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Workshop Instructors 
Lee Allgood
Director, Revenue Management Strategy
Revenue Analytics
As Director of Revenue Management Strategy for Revenue Analytics, Lee Allgood consults with clients on Revenue Management strategy, business analytics, change management, and business process challenges. Most recently, he has managed an engagement that will deliver industry leading pricing and demand forecasting capabilities to a multi-billion dollar retailer.
Prior to joining Revenue Analytics, Lee was Strategic Planning Manager for Shaw Industries, a multi-billion dollar flooring manufacturer that is a subsidiary of Berkshire Hathaway. In this role, he developed strategies for sales force automation, multi-channel selling for customer contact centers, and price optimization across sales channels. He also led development of environmental systems that manage the supply chain for acquiring and recycling post-industrial and post-consumer floor covering materials.
Prior to joining Shaw, Lee spent over seven years in the enterprise software industry as a Senior Business Consultant working with American Software, MAPICS, and Infor Global Solutions. His consulting experience spans industries as diverse as retail, aerospace, high tech electronics, and capital equipment.
Lee holds a B.S. in Operations Management from Auburn University and an MBA from Indiana University.
Session Featuring This Speaker
Friday, Oct. 15, 2010
Customer-Centric Strategies: Aligning Pricing with Your Customer Goals
1:30 to 4:30 p.m.
Matt Busch
Director, Revenue Management Strategy
Revenue Analytics
Matt Busch currently serves as Director of Revenue Management Strategy for Revenue Analytics. In this role, he manages large scale client engagements to assess, develop and deliver industry leading pricing, inventory and Revenue Management capabilities.
Prior to joining Revenue Analytics, Matt worked for IHG (InterContinental Hotels Group) as the Director of Global Pricing Strategy. He was responsible for pricing strategy and implementation in IHG’s 4,300+ hotels, across all regions, brands, market segments and distribution channels. Matt also led the development and deployment of IHG’s industry leading pricing capability. Before assuming this role, Matt was responsible for global Revenue Management integration where he developed, tested and implemented Revenue Management and pricing strategies, tools and training programs.
Matt has 16 years of diverse experience ranging from front line operations to store level and global executive roles. He has 12 years experience solely dedicated to Revenue Management, inventory and pricing strategy. He holds a B.B.A. from Southern Cross University (Australia) and recently completed his Certificate in Hotel Real Estate Investments and Asset Management from Cornell University. In his spare time, Matt is an aspiring entrepreneur with residential real estate interests across Atlanta.
Session Featuring This Speaker
Friday, Oct. 15, 2010
Customer-Centric Strategies: Aligning Pricing with Your Customer Goals
1:30 to 4:30 p.m.
Robert G. Cross
Chairman and CEO
Revenue Analytics
Author, Revenue Management: Hard-Core Tactics for Market Domination
Robert G. Cross, Chairman and CEO of Revenue Analytics, is widely recognized as the foremost expert in the field of Revenue Management. He guides Revenue Analytics’ strategic vision and provides a wealth of industry expertise. Bob is actively involved in client work, and his leadership has been instrumental in helping develop leading Revenue Management capabilities for his clients, including General Motors, Marriott International, and InterContinental Hotels Group.
Called the "Guru of Revenue" by The Wall Street Journal, Bob also founded Talus Solutions Inc., a company credited with creating billions of dollars in value for clients such as ABC, Delta Air Lines, Ford Motor Co. and UPS. Talus was acquired by Manugistics Group Inc. in December 2000 for $366 million.
Bob wrote The New York Times business bestseller, Revenue Management: Hard Core Tactics for Market Domination (Broadway Books 1997). The book has been published in French, German, Japanese, Korean, Chinese, and Portuguese.
Also, he served as a Distinguished Executive-in-Residence at the Terry College of Business at the University of Georgia.
Session Featuring This Speaker
Friday, Oct. 15, 2010
Principles for Revenue Management and Price Optimization Success
9 a.m. to Noon
Mark Ferguson
Conference Co-chair
Steven A. Denning Professor of Technology and Management
Georgia Institute of Technology
Dr. Mark Ferguson is the Steven A. Denning Professor of Technology and Management and the John and Wendi Wells Associate Professor of Operations Management at Georgia Tech’s College of Management. He received his Ph.D. in Business Administration, with a concentration in Operations Management from Duke University in 2001. He holds a B.S. in Mechanical Engineering from Virginia Tech and an M.S. in Industrial Engineering from Georgia Tech.
Dr. Ferguson's research interests involve many areas of Pricing and Revenue Management. He is the coordinator for the focused research area on dynamic Pricing and Revenue Management at Georgia Tech and teaches M.B.A. and executive education courses on the topic. He also frequently serves as a consultant helping firms improve their pricing and revenue practices.
Dr. Ferguson received best paper awards from the Production and Operations Management Society in 2005, 2006, and 2008. Several of his research projects have been funded by the National Science Foundation. Prior to joining Georgia Tech, he served as a Manufacturing Engineer and Inventory Manager with IBM.
Session Featuring This Speaker
Friday, Oct. 15, 2010
Introduction to the Science of Revenue Management and Price Analytics
1:30 to 4:30 p.m.
Laurie Garrow
Associate Professor
Civil and Environmental Engineering
Associate Director of Research, Georgia Transportation Institute/University Transportation Center (GTI/UTC)
Georgia Institute of Technology
Professor Laurie Garrow’s research addresses the development and application of advanced models of travel demand that integrate discrete choice, econometric, and market research methods to enhance understanding of travel behavior. Dr. Garrow earned her Ph.D. in Civil Engineering at Northwestern University, with an emphasis on travel demand modeling and airline passenger behavior. Her dissertation won first prize in the 2004 Aviation Applications Section of Institute for the Operations Research and the Management Sciences and honorable mention in the 2004 Eric Pas dissertation competition sponsored by the International Association of Travel Behavior Research.
Dr. Garrow is author of the text published in 2010: Discrete Choice Modeling and Air Travel Demand: Theory and Applications. She is the 2009 recipient of the Council of University Transportation Centers-American Road & Transportation Builders Association (CUTC-ARTBA) New Faculty Member Award, one of the most prestigious awards given to an untenured faculty member in transportation that recognizes research and teaching contributions. She is also the recipient of a CAREER award that was jointly funded in 2009 by two programs at NSF - the Decision, Risk and Management Sciences Program and the Service Enterprise Systems Program.
Dr. Garrow serves on the editorial boards of the Journal of Revenue and Pricing Management, Transportation, and Transportation Research Part B. Dr. Garrow has five years of industry experience, including four years as an analyst in the Research and Development Revenue Management Group of United Airlines and one year as an analyst in the Customer Science Unit of Mercer Management Consulting.
Session Featuring This Speaker
Friday, Oct. 15, 2010
Advanced Revenue Management Research Topics at Georgia Tech
1:30 to 4:30 p.m.
Jon Higbie
Chief Scientist
Revenue Analytics
Dr. Jon Higbie, Chief Scientist of Revenue Analytics, is a leading expert in the science of Revenue Management. He has helped some of the world’s leading companies increase revenue and profit through the application of sophisticated pricing, forecasting and Revenue Management techniques.
Dr. Higbie is particularly known for his innovative work in the hospitality and advertising industries. He has been recognized for his contributions to the science of group Revenue Management, real-time Price Management, and large-scale network management for companies such as ABC Television Network, Ford Motor Company, Marriott International, and Delta Air Lines.
Prior to joining Revenue Analytics, Dr. Higbie served as Chief Scientist for JDA Software, Inc., where he led one of the world’s premier operations research organizations focused on Revenue Management.
Dr. Higbie also served on the faculty of the College of Management at Georgia Tech. He holds a Ph.D. in Management Science and Information Technology from The University of Georgia, and a B.A. in Physics from Wittenberg University.
Session Featuring This Speaker
Friday, Oct. 15, 2010
Optimization with Excel
9 a.m. to Noon
Seonah Lee
Operations Research Consultant
Revenue Analytics
Dr. Seonah Lee is an Operations Research Consultant for Revenue Analytics whose expertise is in optimization and management science. She has more than 10 years of experience in the field of Revenue Management in various industries including airline, telecom and hospitality. Some of her works include developing market response models, Price Optimization and Revenue Management systems for global hotel chains and airlines. Prior to joining Revenue Analytics, Dr. Lee worked as a Management Science Researcher for Korea Telecom and Northwest Airlines.
Dr. Lee earned a MS in Engineering from Massachusetts Institute of Technology and a PhD in Industrial and Systems Engineering at the Georgia Institute of Technology where she focused on hospitality Revenue Management.
Session Featuring This Speaker
Friday, Oct. 15, 2010
Optimization with Excel
9 a.m. to Noon
Amruth Sivalenka
Vice President, Business Consulting
Rainmaker
Dr. Amruth Sivalenka is a Vice President of Business Consulting for Rainmaker, where he is responsible for supporting several strategic accounts and steering the roadmap of analytics in next generation LRO, a multifamily revenue optimization system, which maximizes revenue from apartment lease rents. He designed and implemented several Revenue Management systems from setup through change management in multiple lines of business. As such, he has diverse experience in business, scientific, technical, and organizational aspects of Revenue Management systems. Dr. Sivalenka also brings a unique perspective having always worked on the interfaces of Revenue Management, pricing, operations, IT, sales, marketing, call center, and ecommerce teams.
Prior to Rainmaker, Dr. Sivalenka held key Revenue Management positions at The Walt Disney World, Norwegian Cruise Line, and AIMCO. He holds a MS and a PhD in Operations Research as well as a MS in Computer Science from SUNY Buffalo and BE in mechanical engineering from Osmania University.
Session Featuring This Speaker
Friday, Oct. 15, 2010
A GPS System for the C-Suite: How dashboards can drive business visibility into the hands of the decision makers
9 a.m. to Noon
Barry Smith
Chief Scientist & SVP of Research (Retired)
Sabre Holding
Dr. Barry Smith is a consultant in the areas of Revenue Management, pricing and scheduling. In 2007, he retired from Sabre Holding as Chief Scientist and Senior Vice President of Research. Dr. Smith and his teams developed new decision support applications for Sabre’s travel distribution, retailing and software lines of business. He developed many of the Revenue Management techniques used throughout the airline industry and pioneered the application of revenue management techniques in other industries. Dr. Smith’s team was awarded the INFORMS Edelman prize for airline yield management; the paper describing this work was subsequently awarded the INFORMS Revenue Management and Pricing Section Prize for its impact in this area.
Dr. Smith holds patents in reservation system design, scheduling, pricing, operations and on-line retailing. He served as president of AGIFORS (Airline Group of the International Operational Research Societies); in 2004 he was named AGIFORS Fellow.
Dr. Smith holds a PhD in Industrial and Systems Engineering from Georgia Tech, a Master of Science in Operations Research from MIT and a Bachelor of Aerospace Engineering from Georgia Tech.
Session Featuring This Speaker
Friday, Oct. 15, 2010
Introduction to the Science of Revenue Management and Price Analytics
1:30 to 4:30 p.m.