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Revenue Management &
Pricing in Travel Europe 2008
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 Hear from world leading RM &
executives to evaluate top tips to boost revenues Pricing professionals including:

• Hear best practices to manage revenue, avoid rate Serge Chamelian,

erosion and stimulate demand in a down market Henriette Thilert,

Head of Revenue Management,
Business Development
Manager, Revenue
Aer Lingus Management Unit,
Amadeus SAS
• Analyse what the future holds for the role of
revenue management in your organisation
• Apply a profitable revenue management strategy Tomas Holan, Joerg Esser,
Head of Yield Management &
across all your distribution channels Director of RM,
Czech Airlines Business Development,
Thomas Cook Nederland BV

• Integrate profit optimisation and RM to maximize

revenue across all profit centres
Chris Silcock, Ben Vinod,
• Actively pursue a consumer-centric revenue Vice President, Revenue,
Service Delivery & HRCC,
Sr Vice President and
Chief Scientist,
management strategy to boost revenues Hilton Hotels Sabre

• Understand the impact of the internet on strategic

pricing and purchasing decisions Toke Høgild, Frederic Pisvin,
Head of Pricing / Senior Senior RM Manager,

• Hear top tips for seamless RM system integration Revenue Manager,

SAS Airlines Denmark
Spanair

from an unbiased perspective

Ingrid Johnson,
New, focused topics will prepare you for James Poole, Director of Revenue
! Head of Global Strategy, Management, Steigenberger

NEW today’s turbulent economic climate and Octopus Travel Hotels & Resorts

future-proof your RM & Pricing strategies.

Siv Forlie, Warren Mandelbaum,

Save weeks of research - get all the information Director of Revenue Head of Revenue Management,
Management, EMEA, Hyatt
you need in just 2 days! International
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
A unique opportunity to meet the who’s who of RM & Pricing in travel
How do you optimise revenues
despite falling demand?
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.
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.
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?
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
Book now at: www.eyefortravel.com/rmeurope
to ensure costs are minimised and profits are
maximised.
Whilst we don’t have a crystal ball, we have
brought together some of the best minds in
revenue management to share their thoughts.
How do you develop a consumer-
centric 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 consumer-
centric 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.
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?
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? 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.
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.
Register befor
e Friday 3rd
October and
save €200
How do you evaluate the performance
of your forecasts?
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.
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.
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.
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.
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
 Day One – Tuesday 2nd December 2008
Chairman’s Introduction
Steve Pinchuk, VP Profit Optimization
Systems, SAS Institute
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?
Chris Silcock, VP Revenue Delivery, Hilton
International
Warren Mandelbaum, Head of Revenue
Management, Premier Inn (Whitbread
Hotels)
Networking Coffee Break
Presentation
The Future of Revenue
Management
Since its appearance 3 decades ago,
revenue management has transformed the
transportation and hospitality industries.
• How has revenue management (RM)
evolved and what’s next for RM in the travel
industry?
• Assess key future trends affecting RM in
travel
• Understand how technology systems
and strategic organisational change has
influenced revenue management in the past
and learn what the future holds
James Bain, Head of Revenue Management,
Cross Country Trains (Arriva)
Book now at: www.eyefortravel.com/rmeurope
Presentations and Panel
Develop The Revenue Management
Function of the Future
• 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?
• 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?
• How can revenue managers be made more
accountable for their actions?
• 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
Tomas Holan, Director of Revenue
Management, Czech Airlines
Chris Silcock, VP Revenue Delivery, Hilton
International (Panel Only)
Siv Forlie, Director of RM, EMEA, Hyatt
International
Networking Lunch Break
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%!
• How far away are travel companies from
having a comprehensive total revenue
management system?
• Understand the benefits of a total revenue
management approach including revenue
from ancillary products
• 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?
• The cost of every sale in different channels
has different profitability. What channels
deliver the best profit?
• Should you stop accepting GDS
reservations because they are less
profitable? Or close down 3rd party
channels?
• How can you use XML across all your
systems to optimize profit?
Kate Varini, Senior Lecturer, Oxford Brookes
University
Aaron Sugarman, Head of Pricing
Development, TUI UK
Networking Coffee Break
Presentations and Panel
Align Your Distribution Channels
With Revenue Management
• What impact do shifts in distribution have
on revenue management?
• Should your revenue management rules
vary depending on your distribution
channel?
• 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
 Day Two – Wednesday 3rd December 2008
Chairman’s Introduction to Day Two
Steve Pinchuk, VP Profit Optimization
Systems, SAS Institute
Presentations and Panel
Actively Pursue a Consumer-
Centric Revenue Management
Strategy To Boost Revenue
Move beyond simply tying in CRM and RM.
Build a fully consumer-centric approach to
boost revenues.
• Identify distinct consumer groups and
find out how to track their traits to predict
future behaviour.
• Analyse the accuracy of such predictions
and how to use this data to price according
to willingness to pay
• 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 consumer-
centric 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
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
Register Now by Calling Sinead on +44 207 375 7228
Networking Lunch Break
Re- Evaluate the Role of
Forecasting in Your Organisation
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.
• In turbulent times it has never been so
important to forecast accurately. However,
to what extent can forecasting be relied on?
• How do you evaluate the performance
of your forecasts? What is the required
accuracy?
• 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 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
30 minute case study
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?
• 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
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
 Fax this page back now to +44 (0)207 375 7576

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Conference & Exhibition
2-3 December, Hotel Vier Jahreszeiten Kempinski Munich, Germany
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Revenue Management & Register befor
e Friday 3rd
October and

Pricing in Travel Europe 2008 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,
Director of Revenue Management,
And it’s not just the speakers you will Chardon Management
meet. As you can see from the charts
below, the attendees are all senior
executives with real influence and expertise.
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)
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)

Gain key market information - 5 EASY WAYS TO REGISTER!

s! upgrade to a Gold pass!
Plu Gold pass holders will be able to gain key market insight from @ Email: gina@eyefortravel.com
EyeforTravel´s NEW 2008 edition of the European Online Travel
Report. The detailed report reveals the very latest travel distribution
2 Fax: +44 (0)207 375 7576
trends in Europe, presents an in-depth analysis of our new research findings ( Call: Sinead on +44 (0)207 375 7228
and offers strategic support for travel companies throughout the world
looking to target the European market.
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