Agenda

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Thursday, Oct. 6 Conference
7:30–8:30 a.m. Registration/Breakfast
8:30–8:40 a.m. Introductory Remarks: Dr. Mark Ferguson, Adjunct Associate Professor, Georgia Institute of Technology
8:40–9:00 a.m. Welcome: Robert G. Cross, Chairman & CEO, Revenue Analytics
9:00–9:45 a.m. Keynote Speech: GUNS or BUTTER: Breaking Through the Politics of Choosing Sexy over Sustenance, Greg Cross, SVP of Revenue Management, Hyatt Hotels Corporation
9:45–10:30 a.m. Keynote Speech: Making Insights Actionable, Michael Diamond, SVP of Marketing, Time Warner Cable
10:30–11:00 a.m. Networking Break
 
B2B Track
B2C Track
11:00 a.m.–12:15 p.m.

Panel Session A:

Managing Margins through Smarter Pricing to Offset Rising Costs

Moderator: Dr. Mark Ferguson, Adjunct Associate Professor, Georgia Institute of Technology

Cary Shackelford, Senior Manager of Strategic Margin Management, Acuity Brands

John Mark, Vice President, Strategic Business Development, HD Supply

Mark MacLachman, Senior Data Analyst, RaceTrac

Panel Session B:

Practical Ways to make Technology more Productive and Less Disruptive

Moderator: Robert G. Cross, Chairman & CEO, Revenue Analytics

Dev Koushik, InterContinental Hotels Group

Bob Thye, Senior Director of Pricing & Revenue Management, Time Warner Cable

Scott Stark, VP Market Information Manager, Bank of America

12:15–1:30 p.m. Lunch
1:30–2:15 p.m.

Breakout Session A:

Partnering with Customers to Maximize Margins: A True Story of Win/Win

Wilbur Reid, Director of Strategic Pricing, SP Richards Co.

Breakout Session B:

97/3 - Revenue Management in an Industry Challenged by Change

Alan Rakov, President of Revenue Management, Live Nation North American Concerts

 

2:15–3:30 p.m.

Panel Session C:

Retaining Customers…or Winning them Back!

Moderator: Jeff Anderson, VP of Client Solutions, Revenue Analytics

John Breen, Assistant VP of Strategic Pricing, Equifax, Inc.

Laura Vriesman, Director of Commercial Contracts, Herman Miller

Ganesh Bala, Senior Director, Marketing Measurement & Analysis, Marriott International

Amit Aggarwal, SVP of Revenue Management, Clear Channel Radio

Panel Session D:

Getting All you Deserve—Evolving from Value Creation to Value Extraction

Moderator: Michael Bentley, Director of Revenue Management Strategy, Revenue Analytics

Diana Block, VP of Revenue Management, Royal Caribbean International

Bill Dudziak, Director of Pricing Analytics, The Home Depot

Russell Vereb, VP of Revenue Management Systems, Marriott International

Dan Kowalewski, VP of Revenue Management Services, Wyndham Hotel Group

3:30–4:00 p.m. Networking Break
4:00–4:45 p.m. Keynote Speech: The Ethnography of Optimization—Cultural Change for Fact-based Decision-making, Scott Deaver, EVP of Strategy, Avis Budget Group
4:45–5:00 p.m. Closing Remarks: Robert G. Cross, Chairman & CEO, Revenue Analytics and Dr. Mark Ferguson, Steven A. Denning Professor of Technology and Managment, Georgia Institute of Technology
5:00–6:30 p.m. Cocktail Reception
 
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Workshop Agenda

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Friday, Oct. 7
Track 1: The Basics
Track 2: Advanced Topics
Track 3: Experimental Thinking
8:00-10:00 a.m.

Principles for Revenue Management and Price Optimization Success

Robert G. Cross, Chairman and CEO of Revenue Analytics

Is Bigger Really Better? Bulk Pricing and Negotiated Deals

Sharon Hormby, Sr. Director, Total Yield Systems, Marriott International

Time Series Forecasting with Excel

Dr. Seonah Lee, Director of Operations Research, Revenue Analytics

Andreas Puppa, Director, Operations Research, Revenue Analytics

10:00-10:30 a.m. Networking Break    
10:30 a.m.-12:30 p.m.

Introduction to the Science of Revenue Management and Price Analytics

Dr. Mark Ferguson, Steven A. Denning Professor of Technology & Management, Georgia Institute of Technology

Secrets to Owning the Market: Competitive Strategies for a Transparent Marketplace

Wendy Barber, Director, RM Strategy, Revenue Analytics

David King, Director, RM Strategy, Revenue Analytics

Advanced Revenue Management and Pricing Research Topics at Georgia Tech

Dr. Laurie Garrow, Associate Professor, Georgia Institute of Technology

Dr. Pelin Pekgun, Visiting Professor, Georgia Institute of Technology

Stacey Mumbower, PhD student, Georgia Institute of Technology

Brittney Luken, PhD student, Georgia Institute of Technology

 

12:30-1:30 p.m. Lunch    
 
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