Revenue Strategy Forum London
$165 – $275
Revenue Strategy Forum London

Revenue Strategy Forum London

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Amba Hotel Charing Cross

Strand

London, United Kingdom

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Revenue Strategy Forum London

Nov. 7, Amba Hotel Charing Cross, London

Agenda

9:00 - 9:45 – Registration and networking with coffee & tea

9:45 - 10:00 – Welcome and opening remarks

Patrick Bosworth, CEO, Duetto

10:00 - 10:45 – Keynote Address: The Distribution Cost Conundrum: Are OTAs actually good value for the money  - Peter O’Connor, Professor of Information Systems, Essec Business School Director of the Global MBA and the MBA in Hospitality Management (IMHI)


10:45 - 11:45:  Merging on the Digital Highway: Loyalty, Airbnb, Book-Direct Initiatives and the Fight for Today’s Consumer Intensifies

Moderator:  Patrick Bosworth, CEO, Duetto

Panelists:

Terri Scriven, Head of Hospitality UK, Google

Remy Merckx, VP of Marketing, The Rezidor Hotel Group

Fernando Vives, CCO, The NH Hotel Group

Lennert de Jong, CCO, Citizen M

11:45 - 12:30 – Lunch


12:30 - 13:30:  Break the Cycle and Win the Next Downturn

Moderator:  Jill Barthel, Senior Associate - Consulting & Valuation, HVS

Panelists:

Olivier Jager, CEO, Forward Data SL

David Taylor, Chief Officer, Global Sales & Revenue Management, glh Hotels

Clinton Campbell, Revenue Director, Apex City of London Hotel

Annemarie Gubanski, Founder & CEO, Taktikon


13:30 - 14:00:  Beyond RevPAR: What Lies Beneath

Special presentation by:

Jonathan Langston, Co-Founder, HotStats

Ben Godon, Vision Asset Management



Full Session Descriptions

KEYNOTE ADDRESS: The Distribution Cost Conundrum: Can OTAs actually provide good value for the money?

Online travel agency commissions are often perceived as expensive, and thus resented by hoteliers. Therefore, hotel brands are ramping up attempts to drive direct bookings, most recently offering discounts to travelers who join their loyalty programs. In reality, even the true cost of direct distribution is rarely understood. By looking at more than just transaction costs and including the additional costs of acquiring direct traffic, the brand.com channel can be an expensive proposition as well. Add in brand fees, subtract the substantial loyalty discounts, and hoteliers are faced with another costly acquisition channel. When does it make the most sense for a hotel to use an OTA, and what criteria should it set for the offers it publishes there? — Peter O’Connor, Professor of Information Systems, Essec Business School Director of the Global MBA and the MBA in Hospitality Management (IMHI)

PANEL DISCUSSION: Merging on the Digital Highway: Loyalty, Airbnb, Book-Direct Initiatives and the Intensified Fight for Today’s Consumer

As third-party business continues to grow, many brands have rolled out book-direct campaigns and new loyalty initiatives to give consumers better prices and more reason to book at brand.com. Is the next generation of travelers as brand conscious and do points-based loyalty programs still work? Are efforts to provide more personalized offers the way of the future. With peer-to-peer disruptors like Airbnb becoming viable competition, the challenge grows steeper for hotel owners, operators and brands. A panel of senior executives will address the many ways the digital marketplace continues to evolve and how the industry is responding.

PANEL DISCUSSION: Break the Cycle and Win the Next Industry Downturn

With RevPAR and occupancy beginning to decelerate in some markets around the world, the industry is beginning to see the first signs of a slow down. Smart hotel owners and operators understand this is a cyclical business and are now implementing revenue strategies that will sustain their success through not only the good times, but also the bad. In the last recession, we learned cutting rate and turning to the OTAs for more help isn’t a winning strategy. In a declining market, the only way to win is by beating the competition. This panel will explore the economic factors that could lead to an industry downturn and how hoteliers can use better data, pricing and distribution strategies to own their street corner.

SPECIAL PRESENTATION: Beyond RevPAR: What Lies Beneath

The last 15 years have arguably been the most exhilarating and volatile era in hotel history. Relentless advances in technology, rapidly shifting market dynamics, an emerging generation of consumers who live online, the greatest recession in history and natural and man-made incidents which shook the world, have all played their part in reshaping the cost and profit profile of UK hotels. In this session, panelists look to key performance indicators beyond RevPAR and delve deep into the hotel profit and loss statement to investigate how hotel operating dynamics have evolved over the last 15 years. They’ll provide detailed analysis on revenue growth and its correlation with the tidal shift in demand patterns, the resulting impact on cost and profit conversion and key trends likely to be challenging hotel profitability in the next few years. — Jonathan Langston, Co-Founder, HotStats

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Amba Hotel Charing Cross

Strand

London, United Kingdom

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