Agenda

Subject to change - just like life…

Registration

07:45-08:30

Registration and coffee

Welcome and Opening

A warm welcome from the Global Revenue Forum team and thank you to our sponsors

08:30 - 08:40

Welcome and opening address from the founders of Global Revenue Forum in London, Milan and Stockholm

Ally Northfield, Managing Director Revenue by Design

Emanuele Nardin, Director Hotel Performance from Milan

Annemarie Gubanski CEO Taktikon from Stockholm

Keynote Nathalie Nahai - The Web Psychologist

08:40 - 09:20

Join us on a journey of consumer self discovery with practical tips on pricing bias, how pricing decisions are made, and what motivates consumers to buy. Continue to dive into the journey to understand how giving guests a role in deciding what they want increases engagement and drives loyalty. A not-to-be missed presentation to guide your thinking on consumer behaviour and what you can do, to tap into it.

Pecha Kucha The New Psychology in Upselling

Erik Tengen, Co-founder, Oaky

09:25 - 09:35

A laser-sharp focus on how revenue management relates to the customer journey in every step.

Guests haven’t changed, but their habits have. Find out what has changed, how psychology plays a role, why retail is the new darling of ecommerce and how to turn that to your advantage

Leaders Panel - Converting the Customer

09:40 - 10:10

Commercial leaders debate the role of revenue management in supporting increased revenue across the customer journey. With changes in guest sentiment and decision making processes, improved automation across the reservations function, and increased pressure on the commercial function to drive bottom line profit, where does revenue management influence each customer touchpoint and engage all the moving parts of the operation in optimising revenues by offering the customer what they want, when they want it.

Panellists:

Neil Braude - Chief Operating Officer, The Imperial Hotel Group London

Frank Reeves - Chief Evangelist, allora.ai

John Seaton, Chief Revenue Officer, Cendyn

Joined by Nathalie Nahai, and

Moderated by Sean Worker, Founder & CEO T5 Strategies, Author, Host of The Adapters & AdaptersTechX. Video and Podcasts

Networking Break

10:10 - 10:40

Catch up with colleagues and friends

State of the Nation - Crisis? What Crisis?

10:40 - 11:00

What is going on? Against a backdrop of huge economic uncertainty, political instability, and hard on the heels of the economic havoc of Covid, revenue management needs to learn how to steer the ship when many previously stable external factors are seemingly out of control. On top of this, enter the guest, driven by a desire to invest in experiences that reflect their values, and owners expecting commercial to drive incremental revenue gains, how do we manage this increasingly complex environment?

James Parsons, Strategic Account Director, OTA Insight

Joe Stather, Vice President Market Leader, Operational Real Estate, Questex

David Bailey, Consultant Senior Advisor CBRE Hotels

Ben Godon, Hospitality Asset Management at Colliers

Under The Spotlight

11:00 - 11:15

We’ve seen visionaries, leaders, innovators and entrepreneurs go Under the Spotlight, this time we welcome Ufi Ibrahim CEO of Energy and Environment Alliance (EEA). We ask, amongst other questions, where does revenue management play a role in the critical issues impacting the environment and how does that play out practically? An entertaining but scrutinisng review of the role of revenue management in supporting environmetal issues.

Ufi Ibrahim CEO of Energy and Environment Alliance (EEA) is interviewed by…

Roxanne Mongie, Head of Commercial, Lamington Group

Keynote from Italy Kai-Markus Mueller

Professor of Consumer Behavior – Author – Entrepreneur

11:15 - 11:55

Find the feel good price and drive profits

Why do customers choose this offer and not that? Which role do prices play? Kai shows that price and value are arbitrary associations between a product and a number. He will reveal how this association can be influenced using behavioural science, and what brain scans and other subconscious measures have revealed about the value perception of customers and sellers. Finally, Kai will present a few recent and still unpublished exciting findings from his latest tourism pricing research. Watch to understand valuable profit levers to apply the day after the forum.

Lunch

12:00- 13:15

Catch up and re-vitalise

Break Out Sessions Round 1

13:15 - 13:45 - Choose from four breakouts rr

Break Out Session 1 Learning How to Let Go - the role of automation in Revenue Management r

13:15 - 13:45

A journey into the automation of tasks across reservations, distribution and revenue management and what you need to think about as daily tasks gradually disappear; will this leave more time for strategic thinking?

Brendan May Managing Director Hotel Res Bot

Rajesh Vohra Director Sarova Hotels Ltd

Alexander Edström, CEO Atomize

In conversation with Nick Moffat, Group Commercial Director at easyHotel Plc

Location - Ballroom 2

Breakout Session 2 Where next for Revenue Management?

13:15- 13:45

If automation is inching its way into the mundane aspects of the role, how do you step up to the strategic? How do you act as the catalyst for revenue generation across the customer journey? Stepping out of hotel accommodation, how do you apply revenue management across different accommodation types? What are the new challenges and expectations for the future role of revenue management?

Shauna Campbell, Commercial Director Unite Students

Liz McGivern, Vice President People and Culture, Red Carnation Hotels

Inna Nekrassova, Head of Revenue at The Lanesborough

Location - Ballroom 1

Breakout session 3 - In house, Offsite, Outsourced, Auto pilot?

13:15 - 13:45

With increasing cost pressures on hotels, every line item is being scrutinised. Whatever it’s called, revenue management and reservations are up for discussion in terms of clustering, outsourcing or off site management. What can go and what can stay? Does it work for every hotel? And how do you manage it from the other side? In conversation with on site and off site managers, and those on the receiving end.

Tracy Nichols Revenue Services Performance Director IHG

Chris Martin, Group Director of Revenue Management, RBH Management

Ally Northfield, Managing Director , Revenue by Design

In conversation with Neetu Mistry, Chief Commercial Officer, Cycas Hospitality

Location - Globe 1&2

Breakout Session 4 “Control” - is that still a word? What do external market forces mean for your revenue management strategy?

13:15 -13:45

Economic uncertainty, political instability, segment shift are becoming the norm, new opportunities in fintech are opening up a youthful customer, with clear ideas on how to book, and its not through OTAs. How do you keep one step ahead of external impacts and translate these to a revenue strategy? We talk to revenue and operations directors responsible for managing hotels and customers across multiple geographies, and sprinkle in some fintech in the mix….

Kadira Canavese, Head of Global Revenue Management and Distribution, Corinthia Hotels

Laura Sharpe, Operations Director Firmdale Hotels

Alexander Gevers Deynoot, All things Hotel Chains at Hopper

In conversation with Joe Pettigrew, Chief Commercial Officer at Starwood Hotel Asset Management

Location Ballroom 3

Break Out Sessions Round Two rr rrrr

13:50 - 14:20 Choose from four breakouts

Breakout Session 5 Dealing with Dopamine; better revenues from an improved customer experience

We’ve heard the theory from behavioural scientists about how to influence customer decision making through providing agency, removing friction in booking, and working with dopamine loops; but how does it apply in practice? Learn from the experts creating new customer experiences though UX technology, AI and payment technology and how to apply these in your revenue strategies across the customer journey.

Sonia Paulina Merena, Market Director Northern Europe, The Hotels Network

Jessica Sparkes, Head of Marketing, Small Luxury Hotels of the World

Hannah Luffman, Director of Global Marketing, Duetto

In conversation with Frank Reeves, Chief Evangelist, allora.ai

Location Ballroom 2

Breakout Session 6 The Digitisation of the Guest Journey - transforming pockets of unseen opportunity across customer touch points

13:50 - 14:20

Email databases, booking engine conversion, guest apps, voucher platforms the options continue to multiply. What are the critical tools to have in the revenue management toolbox to drive revenue from pockets of unseen opportunity into gold.

William Cotter, CEO, Net Affinity

Fergal Byrne, Head of Digital & Distribution, The Doyle Collection

Allan Nelson, CEO and Co-Founder For Sight

In conversation with Charlie Osmond, CEO Triptease

Location Ballroom 1

Breakout Session 7 How to create a great upselling culture

13:50 - 14:20

Two industry giants give their views and experience with upselling and how they have worked to transform upselling into a culture driving additional revenues and an enhanced guest experience

Kurt Macher, General Manager, Shangri-La at The Shard and Innovation & Luxury Customer Experience Lead MEIA

Clément Deplanche, Global Director, Revenue Strategy, Accor

In conversation with Rupert Gutteridge, Head of Sales, Oaky

Location Globe 1&2

Breakout Session 8 A new approach to Total Revenue Profit Management

13:50 - 14:20

We look at how the tools available to manage the guest across the entire journey are materialising and the data available to track and manage the value of the guest. This is all a long way from the approach and metrics used today in "total revenue management", so how will this change? What does this mean for the revenue manager and the interaction of other departments?

Amit Popat, CEO Hotel Cloud

Bram Van Berkel , CCO Juyo Analytics

Jason Pinto Co Founder and COO Pace Revenue

In conversation with Amrita Makkar, Regional Director of Revenue Management Virgin Hotels

Location Ballroom 3

Networking Break

14:25 - 14:55

Keynote from Stockholm - Olaf Rohlander

14:55 - 15:35

The art of Sustainable Motivation

In an inspiring, energizing and fun way, Olof presents in his lectures concrete thoughts, research-based tools and insights that create both job satisfaction, motivation, satisfied customers and good results. Olof talks about how to get along with all types of personalities and how to promote well-being in pursuit of a sustainable motivation

PechaKucha from Milan

From our Platinum Plus sponsor, IDeaS ;

Expanding Value with IDeaS New Innovations

Neil Corr Director Emerging Innovations Sales, IDeaS

15:40-15:50

Unconstrained Conversations

15:55 - 16:15

Klaus Kohlmayr Chief Evangelist and Development Officer, IDeaS, reviews how the revenue management role is adapting to the new psychology of decision making, new economics, new segments and the changing demands of the customer.

State of the Nation II - STR 2023 Insights

16:15 - 16:40

Sarah Duignan rounds off the day with the latest market and UK Insights for 2023, the perfect fondation for your annuall strategy

Sarah Duignan Director of Client Relationships, STR

Summary and Take Outs - What did they think?

16:40 - 17:10

Revenue and Commercial Directors wrap up the day

Suzie Thompson, Vice President Commercial Red Carnation Hotels

Russell Low, Group Director of Revenue Klarent Hospitality

Jason Pinto, Co founder and COO, Pace Revenue

Charlie Osmond, CEO, Triptease

In conversation with Klaus Kohlmayr, Chief Evangelist and Development Officer, IDeaS

A note from Our Charity Room to Reward

17:10-17:15

Please take the time to hear about this amazing charity and how you can get involved

Adam Terpening, Charity Director, Room to Reward

Conference Close

17:20-17:25

Goodbye from London, Milan and Stockholm

..and they think its all over…

Networking Drinks

..it is now!