EyeforTravel - Hotel Revenue Management & pricing Middle East 2008

in-depth analysis, case studies and essential networking at the Middle East’s only hotel specific revenue and pricing event

attend to achieve these 6 core business objectives

www.eyefortravel.com/rmme

Partner: Media Partner:

Sarah Allen, Area Director of Revenue Strategy, Middle East & Africa, Marriott International

Imran Changezi, Director of Corporate Sales - Global, Jumeirah Group

Dennis Penalosa, Cluster Revenue Manager - Jumeirah Living, Jumeirah Group

Michael Marshal, VP Sales and Marketing, Rotana Hotels & Resorts

Soha Zahar, Director of Revenue Management, Rotana Hotels & Resorts

Sharad Kapur, Director of Revenue Management, Hyatt International South West Asia

Walter Lo Faro, Director of Market Management, Expedia

Ahmed Rasmy, Revenue Manager, Millennium Hotel Abu Dhabi

Anita Markiewicz, Director of Revenue Management, Movenpick Hotels & Resorts

Hans Olbertz, General Manager, Emirates Palace

Rishikant Singh, AGM Revenue Management, Air India

Arun Kumar, Director of Revenue Management & Reservation Services, Jebel Ali International Hotels

Stefan Wolf, Director of Corporate Revenue Management, Shangri La Hotels & Resorts

regional scope, Unmatched Quality

Hear from these expert speakers

15-16th December, Beach rotana Hotel, abu Dhabi

Hotel Revenue Management & Pricing Middle East 2008

•Flexiblepricingtechniques that will smoothen the fluctuations of a seasonal, demand-driven market place

•integratedrevenuemanagement - position your RM team at the forefront of the hotel organizational structure

•totalrevenuemanagementtechniques that will change the way you view your hotels revenue generating potential

•customerpricesensitivityversusloyalty toyourbrand - How does discounting rooms impact the customer’s perception of your brand?

•corporatetravel - modern strategies to capture more of the lucrative corporate segment

•optimisedagencyanddistributionchannelmanagement, for greater rate parity and consumer profiling

saVe Us$200 Book before

Oct 12th

innovative revenue management techniques for the modern hotelier

tackle the Middle East’s

biggest revenue challenges, and benchmark your hotel’s strategy

network with regional rm leaders

Win a complimetary pass! Visit www.eyefortravel.com/rmme

the essential forum for improving reVpar and gaining a competitive edge in an increasingly crowded hotel sector

On a global scale, the Middle Eastern hotel sector is head and shoulders above the rest in terms of its current economic position. While the rest of the world awakens to the very real prospect of an economic recession, the Middle East continues to perform at an outstanding level.

Recent figures released by Deloitte Middle East showed RevPAR growth of 21.6%, and the world’s highest occupancy and average room rates at 75.3% and US$180 respectively.

so the outlook is rosy for Middle Eastern hotels... Or is it?

As traditional source markets like the United Kingdom and Germany began to feel the affects of an unstable economy, long-haul travel plans rank higher on the list of luxury items that fall outside the travel consumer’s annual budget.

Consumers will limit travels to the Middle East, which in turn affects occupancy levels and a hotels ability to maintain its impressive room rate and RevPAR growth.

Also, the massive injection of room inventory across the region will undoubtedly heighten competition and make accurate forecasting seemingly impossible - Atlantis the Palm’s new 1500 room development being a prime example of this.

When viewed from this perspective the outlook is not quite as rosy as at first glance!

it’s the perfect time for Revenue Managers to demonstrate their unique value

No matter what you’re doing, the reality is that every competitive edge and advantage is also being secured by your competitors; businesses that are every bit as determined as you are to scale the heights of profit and financial success.

In this aggressive environment, to leave RM to stand alone, is to neuter the most potent tool in the hoteliers armoury. Today’s market leaders are those who have been reaping the dividends of RM for a while, and have now taken it one valuable step further by discovering that…

…the key to unlocking enormous revenue potential is “integration”!

Europe, the U.S and parts of Asia have already shown us why an integrated revenue and pricing strategy is an essential part of a hotels organisational structure. The prestige of a full hotel means nothing compared to a 21.6% growth in RevPAR

For too long revenue teams have gone unrecognised, but now as the region begins to awake to the prospect of tightening margins and increased competition, revenue management will be key to business success and the future prosperity of the sector.

attend this event to freshen-up on the pressing business issues, and benchmark your own revenue strategy

This inaugural hotel specific conference is the only one of its kind in the Middle East. The agenda is packed with topics designed to challenge your revenue and pricing thought process, and is led by industry experts from the most successful local and global brands.

Some of the agenda highlights include; an essential look at managing your distribution channels, to increase your margins and lower distribution costs. Find the optimal mix between your chosen online and offline channels, and learn interesting techniques for lessening occupancy seasonality and flattening out the booking peeks and troughs.

Hear the case for flexible pricing structures and how this often difficult ideal can be implemented successfully. Also, understand what impact pricing flexibility could have on your forecasting accuracy – a technical calculation that just became more difficult.

What new opportunities can the emerging corporate segment present the hotel sector? This relatively unmanaged – yet lucrative – group can seriously lift a hotel’s revenue potential. What systems need to be in place for you to maximise your proposition to this largely untouched market segment?

Are you using all of your hotel touch points most, and what areas are you neglecting that could be potential revenue generators? Why stop at RevPAR, analyse your total approach to revenue management and discover the capacity to which your revenues can grow.

Plus – pricing your inventory and the perception of your brand. Which – if any – of your customers are actually loyal to your brand and not the price you can offer? At what point does your room price cheapen your brand?

And - Revenue management for independent hotels, executive residents and apartments. These massively expanding segments are causing a ripple throughout the region – particularly Dubai – and present their own very unique RM challenges that we can all learn from.

Day one – 15th December

cement the value of revenue management in your organisational structurenetwork with regional rm leaders

sEssiON 1

Channel Management and eDistribution - the right product in the right place at the right time

• Howcanindividualhotelpropertiesexpecttoachievedirectsales, when competing with massive global marketing budgets from the likes of Expedia and booking.com?

• Reachnewinternationalmarkets-WhereshouldMiddleEasternhotelsbe focusing their attention now that the traditional inbound markets like Germany and the UK are drying up?

• Duringlowseasonswidereachingonlinechannelsareaneconomicalway to keep your product in the public eye. So what channels will work best for you?

• Channelmanagement-identifythebestchannelstopromote your property in the right way, and grow your business through these channels

• Howmuchistoomuchdistributionthroughelectronicchannels- is there an optimal mix between on-and-offline channels?

• Isrevenuegeneratedthroughonlinebookingstrulymeasurable? What are the best methods of this measurement?

Sarah Allen, Area Director of Revenue Strategy, middleeast&africa,marriottinternational

Michael Marshal, VP Sales and Marketing, Rotana Hotels & Resorts

Anita Markiewicz, Director of Revenue Management, Movenpick Hotels & Resorts

Morning coffee

sEssiON 2

the case for accurate forecasting in the Middle East• Accurateforecastsarecrucialtotherevenuemanagementprocess,yet

forecasting for travel industry revenue management systems is inherently difficult. Competitive actions, seasonal factors, and the economic environment are only a few of the hurdles that must be overcome to forecast successfully. But to what extent can forecasting really be relied upon, and how can you evaluate the performance of your forecasts?

• HearwhyRishikantSinghofAirIndiabelievesthatintheincreasinglycompetitive travel environment, it has never been more important to integrate forecasting into your revenue management strategy.

Rishikant Singh, AGM Revenue Management,airindia

Flexible pricing in the rapidly evolving M.E hotel sector

Responding to changes in the market with flexible pricing - particularly with the uncertain economic climate in the traditional feeder markets of Germany and the U.K - is paramount for M.E hotels. With the role of revenue managers and distribution managers becoming increasingly complex, applying flexible pricing strategies may not be so simple.

• Fromflattodynamic-willflexiblepricingworkforeveryone?

• Hearwhyrateflexibilityisessentialinmarketsimpactedbyseasonalityand economic uncertainties

• Canaflexibleratestructureeasilyincludeallofyour distribution channels?

• TheM.Ealreadysuffersfromshortforecastingleadtimes. What new ways will your forecasting be impacted by a flexible pricing structure?

• Whatmeasurescanbetakentoensureyournegotiatedaccounts don´t find your rates cheaper by searching through other channels?

Soha Zahar, Director of Revenue Management, Rotana Hotels & Resorts

the middle east’s only hotel specific revenue management forum

lunch

sEssiON 3

Grabbing a hold of the corporate segment opportunity

The corporate travel segment is a largely untapped market for Middle Eastern hotels. Most corporates are happy to rely on traditional means of booking their accommodation, which means a missed opportunity for most regional hotels. Discover the changes that need to occur, before the real revenue generation from M.E corporate segment can truly flourish

• Wholesalersarecurrentlysatisfyingtheneedsofthecorporate traveller. What incentives can be used to entice business away from these channels?

• Clearlydefiningyourdemand-whatshouldyouconsidercorporate demand and what should you consider wholesale demand?

• Whatcustomerrelationshipmanagementstrategies are necessary to entice repeat corporate bookers?

• Withoutrateparity,canaworkingcorporatetravelmanagement industry really exist in the Middle East?

• Blockingroomsforcorporateclientsdoesnotguaranteecorporate bookings. How can you manage this inventory to ensure none of your corporate blocks are left unoccupied?

Imran Changezi, Director of Corporate Sales - Global, Jumeirahgroup

Margaret Bowler, Director, Global Hotel Relations, hrg

afternoon coffee

sEssiON 4

the Online travel agency impact on hotel revenues

• Managingyourinventoryacrossmanyonlinechannelscanbe problematic. What analysis should you be undertaking to ensure optimal profitability?

• OnlineTravelAgencies(OTA)cantakeasmuchas25%commission from your bookings. It´s a hefty cost to absorb, so is it possible to incentivise your agencies to sell your inventory without increasing their commission?

• AreOTAcommissionsactuallystiflingtheparityof your rates?

• Howcaninternetbookingsmakeiteasierforyoutoprofileyour customer, and understand their behaviour?

• WhatadvantagescanOTA´sprovidetoattractlongerstaying guests?

• Increaseyourweekendbusinessbyutilisingonlinetravelagencies more wisely

• Packagingproductsontheweb-canOTA´sbeusedtopackage more effectively?

• REVPARversus100%occupancy-howmuchofyourinventory should you allocate to OTA´s, and what variables can impact this amount?

Walter Lo Faro, Director of Market Management, Expedia

Arun Kumar, Director of Revenue Management & Reservation Services, Jebelaliinternationalhotels

End of Day - Networking reception

Day two – 16th December

cement the value of revenue management in your organisational structure

the middle east’s only hotel specific revenue management forum

Have your say…This conference has been specifically designed to encourage interactive participation. Not only will you hear thought provoking presentations and stimulating case studies, you’ll have the chance to join the discussion and have your questions answered.

...and join the Revenue Management NewsroomJoin the Revenue Management Newsroom for up to date revenue and pricing news and information. This site has been set up to provide revenue managers from all parts of the world the opportunity to interact with one another in an open forum environment, as well as offer an easy location to source the latest news in the world of revenue management.

Join the group, discuss ideas and best practice techniques, or simply drop in and see what’s new for revenue experts. visit the Revenue Management Newsroom at http://revenuenewsroom.ning.com/

sEssiON 1

integrated Revenue Management - a case study

Revenue Managers are a crucial link in the hotel organisational chain. Revenue Managers can often be viewed as troublesome sticklers for percentages, impacting on the sales teams´ ability to perform their role most effectively. But times are changing!

Hear why Hans Olbertz, GM for Emirates Palace, believes that an integrated approach to revenue management and sales is hugely important to the success and longevity of Middle Eastern hotels. What can we learn from the Emirates Palace experience, how can an integrated RM team contribute to a hotel’s prolonged success?

Hans Olbertz, General Manager, emiratespalace

sEssiON 2

an essential look at total Revenue Management

Why is a total approach to revenue management fundamental to Middle Eastern hotel revenue systems? Hear revenue management expert Sharad Kapur from Hyatt South West Asia, lend his experience on the following key points:

• WhatisTRMandwhyshoulditbepracticed?

• WhatstrategicshiftsarenecessarybeforeTRMcanbeimplemented?

• WhatdoesSpa,F&Brevenuemanagemententail?- hear some specifics and metrics

Sharad Kapur, Director of Revenue Management, hyattinternationalsouthwestasia

dissectingtotalrevenuemanagementstrategyAsolefocusonREVPARistoosimplistic.LearnhowaTotalRevenue Management strategy can greatly increase your hotel’s revenue generating potential.

• Increasedcompetitionwillcreateaneedforalternativerevenues. What opportunities is your hotel overlooking?

• WhichrevenuestreamsshouldfallundertheTRMumbrella,and should these be considered separately from ancillary revenues?

• Identifythetouchpointsthroughoutyourpropertythatcanbeused as tools for facilitating extra/higher yielding spending

• SeasonalityisamajorMiddleEasthotelchallenge-howcantotal revenue management be used to ease the inevitable summer strain?

• TRMsoundsgreat,butwhatisthecostofintegratingtotalrevenue management technologies?

Ahmed Rasmy, Revenue Manager, Millennium Hotel Abu Dhabi

Stefan Wolf, Director of Corporate Revenue Management, shangrilahotels&resorts

Morning coffee

sEssiON 3

Revenue Management for independent Hotels, Executives Residences and apartments

• Independenthotelsexecutiveresidences,suites,andapartments...a large Middle Eastern growth segment - what are the unique RM challenges that these accommodations will face as their popularity grows?

• Don´tbeluredbytheprestigeof100%occupancy-hear whyREVPARmustremainyourhotel’sprimaryfocus

• Howcanindependenthotelscompeteagainstlargerchains,without compromising revenue?

• Whichchannelsdoguestsofindependenthotelstypically book through?

• Corporateschoosingexecutiveresidencesandapartments- how can these properties manage late bookings, cancellations and the booking alterations that are typical of the corporate market?

Tiina-Maija Bergman, Partner, duncanbramwell&co.

Dennis Penalosa, Cluster Revenue Manager - Jumeirah Living, Jumeirahgroup

Richard Haddad, General Manager, visionhotelsmanagement

lunch

sEssiON 4

Pricing inventory and the perception of your brand• TheBIGdebate-areyourcustomersloyaltoyourbrand,or

loyal to the lowest price? Can you really know either way?

• Thecostofloweringyourrates-Whendoesloweringratestoattractpricesensitiveguestsbegintodeteryourloyal(less price-sensitive)guests?

• Addedvalueversuscheaperrooms-Whyisacomplimentarybreakfastbetterforyourbottomline(andtheperceptionof yourproperty)thanloweringyourroomrate?

• WithMiddleEasternsupplyanddemandlevelsbalancingout, will guests still perceive higher prices as meaning better service?

• Isitpossibletoensureyourbrandisconsideredfirstbyloyalists,even when it is not the cheapest room available?

• Whatthreatstotraditionalhotelsistheemergenceofapartmentsand executive residences presenting?

• Hearthepossiblebrandimplicationsofclaiminga‘BestRateGuarantee’

Laurent Barelier, Revenue Manager, Accor

Conference ends

Revenue Management as a discipline is still relatively young in the region, and vying for recognition in the organizational structure.

This hotel specific regionally focused event will arm hoteliers with the tools to better manage

inventory pricing, and take hotel revenue generating potential to the next level.

1. Please select the package you require:

Group Discount:Please contact Sinead Mallon on +44 (0)207 375 7228 or email him at [email protected] for more details on group discounts.

HotEL Discount:We have negotiated a preferential room rate at the Beach Rotana Hotel Hotel Abu Dhabi. Reservation details will be sent to you when you register. Please note there is limited availability. So we recommend you book early to take advantage of this offer.

5 Easy Ways to Register

Email: [email protected]

Fax: +44 (0)207 375 7200

Call: +44 (0)207 375 7228

Online: www.eyefortravel.com/rmme

Mail: Registrations, EyeforTravel, 7-9 Fashion Street, London, E1 6PX, UK

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Early Bird 12th Oct 2008

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silvERIncludes:• 2dayconferencepass

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cancELLations:All conference places are fully transferable without any charge. Cancellations received before 5pm (GMT) time on Thursday 13th November 2008 will not incur a penalty (credit card registrations are subject to a 5% administration fee). If written confirmation of a cancellation is not received by 5pm (GMT) time on Thursday 13th November 2008, we will be obliged to charge the full fee. Please note - you must inform the conference desk in writing of any cancellations on: [email protected] Whilst every effort is made to maintain the advertised agenda, the organisers reserve the right to make changes without notice.


Fax this completed registration page to +44 (0)207 375 7200



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Oct 12th

3 easy steps to reGister

Network with the leaders in Middle Eastern hotel revenue

management and pricing

5 Easy Ways to RegisterEmail: [email protected]

Fax: +44 (0)207 375 7200

Call: +44 (0)207 375 7228

Online: www.eyefortravel.com/rmme

Mail: Registrations, EyeforTravel, 7-9 Fashion Street, London, E1 6PX

SarahAllen,Area Director of Revenue Strategy,Middle East & Africa, Marriott International

MichaelMarshal,VP Sales and Marketing,Rotana Hotels & Resorts

AnitaMarkiewicz,Director of Revenue Management,Movenpick Hotels & Resorts

ImranChangezi,Director of Corporate Sales - Global,Jumeirah Group

WalterLoFaro,Director of Market Management,Expedia

StefanWolf,Director of Corporate Revenue Management,Shangri La Hotels & Resorts

SharadKapur,Director of Revenue Management, Hyatt International South West Asia

ArunKumar,Director of Revenue Management & Reservation Services,Jebel Ali International Hotels

HansOlbertz,General Manager,Emirates Palace

Tiina-MaijaBergman,Partner,Duncan Bramwell & Co.

SohaZahar,Director of Revenue Management,Rotana Hotels & Resorts

DennisPenalosa,Cluster Revenue Manager - Jumeirah Living,Jumeirah Group

RichardHaddad,General Manager, Vision Hotels Management

LaurentBarelier,Revenue Manager,Accor

DuncanBramwell,Managing Director,Duncan Bramwell & Co.

AhmedRasmy,Revenue Manager,Millennium Hotel Abu Dhabi

RishikantSingh,AGM Revenue Management,Air India

MargaretBowler,Director,Global Hotel Relations, HRG


no nonsense, no timewasting - a roadmap to higher profits



HOtElsHoteliers are beginning to realise that revenue management does not stand alone. In order to optimize profits RM needs to be integrated with all aspects of the business, from CRM to operations. Only by doing this can the true potential of revenue management systems be realised. You will hear experts present case studies on how they achieved this integration and with what success. You will also discover techniques to steer customers to your own websites and maximize third party control.

tOuR OPERatORs & tRavEl aGENtsCompared to airlines or hotels, revenue management in a tour-operating environment is relatively undeveloped. So how can you modernize your RM strategy to keep up with other sectors of the industry? Through listening to our industry leaders you will find revenue management practices that are specifically designed to be relevant to travel agencies and tour operators, and enhance your hotel relationships.

Revenue managementDistributionMarketingProduct Development

eCommercePricingReservation ManagersSales

FinanceAncillary RevenueBusiness Development

The event will also be of interest to the: President/CEO/CTO/CIO/CFO/CMO of travel organisations.

take a team to the event and make sure your business gets an expert briefing and captures that competitive edge.

to take advantage of our group discounts contact sinead Mallon +44 (0)20 7375 7228

How your sector could benefit

Who should attend?

*


Oct 12th

Develop your ability to generate new revenue

Revenue Management impacts all sectors of the travel industry and numerous departments within your organisation, from marketing and sales, to distribution and product development.

if you are a travel industry executive with responsibility in any of the following areas you will benefit from this event: