• Concepts and Insights
• 23 min
  1. What will consumers pay more for? Luxury markets and premium pricing

  • Dr. Ian Yeoman
• 61 min
  2. How do consumers perceive value and price: understanding value-based pricing

  • Prof. Irene Ng
• 42 min
  3. Does the consumer trust you?

  • Ms. Una McMahon-Beattie
• 29 min
  4. Search-based advertising and revenue management

  • Dr. Özgür Özlük
• 24 min
  5. Low cost worlds and the airline industry

  • Dr. Laurie Garrow
  • Ms. Stacey Mumbower
• 51 min
  6. Pricing and revenue optimization: maximizing staff effectiveness

  • Dr. Warren Lieberman
• 28 min
  7. Fencing in the practice of revenue management

  • Dr. Michael Zhang
• 42 min
  8. Revenue management and air cargo

  • Ms. Gina Morello
• 28 min
  9. Era of convergence in revenue management

  • Mr. Ramesh Venkat
• 18 min
  10. Online travel data: A goldmine of new opportunities

  • Dr. Laurie Garrow
  • Ms. Brittany Luken
• 52 min
  11. Global distribution capabilities, origin destination control and dynamic pricing

  • Dr. Karl Isler
• How Pricing and Revenue Management Works
• 40 min
  12. Practical pricing for the hotel industry

  • Dr. Warren Lieberman
• 48 min
  13. Practical pricing and the airline industry

  • Dr. Stefan Poelt
• 59 min
  14. Setting optimal rents for apartment firms

  • Dr. Jian Wang
• 25 min
  15. Practical pricing and the restaurant industry

  • Prof. Sunmee Choi
• 57 min
  16. Forecasting and control

  • Prof. Robert Raeside
• 27 min
  17. B2B price optimization analytics

  • Dr. Jon Higbie
• 45 min
  18. Practical pricing and the car park

  • Dr. José Guadix

Printable Handouts

PDF

Navigable Slide Index

1. Introduction
2. Background
3. What really makes the difference?
4. Agenda
5. Setting the context
6. Incremental revenue impact
7. Veritec Lodge: impact of pricing decisions
8. Benefits of superior staff
9. Collaboration is key
10. Working together (or not)
11. Make staff responsible, not computers
12. Valuing your staff
13. Invest in appropriate decision support tools
14. Roles and responsibilities
15. Benchmarking roles and responsibilities
16. Measure, measure, measure . . .
17. A revenue manager's dilemma
18. Understanding your customers
19. Market segmentation
20. Understanding the competition
21. Predicting competitor response
22. Competitor response analysis
23. Revenue sensitivity analysis
24. Summary of pricing proposal
25. Training programs
26. Focus of a training program
27. Some reasons that training "fails"
28. Desirable elements of a training program (1)
29. Desirable elements of a training program (2)
30. Training programs: final thoughts
31. Summary
32. Key opportunity areas
33. Success indicators
34. Thank you

Topics Covered

• Strategies and tactics enabling staff to make better decisions
• Incremental benefits arising from better pricing decisions
• Obtaining greater value from training programs
• Examples and illustrative case studies of corporate pricing decisions

Links

Series:

• Practical Pricing and Revenue Management

Categories:

• Finance, Accounting & Economics

Bite-size Case Studies:

• Staff cooperation in the hospitality industry: seasonal slump to winter wonderland

Talk Citation

Publication History

• Published on October 28, 2009