Agenda

Conference, Tuesday, Oct. 2
7:30-8:30 a.m.	Registration and Breakfast
8:30-8:40 a.m.	Introductory Remarks by Mark Ferguson, Associate Professor, Georgia Institute of Technology and Steve Salbu, Dean and Stephen P. Zelnak, Jr. Chair, Georgia Institute of Technology
8:40-9 a.m.	Welcome by Bob Cross, Chairman and CEO of Revenue Analytics
9-9:45 a.m.	Creating a Revenue Focused Company Keynote Speech by James Whitehurst, Former Chief Operating Officer, Delta Air Lines
9:45-10:30 a.m.	Maximizing ROI in Pricing and Revenue Management Keynote Speech by Rick Campana, Vice President of Corporate Marketing, UPS
10:30-11 a.m.	Networking Break
11 a.m.-12:15 p.m.	Panel Session A Measuring Promotional Spending: Stimulating Demand or Diluting Earnings? Chair: Molham Aref, CEO, Predictix Brian Benson, Head of Trading Projects, Sainsbury’s Supermarkets Maura Hart, Senior Director, Winn-Dixie Stores Peter Marsh, Former Commercial Director, Signet Jeremy Pattison, Head of Promotions Management, Sainsbury’s Supermarkets Panel Session B Selling to the Sellers: Best Practices for Optimizing Profits in B2B Markets Chair: Bob Cross, Chairman and CEO, Revenue Analytics Dick Braun, Vice President for Corporate Stategic Pricing, Parker Hannifin Corp. Dave Roberts, Regional Vice President for Market Strategy, Marriott Bob Telipsky, Director of Revenue Management, UPS Sandra Wellet, Vice President for Strategic Sales and Support, Lenovo Americas
12:15-1:30 p.m.	Lunch sponsored by SAS
1:30-2:15 p.m.	Breakout A A Skeptic's Guide to the Value of Strategic Pricing Patrick S. Manning,Director, Deloitte Consulting Strategy & Operations, Customer & Market Strategy Practice Breakout B Price Management: A Framework for Sustainable Improvement Speaker: Tony Wilson, Vice President, Pricing and Margin Management, Acuity Brands Lighting
2:15-3:30 p.m.	Panel Session C The Long Term View of Revenue Management and Price Optimization: Impact on Customer Lifetime Chair: Bruce Barfield, Principal, The Rainmaker Group Colleen Birch, Director, Revenue Management- Western Division, Harrah’s Entertainment Tim Coleman, Vice President for Revenue Management, MGM MIRAGE Annie Laurie McCulloh, Assistant Vice President for Pricing and Revenue Management, Archstone-Smith Panel Session D The Whole Enchilada—Maximizing Enterprise Profits through Revenue Management and Price Optimization Chair: Jon Higbie, Senior Vice President and Chief Scientist, Revenue Analytics Krishna Arangode, Manager, Johnson & Johnson Dick Braun, Vice President for Corporate Stategic Pricing, Parker Hannifin Corp. Jim Rozell, Revenue Optimization Leader, Carlson Hotel
3:30-4 p.m.	Networking Break
4-4:45 p.m.	From Intuition to Data-Driven Pricing Keynote Speech by Chuck Neville, Executive Director of Finance, GM Service and Parts Operation
4:45-5 p.m.	Closing Remarks by Bob Cross and Mark Ferguson
5-6:30 p.m.	Cocktail Reception

Workshops, Wednesday, Oct. 3
8-9 a.m.	Registration and Breakfast
9 a.m.-Noon	Workshop A *How Good Are We Really? Measuring Pricing and Revenue Management Success* Instructors: Jon Higbie, Senior Vice President and Chief Scientist, Revenue Analytics, Dax Cross, President, Revenue Analytics, and Zach Cross, Vice President, Revenue Analytics Workshop B The Science Behind Competitive Pricing in a B2B Market Instructor: Mark Ferguson, Associate Professor, Georgia Institute of Technology Workshop C E-commerce for Revenue Managers? Leveraging Revenue Management Skills and Business Processes to Capitalize on Emerging Opportunities Instructor: Kevin Geraghty, Principal, Revenue Research
Noon-1:30 p.m.	Lunch
1:30-4:30 p.m.	Workshop D Unconstraining Demand Data Instructors: Mark Ferguson, Associate Professor, Georgia Institute of Technology, and Carrie Crystal, Assistant Professor, University of Notre Dame Workshop E Discrete Choice Modeling with Applications to the Travel Industry Instructor: Laurie Garrow, Assistant Professor, Georgia Institute of Technology, and Frank S. Koppelman, Professor Emeritus of Civil and environmental engineering at Northwestern University Workshop F - FULL A Primer on Scientific Pricing Instructor: H. Ahmet Kuyumcu, Prorize LLC

“If you [nontraditional users] can figure out how to increase your performance with revenue management before your competitors; you will gain a huge competitive advantage that will take years for your competitors to catch up to.”
—Mark Ferguson, Georgia Tech associate professor of operations management and conference co-chair

Agenda

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