the optimum price for their products - they are evolving into corporate leaders who directly influence the company’s entire distribution, marketing and sales strategies
Experts from Steigenberger Hotels, Club Med, Amadeus, Octopus Travel and Expedia will lead you through case studies and best practices to ensure you have a powerful, effective channel management strategy.
Reserve your place today! Reserve your place today and meet, network and do business with the leading RM, pricing, and travel distribution experts. What’s more, if you book now you can take advantage of our early bird offer and save up to €200 on the full conference fee.
We look forward to welcoming you to Munich, 2-3 December 2008. Book today at www.eyefortravel.com/rmeurope or call +44 (0)207 375 7197
Book now at: www.eyefortravel.com/rmeurope
Day One – Tuesday 2nd December 2008 Chairman’s Introduction
Presentations and Panel
Steve Pinchuk, VP Profit Optimization Systems, SAS Institute
Develop The Revenue Management Function of the Future
Keynote – Presentations and Panel
Maximise Revenue, Protect Profit and Set the Right Prices in the Face of Economic Slowdown • Hear best practices for managing revenue in a down market and avoid rate erosion over the long term • With tighter margins and less disposable income, compiled with the strength of the euro, what else is the revenue manager to do to stimulate demand, if not to cut prices? • What are the dangers of chasing demand by lowering your prices? • What different revenue and pricing policies are other travel companies adopting if any during this tricky period? • Understand how the price elasticity of your consumer might have changed and adjust your offer accordingly • How does opaque pricing allow you to tap into the price sensitive market and generate true incremental demand? How does opaque pricing act as a segmentation vehicle?
• How is the function of revenue management within the organization evolving? • What tasks will current revenue managers be doing in 5-10 years time? • How can you steer your organization towards having a more strategic revenue management function? What are the advantages in doing so? • What are the advantages of a localized RM team vs. a centralized one? • To what extent should revenue managers be involved in key decision making?
• Understand the need to measure the performance of your RM team to maximize the long-term impact of RM • Analyse what skill set you should look for when recruiting a revenue manager of the future
Siv Forlie, Director of RM, EMEA, Hyatt International Networking Lunch Break
• How has revenue management (RM) evolved and what’s next for RM in the travel industry?
Presentations and Panel
Integrate Profit Optimisation and RM to maximise revenue across all profit centres Take a holistic approach to your revenue maximisation strategy and increase profits by up to 30%!
• Assess key future trends affecting RM in travel
• How far away are travel companies from having a comprehensive total revenue management system?
• Understand how technology systems and strategic organisational change has influenced revenue management in the past and learn what the future holds
• Understand the benefits of a total revenue management approach including revenue from ancillary products
James Bain, Head of Revenue Management, Cross Country Trains (Arriva)
Aaron Sugarman, Head of Pricing Development, TUI UK Networking Coffee Break Presentations and Panel
• Should your revenue management rules vary depending on your distribution channel?
Chris Silcock, VP Revenue Delivery, Hilton International (Panel Only)
Since its appearance 3 decades ago, revenue management has transformed the transportation and hospitality industries.
Kate Varini, Senior Lecturer, Oxford Brookes University
• How can revenue managers be made more accountable for their actions?
Warren Mandelbaum, Head of Revenue Management, Premier Inn (Whitbread Hotels)
The Future of Revenue Management
• How can you use XML across all your systems to optimize profit?
Align Your Distribution Channels With Revenue Management
Tomas Holan, Director of Revenue Management, Czech Airlines
Presentation
• Should you stop accepting GDS reservations because they are less profitable? Or close down 3rd party channels?
• Will we ever see a fully integrated RM function overseeing the marketing, sales, pricing and distribution functions of the organization? Or a Chief Revenue Management Officer?
Chris Silcock, VP Revenue Delivery, Hilton International
Networking Coffee Break
• The cost of every sale in different channels has different profitability. What channels deliver the best profit?
• Take Total Revenue Management one step further and develop a profit optimisation strategy • How can you overcome the challenges to unleash the power of a coherent profit optimisation strategy? • How do you apply a centrally coordinated profit optimisation strategy to numerous areas?
• What impact do shifts in distribution have on revenue management?
• See how to measure your performance across various channels and streamline your processes to effectively implement revenue management • How do you manage all your channels and control where they get their data from? • Identify the marketing opportunities for each channel, like GDS ad placements and 3rd Party Enhancements, to increase your hotel’s sort order and market promotions • Supply management - Understand how intermediaries manage supply in relation to demand • Get a better understanding of how much each reservation costs your company, for example, GDS fees, commissions and brand reservation fees • Favour your cheapest distribution channel – encourage direct bookings through manipulating PPC and reduce your dependency on your most costly channels Ingrid Johnson, Director of Revenue Management, Steigenberger Hotels & Resorts James Poole, Director of Global Strategy, Octopus Travel Murad Hajbeehoy, Vice President, Partner Services Group, Expedia Ivan Chemtob, Director Revenue Management & Pricing, Club Med Serge Chamelian, Business Development Manager, Revenue Management Unit, Amadeus SAS 17.30 – Evening Networking Drinks Reception
Book now at: www.eyefortravel.com/rmeurope
Day Two – Wednesday 3rd December 2008 Chairman’s Introduction to Day Two Steve Pinchuk, VP Profit Optimization Systems, SAS Institute
Networking Lunch Break
30 minute case study
Re- Evaluate the Role of Forecasting in Your Organisation
Spotlight on Strategic Pricing Policies The internet has led to greater transparency in pricing policies. What effect has this had on both pricing and purchasing decisions?
Move beyond simply tying in CRM and RM. Build a fully consumer-centric approach to boost revenues.
Accurate forecasts are crucial to a revenue management system yet forecasting for travel industry revenue management systems is inherently difficult. Competitive actions, seasonal factors, the economic environment are a few of the hurdles that must be overcome.
• Identify distinct consumer groups and find out how to track their traits to predict future behaviour.
• In turbulent times it has never been so important to forecast accurately. However, to what extent can forecasting be relied on?
• Analyse the accuracy of such predictions and how to use this data to price according to willingness to pay
• How do you evaluate the performance of your forecasts? What is the required accuracy?
Presentations and Panel
Actively Pursue a ConsumerCentric Revenue Management Strategy To Boost Revenue
• Examine the lifetime value of the customer - unearth the psychology of how and when different groups buy and hold out for a more profitable reservation • Package products to create a perception of unique pricing to make customers feel valued • Discover how to use the latest Web 2.0 techniques to gain a greater understanding of different consumer segments • Analyse the limitations of a consumercentric approach to revenue management. To what extent can revenue management realistically take relationship management into account? • What technological system developments are occurring to resolve the issue of data system integration? Ben Vinod, Sr Vice President and Chief Scientist, Sabre Glenn Commerford, Head of Pricing, Airmiles Dan Martin, Head of Customer Insight, Airmiles Henriette Thilert, Head of Revenue Management, Aer Lingus Jason Houle, Vice President, Travel Solutions, Lixto Software
• At the risk of over-analysing and striving for perfection, how much time and resources should be allocated to forecasting? • Have we become over-dependent on statistical models? • While a small data set may prevent from exploiting the seasonality phenomenon, too many periods makes the forecast unresponsive and not dynamic enough. How do you get the balance right?
• What pricing approach should you take in the face of an increasingly competitive environment? • Understand the effect of rate structure and market price • What effect has greater price transparency had on consumer price perceptions and the opportunity to behave more strategically when making purchase decisions? • As consumer price perceptions vary across different geographical markets, is it necessary to localize your price changing strategies to avoid alienating customers? • Assess the impact of new European consumer pricing laws on pricing strategies for transport providers Toke Høgild, Head of Pricing / Senior Revenue Manager, Scandinavian Airlines Denmark A/S 16.30 - End of Conference
• What is the impact of RM forecasting on other functions? Product planning, marketing and sales as well as RM? • Economic forecasting vs. RM forecasting – how can you balance the two? Joerg Esser, Head of Yield Management & Business Development, Thomas Cook Nederland BV
Plus! Your questions answered! Attend a series of interactive workshops on how to integrate new technology with next generation revenue management techniques to maximise revenues
Networking Coffee Break 30 minute case study
Spotlight on System Management • Hear top tips for seamless RM system integration from an unbiased perspective • What are the key considerations when choosing the right system for your company? • Ensure the delivery and control methods that complement RM systems and processes are updated and monitored Frederic Pisvin, Senior Manager, Revenue Management, Spanair
Reserve your place before Friday 3rd October and save €200 on the full conference fee! Simply go online to www.eyefortravel.com/rmeurope or call Sinead on +44 (0)207 375 7228
Register Now by Calling Sinead on +44 207 375 7228
Fax this page back now to +44 (0)207 375 7576
Revenue Management & Pricing in Travel Europe 2008
Register befor e Friday 3rd October and
save €200
Conference & Exhibition 2-3 December, Hotel Vier Jahreszeiten Kempinski Munich, Germany
3 Easy steps to Register Now! 1. Your Choice of Registration Package
Date and Venue:
2-3 December 2008, Hotel Vier Jahreszeiten Kempinski Munich, Germany
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SAVE €200
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Gold Pass: • 2 Day Conference Pass • CD-Rom of the conference* • A copy of the European Online Travel Report 2008 (published July 2008)**
Silver Pass: • 2 Day Conference Pass • CD-Rom of the conference*
Bronze Pass: • 2 Day Conference Pass
€1995
€1195
€1295
€1395
€1095
€1195
€1295
* Please note: some select speakers may not wish their material, audio and/or visual to be made available and we reserve the right to withhold this material from the CD.
** For more information about the report see the back page of this brochure or alternatively visit www.eyefortravel.com/research
2. Delegate Details Please photocopy this form for multiple registrations Mr / Mrs / Ms / Dr:
Hotel Discounts We have arranged special discounted room rates at the Kempinski Hotel, Munich. Reservation and price details will be sent to you when you register.
Group Discounts Attend as a team and take advantage of significant group discounts. The more people you bring, the more you will save! Contact Paul Lane on +44 (0)2073757597, [email protected], for more details. Fax this form back to Paul on +44 (0)207 375 7576
Cancellation Policy Places are fully transferable without any charge. Cancellations received before 5pm (GMT) Friday 7th November 2008 will be without penalty. However credit card refunds will be subject to a 10% administration fee. Please note - you must notify us in writing of any cancellations. Email any cancellations to: [email protected]. If we do not receive written confirmation of a cancellation by 5pm (GMT) Friday 7th November 2008 we will be obliged to charge the full fee. The organisers reserve the right to make changes to the programme without notice.
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Registrations, EyeforTravel, 7-9 Fashion St, London, E1 6PX, UK
NB: Full payment must be received before the event
OR REGISTER ON THE SECURE WEBSITE: www.eyefortravel.com/rmeurope
Revenue Management & Pricing in Travel Europe 2008
Register befor e Friday 3rd October and
save €200
Conference & Exhibition 2-3 December, Hotel Vier Jahreszeiten Kempinski Munich, Germany
Who will you meet at the event?
THE SPEAKERS
The Revenue Management & Pricing in Travel conference is a unique meeting place for senior European RM & Pricing travel professionals to gain key market insight and do business. The 2 day independent conference forum is a cost effective way to get up to speed with what the industry is really thinking and doing. Our high quality speakers are experts in revenue management, pricing and profit optimisation. Their knowledge “It is great to be able to meet and and experiences will ensure you go back share best practice will colleagues from to the office with cutting edge solutions other brands and sectors” to drive your company forward. Carol Dodds,
Henriette Thilert, Head of Revenue Management, Aer Lingus Glenn Commerford, Head of Pricing, Airmiles Dan Martin, Head of Customer Insight, Airmiles Ivan Chemtob, Director Revenue Management & Pricing, Club Med James Bain, Head of Revenue Management, Cross Country Trains (Arriva) Tomas Holan, Director of RM, Czech Airlines Murad Hajbeehoy, Vice President, Partner Services Group, Expedia Chris Silcock Vice President, Revenue, Service Delivery & HRCC, Hilton Hotels Siv Forlie, Director of RM, EMEA, Hyatt International Ben Vinod, Sr Vice President and Chief Scientist, Sabre Toke Høgild, Head of Pricing / Senior Revenue Manager, SAS Airlines Denmark Frederic Pisvin, Senior RM Manager, Spanair James Poole, Head of Global Strategy, Octopus Travel Serge Chamelian, Business Development Manager, Revenue Management Unit, Amadeus SAS Kate Varini, Professor, Oxford Brookes University Steve Pinchuk, VP Profit Optimization Systems, SAS Institute Ingrid Johnson, Director of Revenue Management, Steigenberger Hotels & Resorts Joerg Esser, Head of Yield Management & Business Development, Thomas Cook Nederland BV Aaron Sugarman, Head of Pricing Development, TUI UK Warren Mandelbaum, Head of Revenue Management, Premier Inn (Whitbread Hotels)
And it’s not just the speakers you will meet. As you can see from the charts below, the attendees are all senior executives with real influence and expertise.
Director of Revenue Management, Chardon Management
THE ATTENDEES by company type Travel supplier Other (Analyst/Academic/Solutions) GDS Intermediary
by job function Revenue Management & Pricing Commercial operations/Strategy/Head Technology Sales & Marketing/Business Development Other (Analyst, Academic, Consultant, Press)
Gain key market information s! upgrade to a Gold pass! Plu Gold pass holders will be able to gain key market insight from EyeforTravel´s NEW 2008 edition of the European Online Travel Report. The detailed report reveals the very latest travel distribution trends in Europe, presents an in-depth analysis of our new research findings and offers strategic support for travel companies throughout the world looking to target the European market.
By purchasing the report as part of the Gold pass you save €375!
5 EASY WAYS TO REGISTER! @ Email: [email protected]
2
Fax:
+44 (0)207 375 7576
( Call:
Sinead on +44 (0)207 375 7228
8 Online:
www.eyefortravel.com/rmeurope
* Mail:
Registrations, EyeforTravel, 7-9 Fashion St, London, E1 6PX, UK
REGISTER ON THE SECURE WEBSITE: www.eyefortravel.com/rmeurope
Revenue Management & Pricing in Travel Europe 2008
save €200
Conference & Exhibition 2-3 December, Hotel Vier Jahreszeiten Kempinski Munich, Germany
Analyse key future trends in revenue and pricing – re-evaluate your strategy to maximise revenue, protect profit and set the right prices A unique meeting place for RM and Pricing executives to evaluate top tips to boost revenues • Hear best practices to manage revenue, avoid rate erosion and stimulate demand in a down market • Analyse what the future holds for the role of revenue management in your organisation • Apply a profitable revenue management strategy across all your distribution channels
Hear from world leading RM & Pricing professionals including:
Henriette Thilert, Head of Revenue Management, Aer Lingus
Serge Chamelian, Business Development Manager, Revenue Management Unit, Amadeus SAS
Tomas Holan, Director of RM, Czech Airlines
Joerg Esser, Head of Yield Management & Business Development, Thomas Cook Nederland BV
Chris Silcock, Vice President, Revenue, Service Delivery & HRCC, Hilton Hotels
Ben Vinod, Sr Vice President and Chief Scientist, Sabre
Toke Høgild, Head of Pricing / Senior Revenue Manager, SAS Airlines Denmark
Frederic Pisvin, Senior RM Manager, Spanair
• Integrate profit optimisation and RM to maximize revenue across all profit centres • Actively pursue a consumer-centric revenue management strategy to boost revenues • Understand the impact of the internet on strategic pricing and purchasing decisions • Hear top tips for seamless RM system integration from an unbiased perspective !
NEW
New, focused topics will prepare you for today’s turbulent economic climate and future-proof your RM & Pricing strategies.
Save weeks of research - get all the information you need in just 2 days!
James Poole, Head of Global Strategy, Octopus Travel
Ingrid Johnson, Director of Revenue Management, Steigenberger Hotels & Resorts
Siv Forlie, Director of Revenue Management, EMEA, Hyatt International
Warren Mandelbaum, Head of Revenue Management, Premier Inn (Whitbread Hotels)
OPEN now to see the full conference agenda!
Revenue Management & Pricing in Travel Europe 2008 Re-evaluate your Revenue Management and Pricing strategies to ride through the turbulent economic times ahead and boost profit margins
Register befor e Friday 3rd October and
save €200
A unique opportunity to meet the who’s who of RM & Pricing in travel How do you optimise revenues despite falling demand?
to ensure costs are minimised and profits are maximised.
How do you evaluate the performance of your forecasts?
Much has changed since the November 2007 edition of this conference. Despite most European travel companies reporting buoyant demand in the 1st quarter of 2008, a downturn is on the cards for many companies as we go into 2009. Major global travel companies are battling unrelenting increases in fuel prices, a weakening economy and a sharp decline in their share prices.
Whilst we don’t have a crystal ball, we have brought together some of the best minds in revenue management to share their thoughts.
Accurate forecasts are crucial to a revenue management system yet forecasting for the travel industry is inherently difficult. In turbulent times it has never been so important to forecast accurately. However, how do you evaluate the performance of your forecasts? What is the required accuracy? How much time and resources should be allocated to forecasting? Have we become over-dependent on statistical models? You will see what really works and quite simply what doesn’t. Our expert speakers will leave you buzzing with ideas for cost saving improvements which you can implement the moment you return to the office.
A recent EyeforTravel survey found that 69% of European revenue managers in travel have found the credit crunch has led to a greater emphasis on the importance of revenue and pricing in their company. With all eyes on the revenue management function - what should you be doing now to maintain and maximise future revenue? This unique industry forum will provide you with the essential tools, knowledge and contacts you need to steer your company in the right direction. The opening keynote session will examine how you can maximise revenues, protect profit and set the right prices in the face of economic slowdown. Keynote speakers, Chris Silcock, VP Revenue Development at Hilton International and Warren Mandelbaum, Head of Revenue Management at leading budget hotel chain Premier Inn will share key insight into how they plan to manage revenue during this difficult period.
“Like with prior EyeforTravel Revenue Management conferences, I had an excellent return on time spent” Horatiu Tudori, Professor Revenue Management, Ecole Hoteliere De Lausanne
What does the future hold for revenue management? Over the past 30 years revenue management has evolved from a little understood scientific theory to, in many cases, an integral part of every travel company’s decision making process.
How do you develop a consumercentric revenue management strategy? One of the hottest topics in RM in 2008 is going beyond the successful integration of customer data into your RM policies to achieve a fully consumercentric approach to revenue management. It is not just a question of integrating CRM and RM but of taking a fully humanistic approach to RM. To unearth the psychology of how and when different groups buy in order to secure the most profitable reservation. “Very good sessions and topics. It’s always rewarding and encouraging to exchange best practices with different companies” Roselyne Faulkner, Disneyland Resorts
This approach is of such importance to the future of RM that we are dedicating a whole morning to it. First you will hear from one of the key pioneers of this movement - Ben Vinod, SVP & Chief Innovator, Sabre. Then, Glenn Commerford, Head of Pricing, Airmiles will present alongside Dan Martin, Head of Customer Insight, Airmiles to show you how they work together to capitalise on the valuable insight gleaned into their consumers’ behaviour.
Save weeks of research in just 2 days! In short the agenda will provide you with the practical case studies, scientific theory and real life examples to re-evaluate and future-proof your revenue and pricing strategies. You’ll notice that our speaker list reads as a who’s who of the industry- individuals who are setting the standards and leading the field. Our speakers give a well-rounded perspective on real strategies that are being tried and tested in the industry.
“Another great event from Eyefor Travel. The ideal place to network and meet the leaders of the industry” Serge Chamelian, Business Development Manager, Amadeus.
We will then examine the issue of price sensitivity – how can you set prices according to a consumer’s willingness to pay? How can you track consumer traits to predict future behaviour? What are the limitations of a humanistic approach to RM?
Over the past 6 years hundreds of revenue managers have attended this conference and they return year after year. Quite simply, it is the established European meeting place for travel revenue and pricing executives.
Are you confident that you are applying consistent RM across your distribution channels?
You will benefit from the most sought after intelligence in the travel industry, firmly grounded in common sense do’s and don’ts that you can apply to your RM initiatives as soon as you return to your desk.
In order to steer your organisation in the right direction to optimise revenue, you need to understand the key trends shaping the future of revenue management. For example, what tasks are current revenue managers likely to be doing in 5-10 years time? What role will technological developments play?
Is too much of your revenue being lost to third party intermediaries? Hear top tips, hints and ideas on how to ensure that with an ever-increasing number of distribution channels available, you are only working with those that work best for your business. Also, as consumers became more web savvy, find out the potential negative consequences of charging different rates on different channels.
Today, the most innovative and successful revenue managers are not just setting the optimum price for their products - they are evolving into corporate leaders who directly influence the company’s entire distribution, marketing and sales strategies
Experts from Steigenberger Hotels, Club Med, Amadeus, Octopus Travel and Expedia will lead you through case studies and best practices to ensure you have a powerful, effective channel management strategy.
Reserve your place today! Reserve your place today and meet, network and do business with the leading RM, pricing, and travel distribution experts. What’s more, if you book now you can take advantage of our early bird offer and save up to €200 on the full conference fee.
We look forward to welcoming you to Munich, 2-3 December 2008. Book today at www.eyefortravel.com/rmeurope or call +44 (0)207 375 7197
Book now at: www.eyefortravel.com/rmeurope
Day One – Tuesday 2nd December 2008 Chairman’s Introduction
Presentations and Panel
Steve Pinchuk, VP Profit Optimization Systems, SAS Institute
Develop The Revenue Management Function of the Future
Keynote – Presentations and Panel
Maximise Revenue, Protect Profit and Set the Right Prices in the Face of Economic Slowdown • Hear best practices for managing revenue in a down market and avoid rate erosion over the long term • With tighter margins and less disposable income, compiled with the strength of the euro, what else is the revenue manager to do to stimulate demand, if not to cut prices? • What are the dangers of chasing demand by lowering your prices? • What different revenue and pricing policies are other travel companies adopting if any during this tricky period? • Understand how the price elasticity of your consumer might have changed and adjust your offer accordingly • How does opaque pricing allow you to tap into the price sensitive market and generate true incremental demand? How does opaque pricing act as a segmentation vehicle?
• How is the function of revenue management within the organization evolving? • What tasks will current revenue managers be doing in 5-10 years time? • How can you steer your organization towards having a more strategic revenue management function? What are the advantages in doing so? • What are the advantages of a localized RM team vs. a centralized one? • To what extent should revenue managers be involved in key decision making?
• Understand the need to measure the performance of your RM team to maximize the long-term impact of RM • Analyse what skill set you should look for when recruiting a revenue manager of the future
Siv Forlie, Director of RM, EMEA, Hyatt International Networking Lunch Break
• How has revenue management (RM) evolved and what’s next for RM in the travel industry?
Presentations and Panel
Integrate Profit Optimisation and RM to maximise revenue across all profit centres Take a holistic approach to your revenue maximisation strategy and increase profits by up to 30%!
• Assess key future trends affecting RM in travel
• How far away are travel companies from having a comprehensive total revenue management system?
• Understand how technology systems and strategic organisational change has influenced revenue management in the past and learn what the future holds
• Understand the benefits of a total revenue management approach including revenue from ancillary products
James Bain, Head of Revenue Management, Cross Country Trains (Arriva)
Aaron Sugarman, Head of Pricing Development, TUI UK Networking Coffee Break Presentations and Panel
• Should your revenue management rules vary depending on your distribution channel?
Chris Silcock, VP Revenue Delivery, Hilton International (Panel Only)
Since its appearance 3 decades ago, revenue management has transformed the transportation and hospitality industries.
Kate Varini, Senior Lecturer, Oxford Brookes University
• How can revenue managers be made more accountable for their actions?
Warren Mandelbaum, Head of Revenue Management, Premier Inn (Whitbread Hotels)
The Future of Revenue Management
• How can you use XML across all your systems to optimize profit?
Align Your Distribution Channels With Revenue Management
Tomas Holan, Director of Revenue Management, Czech Airlines
Presentation
• Should you stop accepting GDS reservations because they are less profitable? Or close down 3rd party channels?
• Will we ever see a fully integrated RM function overseeing the marketing, sales, pricing and distribution functions of the organization? Or a Chief Revenue Management Officer?
Chris Silcock, VP Revenue Delivery, Hilton International
Networking Coffee Break
• The cost of every sale in different channels has different profitability. What channels deliver the best profit?
• Take Total Revenue Management one step further and develop a profit optimisation strategy • How can you overcome the challenges to unleash the power of a coherent profit optimisation strategy? • How do you apply a centrally coordinated profit optimisation strategy to numerous areas?
• What impact do shifts in distribution have on revenue management?
• See how to measure your performance across various channels and streamline your processes to effectively implement revenue management • How do you manage all your channels and control where they get their data from? • Identify the marketing opportunities for each channel, like GDS ad placements and 3rd Party Enhancements, to increase your hotel’s sort order and market promotions • Supply management - Understand how intermediaries manage supply in relation to demand • Get a better understanding of how much each reservation costs your company, for example, GDS fees, commissions and brand reservation fees • Favour your cheapest distribution channel – encourage direct bookings through manipulating PPC and reduce your dependency on your most costly channels Ingrid Johnson, Director of Revenue Management, Steigenberger Hotels & Resorts James Poole, Director of Global Strategy, Octopus Travel Murad Hajbeehoy, Vice President, Partner Services Group, Expedia Ivan Chemtob, Director Revenue Management & Pricing, Club Med Serge Chamelian, Business Development Manager, Revenue Management Unit, Amadeus SAS 17.30 – Evening Networking Drinks Reception
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Day Two – Wednesday 3rd December 2008 Chairman’s Introduction to Day Two Steve Pinchuk, VP Profit Optimization Systems, SAS Institute
Networking Lunch Break
30 minute case study
Re- Evaluate the Role of Forecasting in Your Organisation
Spotlight on Strategic Pricing Policies The internet has led to greater transparency in pricing policies. What effect has this had on both pricing and purchasing decisions?
Move beyond simply tying in CRM and RM. Build a fully consumer-centric approach to boost revenues.
Accurate forecasts are crucial to a revenue management system yet forecasting for travel industry revenue management systems is inherently difficult. Competitive actions, seasonal factors, the economic environment are a few of the hurdles that must be overcome.
• Identify distinct consumer groups and find out how to track their traits to predict future behaviour.
• In turbulent times it has never been so important to forecast accurately. However, to what extent can forecasting be relied on?
• Analyse the accuracy of such predictions and how to use this data to price according to willingness to pay
• How do you evaluate the performance of your forecasts? What is the required accuracy?
Presentations and Panel
Actively Pursue a ConsumerCentric Revenue Management Strategy To Boost Revenue
• Examine the lifetime value of the customer - unearth the psychology of how and when different groups buy and hold out for a more profitable reservation • Package products to create a perception of unique pricing to make customers feel valued • Discover how to use the latest Web 2.0 techniques to gain a greater understanding of different consumer segments • Analyse the limitations of a consumercentric approach to revenue management. To what extent can revenue management realistically take relationship management into account? • What technological system developments are occurring to resolve the issue of data system integration? Ben Vinod, Sr Vice President and Chief Scientist, Sabre Glenn Commerford, Head of Pricing, Airmiles Dan Martin, Head of Customer Insight, Airmiles Henriette Thilert, Head of Revenue Management, Aer Lingus Jason Houle, Vice President, Travel Solutions, Lixto Software
• At the risk of over-analysing and striving for perfection, how much time and resources should be allocated to forecasting? • Have we become over-dependent on statistical models? • While a small data set may prevent from exploiting the seasonality phenomenon, too many periods makes the forecast unresponsive and not dynamic enough. How do you get the balance right?
• What pricing approach should you take in the face of an increasingly competitive environment? • Understand the effect of rate structure and market price • What effect has greater price transparency had on consumer price perceptions and the opportunity to behave more strategically when making purchase decisions? • As consumer price perceptions vary across different geographical markets, is it necessary to localize your price changing strategies to avoid alienating customers? • Assess the impact of new European consumer pricing laws on pricing strategies for transport providers Toke Høgild, Head of Pricing / Senior Revenue Manager, Scandinavian Airlines Denmark A/S 16.30 - End of Conference
• What is the impact of RM forecasting on other functions? Product planning, marketing and sales as well as RM? • Economic forecasting vs. RM forecasting – how can you balance the two? Joerg Esser, Head of Yield Management & Business Development, Thomas Cook Nederland BV
Plus! Your questions answered! Attend a series of interactive workshops on how to integrate new technology with next generation revenue management techniques to maximise revenues
Networking Coffee Break 30 minute case study
Spotlight on System Management • Hear top tips for seamless RM system integration from an unbiased perspective • What are the key considerations when choosing the right system for your company? • Ensure the delivery and control methods that complement RM systems and processes are updated and monitored Frederic Pisvin, Senior Manager, Revenue Management, Spanair
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Revenue Management & Pricing in Travel Europe 2008
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Revenue Management & Pricing in Travel Europe 2008
Register befor e Friday 3rd October and
save €200
Conference & Exhibition 2-3 December, Hotel Vier Jahreszeiten Kempinski Munich, Germany
Who will you meet at the event?
THE SPEAKERS
The Revenue Management & Pricing in Travel conference is a unique meeting place for senior European RM & Pricing travel professionals to gain key market insight and do business. The 2 day independent conference forum is a cost effective way to get up to speed with what the industry is really thinking and doing. Our high quality speakers are experts in revenue management, pricing and profit optimisation. Their knowledge “It is great to be able to meet and and experiences will ensure you go back share best practice will colleagues from to the office with cutting edge solutions other brands and sectors” to drive your company forward. Carol Dodds,
Henriette Thilert, Head of Revenue Management, Aer Lingus Glenn Commerford, Head of Pricing, Airmiles Dan Martin, Head of Customer Insight, Airmiles Ivan Chemtob, Director Revenue Management & Pricing, Club Med James Bain, Head of Revenue Management, Cross Country Trains (Arriva) Tomas Holan, Director of RM, Czech Airlines Murad Hajbeehoy, Vice President, Partner Services Group, Expedia Chris Silcock Vice President, Revenue, Service Delivery & HRCC, Hilton Hotels Siv Forlie, Director of RM, EMEA, Hyatt International Ben Vinod, Sr Vice President and Chief Scientist, Sabre Toke Høgild, Head of Pricing / Senior Revenue Manager, SAS Airlines Denmark Frederic Pisvin, Senior RM Manager, Spanair James Poole, Head of Global Strategy, Octopus Travel Serge Chamelian, Business Development Manager, Revenue Management Unit, Amadeus SAS Kate Varini, Professor, Oxford Brookes University Steve Pinchuk, VP Profit Optimization Systems, SAS Institute Ingrid Johnson, Director of Revenue Management, Steigenberger Hotels & Resorts Joerg Esser, Head of Yield Management & Business Development, Thomas Cook Nederland BV Aaron Sugarman, Head of Pricing Development, TUI UK Warren Mandelbaum, Head of Revenue Management, Premier Inn (Whitbread Hotels)
And it’s not just the speakers you will meet. As you can see from the charts below, the attendees are all senior executives with real influence and expertise.
Director of Revenue Management, Chardon Management
THE ATTENDEES by company type Travel supplier Other (Analyst/Academic/Solutions) GDS Intermediary
by job function Revenue Management & Pricing Commercial operations/Strategy/Head Technology Sales & Marketing/Business Development Other (Analyst, Academic, Consultant, Press)
Gain key market information s! upgrade to a Gold pass! Plu Gold pass holders will be able to gain key market insight from EyeforTravel´s NEW 2008 edition of the European Online Travel Report. The detailed report reveals the very latest travel distribution trends in Europe, presents an in-depth analysis of our new research findings and offers strategic support for travel companies throughout the world looking to target the European market.
By purchasing the report as part of the Gold pass you save €375!
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