What we do

The Revenue Management Society provides a forum for senior practitioners in Revenue Management, Pricing, Finance and related disciplines to discuss Revenue Management issues with industry peers.

Our purpose

The Society exists to foster best practice and to give members a chance to hear from those who have introduced Revenue Management techniques into their business and who face similar issues and challenges.

Our Mission Statement

"To define and promote best practice in the use of revenue and yield management techniques, through discussion and communication between the key users of these techniques within the Travel, Transportation and Leisure industries."

One-day conferences

We hold a one-day conference three times a year (usually in central London) which includes a number of keynote presentations and an informal buffet lunch.   Recent presentations covered such subjects such as ‘Airline RM to Combat Low Cost Competitors’, ‘Price Sensitive Yield Management at TUI UK’ and ‘Pricing in the Ferry Industry’. These meetings are a great way to share experiences, to network and to meet fellow members.

Find out about the full range of benefits you’ll enjoy when you join the Revenue Management Society.

Our history

Steve Marchant founded the Revenue Management Club in 2002. At the inaugural meeting Steve was appointed President and Tim Rosen Honorary Secretary. The Club then became a Society in 2007. Steve and Tim are now supported by five committee members: Simon King of P&O Ferries, Dave Pearce of Virgin Trains, Warren Mandelbaum of Whitbread, Adrian Borley of Thomas Cook and Joern Meissner of Lancaster University.

The most recent conference was held in June in London on the 16th June at the Holiday Inn Crowne Plaza Kensington preceded by a buffet lunch.

A diverse collection of presentations across the travel, transportation and leisure industry focused on various aspects of revenue management within their respective disciplines. 
  
Donna Taylor and Neil Beard of The Organising Committee of the London Olympics and Paralympic Games (LOCOG) delivered a powerful and informative presentation updating us on the planning leading up to the Games in 2012. A structure of how the various bodies are represented and an overview of the venues and facilities was presented leading to the expected contributions to UK tourism the Games will bring. Analysis of allocations and requirements were discussed and the next date which LOCOG intend to communicate to hotels will be around September 2012. Numerous questions were tabled and answered. LOCOG also offered to make a further presentation covering the ticketing aspects
  
John Waddington of City Inn presented similarities between RM at City Inn compared to Eurostar where he managed revenue prior to moving over to hotels, proving that revenue management is certainly an exportable profession across industries. John discussed various aspects of RM including market segmentation, profitability, pricing & products and third party intermediaries. 
  
Nick Webb and Dan Chaquico of BAA discussed their strategic pillars and distribution strategy initiatives as well as the complexities of operating car parks at various airport sites. Other areas including their website, RM System developments, SEO and PPC campaigns and competitor activity around price was debated. This presentation followed an earlier one from BAA in which they set out their system strategy, now implemented
  
Chris Parker at Norfolk lines shared a history of RM within the ferry industry illustrating that the ferry industry was an early adopter of RM strategies, especially in the Scandinavia market. He outlined the impact of the  the introduction of the Eurotunnel service and impact of the ending of duty free on travel patterns. Industry best practice and pricing issues faced by the ferry sector was explained and the different aspects of both long and short haul patterns revealed.

The presentations listed were:-

• Yield Management & Distribution at BAA - Two Years On
  Nick Webb, Dan Chaquico - BAA Retail
• Revenue Management at City Inn (provisional title)
  John Waddington - City Inn
• Short and Long-haul Ferry Revenue Management
  Chris Parker - Norfolk Line
• The London Olympic Games
  Donna Taylor & Neil Beard - The London Olympic Games Organising Committee

The presentations will also be placed on the  website and accessible to members of the Revenue Managaement Society.

Here are a few of the presentations which have been made by members over recent years.   All of these are available within the members area of the website, with only a very few exceptions.

• How Clean is your Data?              
  Tim Rosen - Consultecom

• Live at Last! TUI's Price Sensitive RM Solution
  Peter Jarvis - TUI
  
  
• Airline RM to Combat Low Cost Competitors
  Paul Rose - Paul Rose Associates
  
  
• Price Sensitive Yield Management at TUI UK
  Peter Jarvis - TUI
  
  
• Occupancy maximisation in a single rate environment 
  Pierre-Alban Guy    Travel Inn
  
  
• Revenue Management Training
  Carole Tahar - Le Merridien
  
  
• Pricing in the Ferry Industry
  Simon King   P & O  Ferries

• One Way Pricing  
  Dave Pearce  

• Fenceless Fares and Revenue Management -
  Roger Blackburn  British  Airways

• Optimising Online Marketing Spend at flythomascook
  Tony Milsom (flythomascook) & Josh Krichefski (BLM Quantum)
  
  
• Demand Forecasting at DHL
  Michele Maina (DHL)
  
  
• Eurostar Experiences of Implementing an RM system
  John Waddington - Eurostar

• Yield Management within Car Parks - A world first?
  Nick Webb and Dan Chaquico - BAA Retail

• Revenue Strategy & e-channel Growth
  George Pickard - Marriott Hotel

• Does Fixed Price Revenue Management ever work?
  Warren Mandlebaum - PremierInn
  
  
• Discussion - Exploration of RM System Selection Issues
  
  
• Benchmarking Action Group - Update
  Brian Mullen -P & O Ferries

• Advances in Airline RM to cope with differing
  pricing environments
  
  
• Paul Rose - Paul Rose Revenue Management Limited
  
  
• Revenue Management at Eurotunnel
  Paul Lymath - Eurotunnel
  
  
• The First Three Revenue Management Society RM Training Modules
  Jutta Moore
  
  
• Pricing for Profit - How to use pricing to grow the bottom-line
  & why this is particularly important in the economic downturn of 2008
  Stephan Butscher - Partner in Simon - Kucher & Partners
  
  
• Managing RM when there is a major Business Change
  John Waddington - Eurostar
  
  
• Monitoring Demand Forecasts      -  
  Himadri Chatterjee
  
  
• First Great Western's Revenue Management Journey
  Zoe Jennings (nee Julian) from First Great Western

• Revenue Management initiatives for the hotel sector during a recession
  Warren Mandelbaum - Premier Inn

• Latest developments in network revenue management
  Arne Strauss - Lancaster University

• Profit Police in independent hotels don't have handcuffs! Yunna Takeuchi/Paolo Levati - Great Hotels Organisation

• "All grown up" - How an airline capacity planning department becomes a Revenue Management functionStephen King - Virgin Atlantic Cargo
  
  
• Trains, Planes.....and Caravans
  Neil Davies, Bourne Leisure
  
  
• Our Revenue Management Journey
  Steve Knights, National Express East Anglia
  
  
• Moving from Revenue Management to Revenue Generation
  Louis Du Plessis, Virgin Atlantic
  
  
• Short Sea Pricing - Today and to be
  Simon King, P & O Ferries
  
  
• Collaboration Activities including Summer Project
  Ian Rowley, Southampton University
  
  
• Linking Revenue Management decisions to profit optimisation approaches
  Kate Varini - Oxford Brookes University
  
  
• What makes a Successful Revenue Management Department?
  Jingjing Wang - Southampton University - Summer Project

• Revenue Management within iDTGV
  Francois Albenque - iDTGV

• Revenue Management within IHG
  Paula Masson - Intercontinental Hotels Group
  
  
• Virgin Holidays Revenue Management experience
  Paul Lee - Virgin Holidays
  
  
• A stroll in the Parc? - The Center Parcs Revenue Management Journey
  Darryl Pigott - Center Parcs
  
  
• Improved Bid Prices for Choice-Based Network Revenue Management
  Joern Meissner - Lancaster University
  
  
• Integrated guest profitability management by Open University/HAAGA-HELIA
  Vira Krakhmal - Open University
  
  
• The Yield challenge within a Tour Operating Environment
  Kay Ryan/Adrian Borley - Thomas Cook

• Competitor Price Monitoring
  Suzanne Donnelly - BMI

• Flexible Pricing in Hotels
  Mick Talbot - Intercontinental Hotels
  
  
• Revenue Management in Virgin Trains
  Hilary Cavanagh