Ecommerce & Revenue Management

 

 

REVENUE MANAGEMENT & PRICING ADVISORY BOARD

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
SJ AB

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
Eurostar

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
Retail
Caledonian Sleeper

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

 

 

 

 

 

REVENUE, Monday 12 November 2018

12:00

Welcome Lunch

APPROACHES TO PRICING

Fanny Mathey
REVENUE
13:00

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

Jørgen Villadsen
REVENUE
13:30

Moving from traditional pricing to a revenue management model

  • Integrating a commercial mindset at DSB: why we are moving to RM
  • Overcoming the challenges from optimising revenue at DSB
  • Diving into initial findings and impact
 
REVENUE
14:00

Sharing ourapproach to pricing across our network

  • Understand how we approaches pricing: our pricing drivers and attributes
  • Staying competitive on a nationwide network with pricing and promotions
  • Using technology to ensure we understand our competitors as well as possible
Fredrik Blomberg
REVENUE
14:30

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
15:00

Afternoon Networking Coffee

INTERNAL ORGANISATION

Celine Van Gucht
REVENUE
15:30

Creating an internal structure that puts RM in the middle of the conversation

  • Sharing Eurostar’s approach to internal organisation and how RM fits in
  • Improving communication and working relationships with key departments including IT, marketing & sales
  • Developing an internal structure that allows RM input in critical commercial decisions
Michael Acosta
REVENUE
16:00

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
 
Michael Acosta
REVENUE
16:30

PANEL DISCUSSION: How can revenue management departments successfully optimise their internal relationships?

Key themes include:

  • Making sure revenue management is part of the key commercial decisions
  • What are the different models for approaching re-organisation and what do our panel think are most beneficial?
  • Making sure your senior management understand the benefits of empowering revenue management
17:00

Welcome Networking Drinks

last published: 18/Jun/18 17:05

REVENUE, Tuesday 13 November 2018

08:00

Registration Opens

PREPARING FOR THE FUTURE OF RAIL

Roger Van Boxtel
09:06

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
09:30

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 sharing
his vision with the audience.
 
Mats Johannesson
10:00

Innovating rail in Sweden with MTR Express

Hear from Mats Johannesson, CEO, MTR Express to understand how company is growing its commercial success within the industry and the impacts of competitive rail on the transport landscape overall. Understand how innovative digital innovation is helping MTR Express reach a new market of rail travellers and how they are preparing for more disruption in the transport market overall
10:20

Morning Coffee & Networking

round tables
11:30

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

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

Sebastiaan de Wilde, Director Station Development and Maintenance, NS

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

Jan Charouz, CEO, SmileCar

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

RM & TECH

Hendrik Dueringer
REVENUE
12:35

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
REVENUE
12:50

Sqills Tech Update in Once Sleepy Rail Sector

  • sales and distribution technology in a changing industry landscape: Of the shelf or do it yourself?
  • Is your sales and distribution system ready for liberalization and competition?
  • How does collaboration between railway users and tech vendor offer powerful solutions?
  • How does a product tender procedure work?
Maria Hofberg
REVENUE
13:05

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
13:25

Networking Lunch

OPTIMISING REVENUE

Karan Suri
REVENUE
14:45

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
Brian Quinn
REVENUE
15:20

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

DIGITAL SALES

Harald Havenith
REVENUE
15:50

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
REVENUE
16:15

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
16:30

Networking Coffee Break

CLOSING KEYNOTE

Antoine De Kerviler
17:00

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

Udi Sharir
17:30

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
 
Udi Sharir, Co-Founder & CEO, Save a Train
User-added imageUser-added imageUser-added image

 

 
18:00

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: 18/Jun/18 17:05

 

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