Ecommerce & Revenue Management




Brian Quinn, Head of Revenue Management, Irish Rail Brian Quinn
Head of Revenue Management
Irish Rail

Maria Hofberg, Director of Revenue Management, Pricing & Product, SJ AB Maria Hofberg
Director of Revenue Management, Pricing & Product

Michael Acosta, Director - Commercial Planning, VIA Rai Michael Acosta
Director - Commercial Planning
VIA Rail

Hendrik Dueringer, Head of Revenue Management, Deutsche Bahn AG Hendrik Dueringer
Head of Revenue Management
Deutsche Bahn AG

Celine Van Gucht, Head of Revenue Management, Eurostar Celine Van Gucht
Head of Revenue Management

Karan Suri, Senior Pricing and Commercial Manager, Heathrow Express Karan Suri
Senior Pricing and Commercial Manager
Heathrow Express

Derek Thompson, Retail, Caledonian Sleeper Derek Thompson
Caledonian Sleeper

Jorgan Villadsen, Head of Revenue Management, DSB Jorgan Villadsen
Head of Revenue Management




DAY 1  |  DAY 2 

REVENUE, Monday 12 November 2018


Welcome Lunch


Fanny Mathey

Managing revenue management and pricing with the introduction of new class systems

Karan Suri

Growing the success of your revenue management projects

  • Implementing RM to suit your network: understanding the pros and cons of different technologies
  • Using the data at your fingertips to truly understand your customers and how you can benefit them
  • Targeting your customers in a smarter way without diluting your offer: sharing our approach
Michael Acosta

Rethinking the relationship between operations and revenue management at Via Rail Canada

  • Sharing the reason behind our change in approach to scheduling: taking a lesson from aviation
  • Learning the lessons from change implementation and how we navigated this change
  • Working successfully across the two arms of rail to create a well scheduled product in Canada
Fredrik Blomberg

Combine departure profiles and public price data to drive revenue initiatives

  • Using departure profiles to segment customer groups, our approach.
  • Combine the profiles with public price data to understand revenue growth potential
  • Product development based on the findings

Afternoon Networking Coffee


Celine Van Gucht

The impact of changing inventory systems on revenue management

  • Sharing the wider challenges of changing inventory systems at Eurostar
  • How we are leading a smooth integration into the revenue management process
  • Discussing Revenue management: how has the new system impacted our results?
Panel discussion

PANEL DISCUSSION: How can rail operators optimise their revenue management & pricing?

Key themes include:· What is the role of technology in the future innovation of RM & pricing?· Working successfully with other departments: to create a successful product· How can rail operators innovate successfully and trial new ideas?

Welcome Networking Drinks

last published: 12/Nov/18 18:15


REVENUE, Tuesday 13 November 2018


Registration Opens


Roger Van Boxtel

Looking forward to the mobility of the future and the role of railways in our society of 2040

This year, Roger Van Boxtel, CEO at NS will be joining us to share his organization’s vision for the next 30 years. From digital innovation to the rise of new modes of transport and mobility behaviors, understand how NS is positioning itself for the future.
Yves Desjardins Siciliano

Preparing Northern American rail for the next era of mobility

Join Yves Desjardins-Siciliano, CEO, Via Rail Canada to understand the big plans for the growth of passenger rail in Canada. From infrastructure growth, to new business models to fulfill the full end to end journey, Yves will be sharinghis vision with the audience.
Matthias Müller

Flixbus and the future of transport in Europe and beyond

Jochen Engert, MD, Flixbus will join us at an interesting point in the company’s expansion. Having established a dominating presence in Europe across Europe, Flixbus is now expanding to the US as well as venturing into the European rail industry with Flixtrain in Germany, Jochen will join us to Flixbus’ story and vision for the future.
Yves Desjardins Siciliano

CEO Keynote panel

CEOs from MTR Express, Thello, Flixbus, Via Rail Canada and NS will take to the stage to discuss the biggest challenges facing the transport industry – and the opportunities they are keen to take grasp of.

Morning Coffee & Networking

round tables

Round Table Discussions

With rising passenger expectations and rapidly-changing technology, how can we as an industry evolve to meet these challenges? Our roundtables are hosted by senior level topic specialists. Participants are asked to introduce themselves to the table, and then as a group, they brainstorm and produce their suggestions on what technology would work best for them. After 35 minutes, there is one rotation, so participants can join two tables during the session.
Challenges of creating the best product structure to attract and retain customers
Juan Antonio Cuesta Canas

Juan Antonio Cuesta Canas, Director, EcoRail

Evaluating the new technologies on the horizon and leading by example when it comes to putting innovation into practice
Mark Cody

Mark Cody, Product Lead, Mobile, Eurostar

How AI and blockchain will transform the rail experience
How AI and blockchain will transform the rail experience
Ingo Winkler

Ingo Winkler, Account Partner Deutsche Bahn, IBM

How can rail operators shape the future of multi-modal transport?
Barbora Mickova

Barbora Mickova, Chief Institutional Affairs Officer, Leo Express

How can stations provide a better experience for customers?
Sebastiaan De Wilde

Sebastiaan De Wilde, Director Station Development and Maintenance, NS

How to revenue manage when there is no capacity set: the joy of the walk-up
Claire Hennebel

Claire Hennebel, Head of Revenue Optimisation, Virgin Trains

Implementing complex changes in a revenue management system
Derek Thompson

Derek Thompson, Retail, Caledonian Sleeper

Including peer to peer carsharing as an effective solution for the last mile challenge: sharing the Czech Story
Robin Svaricek

Robin Svaricek, COO, Leo Express

Mobility as a Service as game changer for a future proof public transport
Arwina De Boer

Arwina De Boer, Program manager innovation in public transport, Province of Brabant

Sharing how SBB works to ensure all digital platforms are well designed for customer usability
Daniel Boos

Daniel Boos, Head of User Experience, SBB CFF FFS

Should operators be multi-modal or focus on one type of vehicle: how can they collaborate among themselves, the cities and remain relevant with MaaS on the horizon?
Ali Gueye

Ali Gueye, City Launch Manager, Scoot

The future of night trains in Europe: The Trans-Metropolitan vision
Michael Sipl

Michael Sipl, Director Marketing, Trans Metropolitan Railway Lines GmbH

Thinking outside the box to provide innovative, additional services for passengers using smart cards & e-tickets
Julija Balanova

Julija Balanova, e-Ticket Project Manager, R?gas Satiksme

Transforming Rail Industry To Work The Way We Live. A discovery and discussion session on enterprise mobile apps for employees
Mark Sargent

Mark Sargent, Worldwide Transportation Industry Lead, Apple

Why do we need successful customer sentiment analysis?
Anna Loukamo

Anna Loukamo, Development Manager, VR Group


Hendrik Dueringer

Using technology to bring data to life and help minimise overbooking

  • Peak spotting visualisation: what is it and how is it helping our revenue management team?
  • Bringing data from commercial and operational sources to a user interface: what data are we receiving and what are the tangible results?
  • Working to manage our capacity: how are we relating this to our customers?
Alexander Mul

Sqills Tech Update in Once Sleepy Rail Sector

  • sales and distribution technology in a changing industry landscape: Of theshelf or do it yourself?
  • Is your sales and distribution system ready for liberalization andcompetition?
  • How does collaboration between railway users and tech vendor offer powerfulsolutions?
  • How does a product tender procedure work?
Maria Hofberg

Innovating with new technology to optimise the revenue management at SJ

  • Understand how SJ evaluates and invests in new technologies which will have a direct impact on revenues
  • Taking use cases from other industries and applying these to rail
  • Understanding our roadmap to the future – how we see revenue management in 5 years time

Networking Lunch


Philip Meikle

How does mobility impact pricing – the urban network perspective

  • How is the changing urban mobility landscape impacting public transport usage and pricing?
  • What can networks do to ensure that their services and pricing is competitive?
  • Developing a strong strategy to encourage ridership: what is our plan?
Keith Dierkx

Reinventing rail for the way we live: integrating platforms

Brian Quinn

Revenue Management in Iarnród Éireann Irish Rail – One Year On

  • From implementing technology with incomplete legacy data to enhancing our understanding of our customers’ needs
  • Conditioning our customers for the long-term behaviours we want to encourage
  • How we are facing the challenge of driving digital sales without discounts


Harald Havenith

Implementing agile to sales and marketing: The NS International experience

  • Building agile teams: why?
  • The pirate funnel as a base for a combination of scrum and lean startup
  • What are the learnings so far?
Stefan Costeur

Sharing our digital strategy for sales and customer experience

  • Catching up with digital: making sure our digital platforms are ready for open competition
  • Fixing the basics: Updating digital platforms to match customer expectations and drive revenue growth
  • Roadmap for the future: Sharing how will we triple the number of digital sales in 2 years

Networking Coffee Break


Antoine De Kerviler

The International Rail Revolution - API technology driving today's change

  • Emerging competition in rail travel - is it a threat or an opportunity for railways?
  • Partnerships, the answer to competition?
  • Rail APIs, the technology behind winning partnerships
Beat Stettler

The new era of mobile communication: Exploring the tangible opportunities for the transport industry

  • Moving on from today's expensive, unstable and unmanaged communication networks
  • Ensuring that your network benefits from the new era of intelligent software
  • Understanding how customers benefit - from smart ticketing, passenger WIFI and real-time information
Guillaume Laporte

How will conversational A.I impact the future of rail? Why should operators focus on automating customer interactions and increasing conversion rates?

  • What are the benefits of building a smart A.I assistant to scale your operations
  • Creating automated Chat & Voice interactions with your customers
  • Looking towards case studies of SNCF, RATP and other rail companies
Raphael Rubin

Rails 2020: The rise of train ticket OTAs and online fraud

  • In 2020 new regulations will lead to more competition in the industry
  • A shift to a more digital market place will expose ticket sellers to CNP fraud
  • Learn about the unique challenges of online ticket sales, and how to balance growth and the risks of fraud
Todd Koch

Dragons Den Pitches

We have partnered with some of the best developers from start-ups and Universities around the world to solve the everyday problems that the rail industry faces.Some of the very best organisations that have emerged from our research will give a 3-minute pitch on stage to you the audience and to our carefully selected judging panel of some of the rail industry’s most informed executives

Evening Drinks Reception

Join us for a fun packed drinks reception - an opportunity to network in a more relaxing setting in the centre of Amsterdam
last published: 12/Nov/18 18:15







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