Day 1

KEYNOTE: Online success in challenging environments

The Asian distribution and sales scene has been through many changes since this summit was first introduced in 2004. Hear how our expert company has managed to prosper in both the online and offline world, cementing their place as one of the most successful and innovative local travel brands.

Let our expert guide you through what he considers to be some of the vital factors contributing to their continued success. What measures have they put in place to weather the global economic crisis, and what the future holds for their online distribution and sales strategy.

Join us for our first ‘wisdom of crowds’ interactive session, led by Cyril Ranque, VP APAC Partner Services Group for Expedia. Discuss innovative techniques with which to tackle the recession head-on, share your own opinion and hear how Expedia plan to positively leverage off the troubled economy. What from their previous experiences can be applied now to defy the downward trend?

CAUGHT IN TIME - THE WISDOM OF CROWDS

We will be revisiting the results from the wisdom of crowds interactive voting at the 2010 summit. Let’s see if popular opinion really can be a predictor of business trends, and look for ways of practically applying this knowledge in the future!

• Cyril Ranque, VP Partner Services Group APAC, Expedia

Coffee

PRESENTATION: Avoiding a price war

If history has taught the hotel sector one thing, it is to avoid a price war at all costs. The post 9/11 slump instigated a price war that proved extremely detrimental to hotel revenues and brand perception for years after. However it only takes a few key players to begin cutting prices before a domino effect sets in.

Can Asia avoid the dreaded price war in these uncertain economic times, and if so what strategies will be critical to ensure the hotels remain profitable without reducing prices?

• Greg Albertini, Regional VP Revenue Strategy APAC, Marriott International

Lunch

PRESENTATION: Nurturing RM in the organizational culture

Revenue Management as a discipline still has some way to go before it can truly say it has the standing of other departments in Asian hotels. A revolution is happening however, and RM culture is strengthening region wide led by some innovative global brands.

Hear Hilton´s Ben George guide you through the processes of developing a RM culture within the hotel organizational structure, and how this change has benefited the entire Hilton chain throughout.

• Ben George, Revenue Management Director for APAC, Hilton Hotels

PRESENTATION: What Keeps Revenue Managers Up At Night?

The practice of revenue management has changed during these times of economic uncertainty. Can revenue management work during a recession? What are the most important issues that you should be aware of? How can you best use revenue management to compete in the future?

In this session, Professor Sherri Kimes of the Cornell-Nanyang Institute of Hospitality Management, will present the results of a survey of Asian revenue management professionals that will be conducted in February and March 2009. The survey covers a variety of topics including the major issues facing revenue management and the future trends in revenue management.

• Sherri Kimes, STB Distinguished Professor of Asian Hospitality Management, Cornell-Nanyang Institute of Hospitality Management

Coffee

SESSION:

Revenue management in tough times

What new and innovative techniques can be applied to help ease the strain of the economic downturn? Does the revenue management team need now to take a more active part in the organizations distribution and sales decisions?

KEY LEARNINGS:

• Tightening economy - what type of guerrilla/creative strategies can be used to buffer revenues?
• Find new sources of business that don´t compromise your brand equity
• Where should RM be looking to advise sales/distribution teams to concentrate on, to strengthen your revenue performance?
• Is there an argument for returning to the merchant model?
• Preventing wholesalers from distributing your product to other online channels - what is the opportunity cost?

• Vivek Bhalla, Managing Director Asia Pacific, The Rainmaker Group
• Maria Socorro Cotelo, Group Revenue & Standardization Manager, Waterfront Hotels & Casino

Day 2

SESSION:

Forecasting through an economic downturn

Lead times are shrinking, as are travel budgets - from corporate and leisure alike. Forecasting has become both worryingly difficult and increasingly essential at the same time. Can we actually continue to forecast with any degree of confidence or accuracy?

KEY LEARNINGS:

• Understanding your customers and booking validity to increase forecasting accuracy
• The impacts of the volatile economic climate on travel forecasting
• How is forecasting achievable during periods of low demand -what should you be wary of?
• Maximize forecasts with shortened lead times
• Under what circumstances should you alter your forecasts - what will be the likely impacts of this?
• Currency fluctuations - their continued influence over long and short haul travel patterns

• William Chua, VP Revenue Management & Distribution, Meritus Hotels & Resorts
• Ricky Ang, VP Sales & Marketing, Hotel Equatorial

Coffee

DEBATE: Rate parity, transparency and price integrity

Many arguments suggest that rate parity is critical to the integrity of a hotel. But is there also reasonable argument to consider offering different packages to different markets and channels?

KEY LEARNINGS:

• To what extent is it acceptable to compromise on your price integrity during an economic downturn?
• As some brands begin to consider local versus international room rates, hear what repercussions a move like this can have

• Puneet Mahindroo, Corporate Director of Revenue Management & Global Distribution, Taj Hotels, Resorts & Palaces

• Rate parity across all channels versus variable rates depending on the profitability of that channel.
• Should packages be tailored to particular market segments without altering the individual package prices?

• Maunik Thacker, Executive Director of Revenue Management, Venetian Macau Ltd

Lunch

PRESENTATION: Increasing revenues through ancillary sales

The global softening of travel demand has impacted all sectors and disciplines. Integrating new ancillary revenue streams other than your core product offering is an exciting new way to offset any lost earnings. Discover how ancillary products could be the key to maintaining your revenue generating potential.

KEY LEARNINGS:

• What is an ‘ancillary product’ and why should I bother selling them?
• Incorporating ancillary products that don´t suggest your brand is adopting a low cost model
• Choose the best ancillary products to compliment your own product offerings
• Integrating ancillary revenue technology into your booking engine
• What results can you expect from offering ancillary products, and what percentage of the revenue goes to who?

• Hans Belle, VP & General Manager APAC, Sabre Travel Network

PRESENTATION: Revenue Management Systems

Revenue management systems will increase the efficiency and consistency of a revenue management team, and eliminate human error. But selecting, training and funding for their introduction can be challenging.

KEY LEARNINGS:

• Evaluate your company´s need for a Revenue Management System (RMS)
• New training and organisational changes that are necessary with the introduction of a RMS
• What key features will you require from a revenue management system?
• How can you compliment a system with manual checks and human instinct?
• Cost and results - how much and where´s my ROI?

• Vivek Bhalla, Managing Director Asia Pacific, The Rainmaker Group