Eyefortravel - Revenue Management & Pricing In Travel Usa 2008

Travel Distribution Summit N. America 2008

1-2 October, Caesars Palace, Las Vegas

Register before July 18

to

save $300 on your conference pass !

Revenue Management & Pricing in Travel USA 2008

How to Boost Your Revenues Even When Times are Tough • Hear how to set the right prices in the face of economic slowdown

Just imagine what you could learn from these industry leaders!

• Apply a profitable revenue management strategy across all your distribution channels • Analyze the role of Revenue Managers within your travel organization and put revenue management at the core of your business decisions • Learn how to apply Revenue Management techniques to groups and meeting space

Jay Hubbs, Director of Revenue Management, Expedia Partner Services Group

Chinmai Sharma, VP Revenue Management, Wyndham Hotels Group

Michael Bentley, Director, Revenue Management Modeling and Analytics, InterContinental Hotels Group

Susan Cary, Director of Revenue Management, AlaskaAir

Melissa Skluzacek, Director of Revenue Management, Midwest Airlines

Dr. Peter Belobaba, Principal Research Scientist, Massachusetts Institute of Technology (MIT)

Ben Druce, Director of Revenue and Pricing, WestJet

Dr. Bill Brunger, Internal Consultant, Continental Airlines

Gregg Chapman, Senior Manager Revenue and Profit Management, Walt Disney Parks and Resorts

Rick Zeni, VP Revenue Management, JetBlue Airways

• Understand and overcome the unique challenges faced by small and independent hotels • Find out how to maximize your revenue through accurate forecasting • Get advice on implementing a consumercentric Revenue Management strategy to boost revenue Sponsors

Media Sponsor

Get 3 Conferences for the Price of 1! Book now and gain unlimited access to ALL THREE Travel Distribution Summit Conferences - Full details inside

The Annual Learning & Networking Opportunity for Revenue Managers & Pricing Experts in Travel Recession in 2008-2009 will result in a 6.1% decline in room revenue for the US lodging inventory until 2010 (PKF). Revenue Management will become even more valuable during this period of economic slowdown. And the role Revenue Managers have within your company will become even more vital. In an uncertain market the way you manage your channels and price your product is essential to the success of your business. If your RM and Pricing strategy can adapt to economic changes AND you put RM at the core of your business decisions, you’ll continue to grow profits. The Revenue Management and Pricing in Travel 2008 event will help you achieve this goal. As you will see from the detailed agenda, this event has been shaped and molded by senior RM & Pricing executives in the travel

industry – like you. Their input has enabled us to create a two day RM think tank that is topical and directly relevant to your concerns. 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. The conference kicks off with a guide to pricing your travel product. Looking at how and when you should you cut prices? And how you appeal to the price-conscious customer, who, may have less money to spend, but is more web savvy and so cheaper to market and distribute to? You will discover how to put your customer’s behavior and purchasing profile at the forefront of your RM strategy and focus on what the customer is willing to pay. Expert speakers from hotels, airlines and top academic institutions will show you how to shift from product-centered view of demand, to models based on customer behavior.

Are you confident that you are applying consistent RM across your distribution channels? Is too much of your revenue being lost to third party intermediaries? You’ll also hear top tips, hints and ideas as to how to ensure that, with an ever-increasing number of distribution channels available, you are only working with those that work best, and are the most cost effective for your business. In 2007 our Revenue Management USA conference saw the highest increase in the number of delegates of any EyeforTravel event. And it’s not surprising. Our delegates benefit from the most sought after intelligence in the travel industry, firmly grounded in common sense do’s and don’ts that they can apply as you as they return to their desk. Reserve your place today and meet, network and do business with the leading RM, pricing and distribution experts in travel.

Gain Access to Three Co-Located Conferences on One Pass and

Choose from Over Twenty In-depth Sessions! This year we have co-located three conferences under one roof to provide you with the opportunity to network with a greater variety and number of travel executives. And purchasing one conference pass gives you access to all

three conferences, meaning that you can choose from over twenty in-depth sessions examining Technology, CRM, Ancillary Revenue, Revenue Management, Pricing, Distribution, eCommerce and Online Marketing. Tailor your two-day

The Rise of NextGeneration Travel Intermediaries

How to sell Travel in an Economic Downturn

Pricing in an Economic Slowdown

Align Distribution With Revenue Management

Ancillary Revenue in Travel How can Ancillary Revenue Benefit Travel?

Which Products to Offer, and When? Managing Ancillary Revenue Internally and Externally

LUNCH BREAK

AFT E RN O ON

The Staying Power of Traditional Tour Operators

Meta-Search: Who, How & When

The Role of Revenue Managers

Third-Party Technology and Ancillary Revenue

Small & Independent Hotels

The Evolution of the GDS

RM techniques for Groups & Meeting Space RM and Condos

A Customers Willingness to Pay

The Travel Distribution Executive Conference

Revenue Management & Pricing in Travel

Ancillary Revenue in Travel

Digital Trends for 2008 MO RNIN G

MO RNIN G

Role of Innovation in Online Travel

Revenue Management & Pricing in Travel

Ancillary Revenue from A-Z

Forecasting

Consumer Response to Ancillary Revenue

Impact of Changing Fare Structures on RM

Is Ancillary Revenue Program Consistent with Your Brand?

Customer Behavior

Online Advertising Campaigns

Profit Optimization LUNCH BREAK

AFT E RN O ON

Travel Distribution Executive Conference

DAY 2 Networking Cocktail Party 5-7pm at the close of day one

DAY 1

conference experience by selecting the sessions that suit your areas of expertise and come away with a wealth of information and a list of contacts that simply isn’t available anywhere else.

Using Social Media to Enhance Distribution

Website Optimization

Consumer-Centric Revenue Management

Profile Customers with Precise Products

Dynamic Packaging

Ancillary Revenue and Loyalty

This is a visual representation and is not a timed agenda

Register now Online at: www.eyefortravel.com/tdsusa

Get Expert Advice on Integrating Revenue Management with Pricin October 1st: 9.00am – 7.30pm Chairman: Warren Lieberman, President, Veritec Solutions Steve Pinchuk, VP Profit Optimization Systems, SAS Institute

9.00 – 10.30: Session 1:

Maintain Revenues and Set the Right Prices in the Face of Economic Slowdown • With less disposable income and the continuing credit crunch, what else is the revenue manager to do to stop the bleeding and stimulate demand, if not to cut rates? • In the face of an impending recession, hear best practices for managing revenue in a down market and avoid rate erosion over the long term • What are the dangers of chasing demand by lowering your prices? • Considering the success of Ryanair and Southwest, are we to assume that the low-price model is the ultimate solution for the airline business? Will the low-cost models ultimately fare better? • 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? • Examine the price-elasticity of your customers and propose alternative products Jay Hubbs, Director of Revenue Management, Expedia Partner Services Group Chris Anderson, Assistant Professor, Cornell University, School of Hotel Administration Ben Druce, Director of Revenue and Pricing, WestJet

10.30 – 11.00: Networking Coffee Break

11.00 – 1.00: Session 2:

Align Distribution With Revenue Management • How are distribution channels shifting and what impact does this have on revenue management? Where should you focus your time and resources? • Should your revenue management rules vary depending on your distribution channel?

• Get a better understanding of how much each reservation costs your hotel, for example, GDS fees, commissions and brand reservation fees Dr. Bill Brunger, Internal Consultant, Continental Airlines, (SVP Network, Continental Airlines, retired) Chinmai Sharma, VP Revenue Management, Wyndham Hotels and Resorts Kurien Jacob, SVP RM and Distribution, Highgate Hotels

1.00 – 2.00 Roundtable Lunch Break

• How should a revenue manager divide their time when resources are stretched? What should you be focusing on? • Is a best rate guarantee on your website the best way to encourage direct sales and greater rate control? • Get advice from hotels who have built basic RM tools from scratch • Is a manual system always out-dated? Kate Varini, Senior Lecturer, Oxford Brookes University & Founder betterrevenue.com

2.00 – 3.30: Session 3:

4.40 – 5.10: Presentation:

The Role of Revenue Managers Within Travel Organizations

Spotlight on Revenue Management Techniques for Groups and Meeting Space

• How do you persuade your organization to put RM at the core of all business decisions in order to achieve maximum revenue? • Which RM organizational structures work and why? Should sales and marketing report to RM?

• How can you apply revenue management techniques to groups and meeting space to generate more profits? • Hear the latest group pricing models and get tips on pricing for large groups and conventions

• Resolve the ongoing battle between your marketing department and RM and ensure your marketing promotions are in alignment with your RM decisions

• Evaluate, in advance, which events will yield the most revenue

• What combination of skills makes a good revenue manager? • Has web 2.0 made a revenue manager’s life more difficult?

• Discover how to optimize revenue through group pricing and length-of-stay patterns Kim Nugent, Corporate Director of Revenue Management, Benchmark Hospitality

• Where should you look to recruit talented revenue managers?

5.10 – 5.40: Presentation:

• How do you stop Reservations Managers making rate changes at their own discretion? • How can you show the results of your RM efforts to senior management and convince them to give RM the respect it deserves? Susan Cary, Director of Revenue Management, AlaskaAir Melissa Skluzacek, Director of Revenue Management, Midwest Airlines Gregg Chapman, Senior Manager Revenue and Profit Management, Walt Disney Parks and Resorts Elizabeth Churchill, VP Sales and Marketing, Aqua Hotels and Resorts

3.30 – 4.00: Networking Coffee Break

4.00 – 4.40: Presentation

• See how to measure your performance across various channels and streamline your processes to effectively implement revenue management

Spotlight on Revenue Management for Small and Independent Hotels

• How do you manage all your channels and where they get their data from?

• How do you overcome the unique challenges posed by small and independent hotels?

• 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

• How do you manage prices across various channels to ensure that your intermediaries don’t undercut you?

• How do you measure the performance of an event? Occupancy or revenue per individual?

Spotlight on Condo and TimeShare Revenue Management • How does Condo Revenue Management vary from a traditional hotel? What do you need to know to keep our individual owners content? • Who is staying in condos, are they different to hotel guests? How do their length of stay and booking patterns compare? • What is the difference in terms of contract and operational needs? • What is the difference between condo hotels and condo owners? • Condo owners often don’t understand why you are selling your condo for different prices. How do you get the owner to have confidence that the rate decisions you make are in the best interest of the property? Speaker for this session to be confirmed – please check the website for updates

5.40 – 7.30: Networking Cocktail Party

For more information call James Brown on +44 (0) 207 375 7551 – UK

ng and Distribution and Optimize Profits Across Your Organization October 2nd: 9.00am – 3.30pm 9.00 – 10.30: Session 4:

Maximize Your Revenue Through Accurate Forecasting • For the airline industry a 10% improvement in accuracy can contribute a 3% increase in revenue. Learn how to create a forecast mentality throughout your organization • Which periods of time should you use for forecasting? How do you divide time and provide a good basis for forecasting? • How should you forecast in a time of economic instability? • What is the best forecasting model? Historical models? Advanced models? Combined models? What are the pros and cons of each? • How can you adapt forecasting models in a period of rapid market change, when historical data is insufficient? Or do you need a new model entirely? • Are guests so predictable that their buying patterns can be pinpointed and predictions made about what they will do? What about the human element? • Improve your forecasting to take into account the effect of pricing on purchasing behavior • Understand the difference between constrained and unconstrained forecasting. How can unconstrained demand forecasting help you optimize revenue? What role can your RM system play in forecasting demand?

Rick Zeni, VP Revenue Management, JetBlue Airways Jim Rozell, Senior Director Revenue Optimization, Carlson Hotels Group Dominic Beveridge, Senior Account Manager, JDA Software Group Service Industries Michael Bentley, Director, Revenue Management Modeling and Analytics, InterContinental Hotels Group

10.30 – 11.00: Networking Coffee Break

11.00 – 11.30: Keynote Presentation:

What is the Impact of Changing Fare Structures on Airline RM Systems? • How have simplified and less restricted fares affected the ability of airline RM systems to maximize revenue? • To what extent do the current shortcomings of RM systems contribute to lower yields, higher loads factors, and overall lower airline revenues?

• What are airlines and RM system developers doing to modify forecasting and optimization models in an effort to reclaim revenues lost to fare simplification and reduced demand segmentation? • Learn about the latest research into new RM methods designed to estimate passenger willingness to pay and optimize revenues in today’s less restricted airline pricing environment. Dr. Peter Belobaba, Principal Research Scientist, MIT International Center for Air Transportation

11.30 – 12.00: Keynote Presentation:

How to Optimize Profits in a Multi-Channel Environment • See why a lack of Profit Optimization understanding, coupled with internal politics, often prevents the unlocking of this huge revenue source – How can you overcome the challenges to unleash the power of a coherent profit optimization strategy? • How do you quantify, analyze and strategically implement a profit optimization strategy? • How can you utilize XML standards to increase profit? • The same booking in different channels has different profitability. What channels deliver the best profit? • How can you segment your customers to deliver maximum profits? What rates are marketable for each segment? Neil Salerno, CHME, CHA, Consultant & Author, Hotel Marketing Coach

• How are the airlines classifying the needs of the customer and providing them with a variety of purchasing choices? What impact can this have on revenue management? • Unearth the psychology of how and when different groups buy and hold out for a more profitable reservation • Examine the lifetime value of the customer and take a humanistic approach to revenue management Juston Parker, President, Parker Hospitality Group Tammy Farley, Principal, The Rainmaker Group

2.30 – 3.00: Networking Coffee Break

3.00 – 3.30: Closing Presentation:

Manage the Marketing Mix to Achieve Optimum Revenues • How do you deal with multiple revenue streams and vastly different cost margins? • How do you maintain your highest yields without damaging partnerships and negotiations with contracts? • What mix gains the maximum revenue? • How do you manage for market share vs profit? • Could you use an automated system to eventually manage the marketing mix? • Get advice on closely monitoring inventory and rates on the OTAs and decide when to close inventory to lower rated rooms when demand warrants it Speaker for this session to be confirmed – please check the website for updates

12.00 – 1.00: Roundtable Lunch Break

1.00 – 2.30: Session 5:

Actively Pursue a Consumer-Centric Revenue Management Strategy To Boost Revenue • Hear how to segment your customers into distinct buying groups, demonstrating different booking behaviors, then find out how to track their traits to predict future behavior • How do you monitor changes to various customer segments and detect downturns? Learn how to set prices according to your customers’ willingness to pay • See how your competitors have boosted sales by sending targeted messages to certain segments in specific channels at specific times • Casino customers may be willing to be segmented when they can see the immediate benefit, but how do you segment other groups of travelers who are less willing?

5 Easy Ways To Register Email: [email protected] Fax: This form to 1 800 814 3460 or if you are outside the USA + 44 (0) 207 375 7576 Call: Toll free 1 800 814 3459 (Ext 320) or if you are outside the USA +44 (0) 207 375 7551 Online: www.eyefortravel.com/ tdsusa Mail: Registrations, EyeforTravel, 7-9 Fashion Street, London E1 6PX, UK

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Revenue Management & Pricing in Travel

Register before July 18

save $300 on your conference pass !

1-2 October, Caesars Palace, Las Vegas This conference is a key forum for high-level executives to network, learn and discuss their future strategy. See what your fellow travel experts have said about last year’s event: “Excellent conference and I will be using many of the facts and reports for next years budget presentation.”

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“Good mix of speakers. The brief, yet informative, presentations allowed for more discussion which is essential at this type of event.” James Van Sistine, Director or Revenue Optimization, Carlson Hotels

Register before 22 August 2007 SAVE $100

Bronze PASS Includes: • 2 Day Conference Pass

This report will provide you with up to the minute data and strategic analysis of the US online travel market. Incorporating an overview of the market, as well as detailed sector analyses which uncover trends of airlines, hotels and intermediaries, plus an insight into leading companies, this report will help you to strategically position your company. Exploring historical data from 2002 and looking forward to 2010, this is an essential source of market intelligence that will enable you to define your online strategy for 2008 and beyond.

We have arranged a special discounted room rate at Caesars Palace. Reservation details will be sent to you when you register. Please note that there is limited availability, so it is recommended that you book early to take advantage of this offer.

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All conference places are fully transferable without any charge at any time. There will be no penalty for cancellations received before Friday 5th September 2008 (Credit card registrations are subject to a 10% cancellation fee). If written confirmation of a cancellation is not received before Friday 5th September 2008 we will be obliged to charge the full conference fee. Please note, you must inform the conference desk in writing of any cancellations: please email [email protected]

Purchasing one conference pass gives you access to all 3 conferences: • The Travel Distribution Executive Conference 2008 • Revenue Management & Pricing in Travel 2008 • Ancillary Revenue in Travel



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SILVER PASS Includes: • 2 Day Conference Pass • CD-Rom of the conference (with presentations and an audio stream)

“A great opportunity to hear what others in the industry are doing while confirming the current direction of our own plans. A great show.”

Aditi Verma, Revenue Manager, Gaylord Palms

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The sooner you book the more you save! Early bird offers could save you $300, so book soon to get the best possible price. Plus the more people you bring, the more you will save! If you buy 4 conference passes you will receive one free pass. For more details on group discounts please call James Brown +44 (0) 207 375 7551 or email [email protected]

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Includes: • North American Online Travel Market Report (worth $995 if purchased separately) • 2 Day Conference Pass • CD-Rom of the conference (audio and presentations)

“A well-organised conference that touched on some very important topics. The moderator was fantastic and provided some excellent examples.”

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Name on card: Signature: NB: Full payment must be received before the event © Copyright 2006 First Conferences Ltd. EyeforTravel reserves the right to make changes to the programme prior to the event. All rights reserved. www.firstconf.com/firstconf/legal_notice.html This document contains original material which is protected by copyright. No unauthorised use of the material herein may be made without the prior consent of First Conferences Ltd. EyeforTravel is a proprietary creation and trademark of First Conferences Ltd.

Meet Over 200 Revenue Management and Pricing Experts in One Place!

Travel Distribution Summit 1-2 October, Caesars Palace, Las Vegas

N. America 2008

Register before July 18

MAKE THE ESSENTIAL CONTACTS YOU NEED TO BOOST YOUR REVENUE MANAGEMENT PERFORMANCE & INCREASE PROFITS

to

save $300 on your conference pass !

Ample opportunities to network with fellow attendees and meet potential partners… Travel Distribution is based on partnerships and at “EyeforTravel this event distribution continues to be the best attended deals are initiated, Revenue Management conference in refreshed and most North America and is an invaluable source of networking and crossimportantly sealed. pollination of industry ideas” Our delegates are Dominic Beveridge, Senior Account some of the most Manager, JDA Software inc senior decision-makers in the travel industry and with 1000 people expected at our 2008 Summit the networking possibilities are endless. 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 CONTACT CENTER – Organize meetings in advance and touch base with those crucial contacts through our online networking center. This online system will be up and running before the event so you can make initial contact and after the event to catch-up with the people you missed. By limiting the number of emails we’ll ensure that you only hear from potential partners and avoid spam.

PRE-REGISTRATION PARTY – 30th September – Once arriving at Caesars Palace, come and meet your fellow delegates in the Hotel bar. Collect your badge and avoid the morning rush. It’s an ideal place to meet old friends and start your networking before heading out into Las Vegas.

COCKTAIL EVENING – 1st October – We know that you want to meet your fellow delegates and speakers in a social environment at the end of an information-packed first day - which is why our networking receptions are always such a great success! Being held in the exhibition hall, this informal environment is the perfect opportunity for you to see the products on offer, meet your fellow delegates and discuss the issues that have been raised.

COFFEE & LUNCH BREAKS – The backbone of your networking; you’ll be able to cement relationships and discuss future business opportunities during two lunch breaks and four coffee breaks. We promise you’ll have ample time to network with your fellow attendees across the two days.

“EyeforTravel is one of the few opportunities for revenue management professionals to network. It is a fantastic opportunity to learn the best practices of other companies as well as information about car rental, airline and cruise industries.” Megan Watters, Revenue Manager, Holloway Lodging

EXPERT SPEAKERS INCLUDE Brian Robb, SVP Corporate Development, The Mark Travel Corporation Frank Petito, SVP Corporate Development, Orbitz Worldwide Gregg Schulze, VP Air, The Americas, Expedia Noreen Henry, VP Hotels & Packaging, Travelocity Tammy Peter, VP Global Distribution Strategy, Wyndham Hotel Group William Koo, Chief Marketing Strategist, Castle Hotels & Resorts Ben Druce, Director of Revenue & Pricing, WestJet Dr. Peter Belobaba, Principal Research Scientist, MIT International Center for Air Transportation Brett Cochran, Director of Business Development, JetBlue Airways Diane Clarkson, Travel Analyst, Jupiter Research

Dr. Natasa Christodoulidou, Ph.D, Assistant Professor of Marketing, California State University, Dominguez Hills Elizabeth Churchill, VP Sales & Marketing, Aqua Hotels & Resorts Barry Biffle, SVP & CMO, Spirit Airlines Glen Harvell, VP & General Manager, Travelocity On Location Greg Webb, Chief Marketing Officer, Sabre Travel Network & Sabre Airline Solutions Amy Scarth, Head of Research, EyeforTravel Chinmai Sharma, VP Revenue Management, Wyndham Hotels & Resorts Chris Amenechi, Senior Director International eCommerce & Distribution Planning, Continental Airlines Chris Anderson, Assistant Professor, Cornell University, School of Hotel Administration

Cormac Wheelan, CEO, Datalex Dave Jones, Director, Web Business, WestJet David Gross, SVP Global Airline Distribution, Sabre Gregg Chapman, Senior Manager Revenue & Profit Management, Walt Disney Parks & Resorts Gregory Saks, Director, Compete Jake Fuller, Managing Director, Thomas Weisel Partners Jay Hubbs, Director of Revenue Management, Expedia Partner Services Group Jim Rozell, Senior Director Revenue Optimization, Carlson Hotels Group Julie Szudarek, VP of Revenue Management, The Americas, Orbitz Worldwide Kate Varini, Senior Lecturer, Oxford Brookes University & Founder, betterrevenue.com

Kim Nugent, Corporate Director of Revenue Management, Benchmark Hospitality Rob Bunker, Director, Revenue Management Consulting & Analysis, Harrah’s Entertainment Jim Young, VP Sales, Distribution & Marketing, Frontier Airlines John Lambe, CTO, OpenJaw Technologies & Vice-Chairman of the OpenTravel Board of Directors John McEwan, Director of Revenue Strategy, Vail Resorts Robert Buckman, Director of Airline Distribution Strategies, Amadeus North America Rod Cuthbert, CEO, Viator Rom Hendler, VP Strategic Marketing, The Venetian Resort Hotel Casino Steve Pinchuk, Corporate VP Revenue Management, SAS

Charlie Sultan, MD Sales, Planning & Analysis, American Airlines Susan Cary, Director of Revenue Dr. Bill Brunger, Internal Consultant, Continental Airlines Management, AlaskaAir Neil Salerno, CHME, CHA, Mark Mahaney, Director of Consultant & Author, Hotel Internet Research, Citigroup Marketing Coach Investment Group Keith Melnick, EVP Corporate Melissa Skluzacek, Director of Development, Kayak Revenue Management, Charlie Coniglio, VP Midwest Airlines eCommerce & Global Distribution, Dollar Thrifty Owen Wild, Director of Automotive Group Marketing, North America, “Caribbean Jim” Hobbs, Amadeus North America President / Founder, Patrick Murphy, Chairman, CheapCaribbean.com Aviation Group, Performance Kristen Celko, VP Marketing, Consultants International STA Travel (former Executive Chairman Nathan Clapton, Senior of RyanAir) Director, Brand Distribution, Rick Zeni, VP Revenue TripAdvisor Management, JetBlue Airways Bob Barnes, CEO, Zonder Ted Souder, Midwest Director Sandy Gantt, Managing Director of Sales, Google E-Commerce, United Airlines Warren Lieberman, President, Matthew Cummack, SVP Lodging, Expedia Veritec Solutions Stowe Shoemaker, Associate Dean of Research, University of Houston

Book now at: www.eyefortravel.com/tdsusa