• 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. Agenda
3. Setting the context
4. Objectives of pricing
5. Fundamental principles
6. Two sides of revenue management
7. A revenue manager's dilemma
8. Incremental revenue impact
9. Veritec Lodge: impact of pricing decisions
10. Length-of-stay controls
11. Impact of length-of-stay controls
12. Financial impact of LOS controls
13. Offer presentation
14. Upgrade likelihood
15. Booking in excess of capacity
16. Peak night utilization
17. Impacts of reducing spoilage
18. "Invisible" revenue
19. Collaboration is key!
20. Pricing is multi-dimensional
21. Case study: value added offering
22. The challenge
23. Case study: critical issues
24. Alternative approaches
25. The economics of discounting
26. Risks and benefits of discounting
27. Frequent traveler package
28. Frequent traveler package: net impact analysis
29. Opaque pricing
30. Measure, measure, measure...
31. Summary
32. Thank you
33. Appendix

Topics Covered

• Setting the context
• Fundamental principles
• Two sides of revenue management
• A revenue manager's dilemma
• Incremental revenue impact
• Length of stay controls
• Offer presentation
• Booking in excess of capacity
• 'Invisible' revenue
• Critical issues and alternative approaches
• The economics of discounting
• Frequent traveler packages
• Opaque pricing

Links

Series:

• Practical Pricing and Revenue Management

Categories:

• Finance, Accounting & Economics
• Marketing & Sales

Talk Citation

Publication History

• Published on October 29, 2009
• Archived on May 28, 2025