Agenda

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

Workshop Agenda

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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