REVENUE MANAGEMENT & SALES


REVENUE MANAGEMENT & SALES


Revenue Management has always been a core part of the World Rail Festival, and it continues to be a challenge to ensure you are capturing all the revenue possible. Examining new business models, recent projects and technical challenges, this is a productive discussion focused on revenue growth. See agenda

 

 

KEY SPEAKERS INCLUDE

 

VIEW AGENDA

 

 

AGENDA

 

 

 

REVENUE MANAGEMENT, Tuesday 3 December 2019

12:00

Welcome Networking Lunch

RM CASE STUDIES

Thomas Barroca
REVENUE MANAGEMENT
13:00

A OUIGO RM success story : sharing our story

  • Outlining our vision: A new low-cost concept
  • Creating a specific pricing strategy for a specific market
  • The launch OUIGO and initial development
  • Articulation of OUIGO and TGV Inoui going forwards
Maria Hofberg
REVENUE MANAGEMENT
13:30

Introducing a new product at SJ and sharing our implementation strategy

  • Developing with customer experience as our priority by listening to the feedback from our customers
  • Effectively planning the impact on revenue management: sharing the biggest challenges this raised
  • The implementation strategy to optimise the launch of this product with the best tools
Panel discussion
REVENUE MANAGEMENT
14:00

Using revenue management and pricing to attract more people to travel by rail

Topics include:
  • Growing ridership in public transport: what should the role of revenue management be?
  • How can pricing be used effectively to encourage target markets to purchase?
  • Managing revenue with ridership: how can revenue management teams balance these effectively?
15:00

Afternoon Networking Coffee

Celine Van Gucht
REVENUE MANAGEMENT
16:00

Launching our route to Amsterdam: the revenue management strategy

  • Launching one way and adding return services at a later stage: outlining our strategy
  • The tools and technology we used to help support the service launch
  • Operational constraints linked to passport checks
Fanny Mathey
REVENUE MANAGEMENT
16:40

The Revenue Management Challenges of introducing a new timetable with higher capacity

  • Sharing our revenue management strategy preparing for the introduction of a new time table with new high capacity rolling stock
  • Managing the impact of a higher capacity whilst developing global revenue: how have we prepared for this?
  • Sharing the impact of our preperations: a bright future for TGV Lyria
Panel discussion
REVENUE MANAGEMENT
17:00

Optimising the function of revenue management in transport

Topics include:
  • Balancing empowerment with accountability: Innovating and developing effectively in a controlled environment
  • Ensuring your RM teams are positioned effectively within your business
  • Implementing tools which can enhance your team’s effectiveness: making sure your investments augment your capabilities
17:40

Welcome Networking Drinks

last published: 13/Nov/19 16:05
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REVENUE MANAGEMENT, Wednesday 4 December 2019

CEO Keynote Interviews

Roger Van Boxtel
08:50

Keynote Interview: Roger Van Boxtel, CEO, NS

Gianbattista La Rocca
09:00

Keynote Interview: Gianbattista La Rocca, CEO, NTV

Mats Johannesson
09:10

Keynote Interview: Mats Johannesson, CEO, MTR Express

Fabien Soulet
09:20

Keynote Interview: Fabien Soulet, CEO, TGV Lyria

Torkel Patterson
09:30

Keynote Interview: Torkel Patterson, Member of the Board, JR Central

Torkel Patterson
Tobias Kruse
10:00

The Mobility Gold Rush

  • Mobility has become a fragmented ecosystem with government and private companies from multiple sectors racing to reinvent transportation
  • The opportunities are immense and new mobility solutions will fundamentally change how we live and work
  • In this session, we will look at potential future scenarios of mobility, the driving forces behind them, and the impact they will have on society and organizations as a whole
10:10

Networking Coffee Break

round tables
11:20

Round Table Working Groups

Our popular round table sessions will be back, giving you the opportunity to get involved in a discussion around critical challenges, opportunities and technologies which impacting the future of the industry
Artificial Intelligence: Potential, trends and use cases in intermodal mobility systems
Ingo Winkler

Ingo Winkler, European Rail Segment Leader, IBM

From selling tickets to selling personalized mobility services, how are customer expectation on products & pricing changing for rail operators?
Scott Thomas Butler

Scott Thomas Butler, Managing Director, Mobility, North America, Accenture

Getting the most from your Revenue Management team
Stan Ward

Stan Ward, VP, Rail & Cruise, Revenue Analytics

How can Cities effectively manage the development of smart mobility?
Lizann Tjon

Lizann Tjon, Program Manager Smart Mobility, City of Amsterdam

How can rail foster a culture of innovation and streamline business operations?
Mark Pettman

Mark Pettman, Innovation Manager, London North Eastern Railway

How can rail operators and businesses support the transition from aviation to rail travel?
Emma Kemp

Emma Kemp, Campaigns Manager, Climate Perks

Making the most of innovating payment methods to develop new revenue and pricing strategies
Mark Thoma

Mark Thoma, Strategy Manager, Connexxion Transdev

Making the most of marketing new services
Kim Thain

Kim Thain, Marketing Manager, Caledonian Sleeper

Reliable connectivity has become an ‘expected norm’. Why should it stop when we step on to a train?
Jeremy Haskey

Jeremy Haskey, Chief Architect, Nomad Digital

The Cognitive Travel Companion: How IoT supports the traveler's journey
Fulvio D'Aloia Cascone

Fulvio D'Aloia Cascone, Travel & Transport Industry Leader, IBM

The five rules of customer experience: how to deliver competitive advantage and brand recognition
Kirsty Dias

Kirsty Dias, Managing Director, PriestmanGoode

Train travellers: How to configurate the on board costumer experience
Juan Antonio Cuesta

Juan Antonio Cuesta, Director, E.C.O. Rail S A

Understanding how to access government funding for rail innovations
Rhianne Montgomery

Rhianne Montgomery, Programme Manager - Rail, Innovate UK

Why do we not provide better passenger information during service disruption?
Matthew Shears

Matthew Shears, Co-founder & Commercial Director, UP3 Services Ltd

DEMAND, COMPETITION AND REVENUE GROWTH

Nick Clarke
REVENUE MANAGEMENT
12:05

Delivering industry-leading customer satisfaction and revenue growth

  • Understanding our customers and removing barriers to travel
  • Creating a sustainable business model
  • How are we measuring the success of our approach?
Richard Fussey
REVENUE MANAGEMENT
12:20

“…I think we need to do a little more all-weather testing”

  • How can you prove that your RM system is fit for purpose?
  • Different approaches from customer implementations
  • What are the implications for next-generation RM systems?
Veronika Görtz
REVENUE MANAGEMENT
12:35

Widening the fare portfolio at Deutsche Bahn to drive profitability

  • Introducing new restricted fare types, and a business premium option: what were the aims behind new fare types
  • Upselling between fare-types with dynamic upgrade packages for key customer segments
  • The role of technology in allowing upselling and optimised booking platforms
James Eyton
REVENUE MANAGEMENT
12:50

Maximising ancillary revenue with a market-based approach

  • The trade off between certainty and price/cost
  • Determining actual product value from demonstrated willingness to pay
  • Allowing the market to self regulate on price while protecting yield
Michael Acosta
REVENUE MANAGEMENT
13:05

Optimising Revenue with coordination across operations and commercial teams

  • Thinking smart: creating a program to encourage all teams to think commercially
  • Developing an effective relationship between Operations and Revenue Management: Ultimately keeping your passengers in mind.
  • Understanding how revenue management has benefitted from a broader responsibility across the company
13:20

Networking Lunch

ENABLING DIGITAL SALES IN TRANSPORT

Fredrik Blomberg
REVENUE MANAGEMENT
14:45

Developing MTR’s commercial product and optimising this for Revenue Management

  • Outlining our product across different classes and why this suits our market
  • Optimising revenue management with effective segmentation and strategy
  • Using our technology to effectively position the product for our customers
Eric Campbell-Westlind
REVENUE MANAGEMENT
15:05

Developing revenue management and fare simplification for continued growth at LNER

  • Upgrading our revenue management capabilities: the new capabilities we are excited to use
  • Pursuing commercial innovation with the help of new strategies, tools and services
  • Fare simplification the need to make fare’s straightforward and simple for the customer
Dax Cross
REVENUE MANAGEMENT
15:25

Beyond the buzz: Demand true intelligence to drive revenue growth

  • Hear how to leverage the best of human and artificial intelligence to drive results in critical areas like segmentation, forecasting and making pricing and inventory decisions
  • Explore learnings from other industries and how those concepts apply to Passenger Rail
  • Learn how to avoid the AI “black box”
Derek Thompson
REVENUE MANAGEMENT
15:45

The revenue management challenges of introducing a new fleet with complex inventory

  • Updates on the new trains: the inventory and new designs at Caledonian Sleeper
  • Making sure our proposition is right: finding the best price point for our trains
  • Managing the centralised reservation system in the UK when selling rooms, not seats
16:00

Afternoon Networking Coffee

Closing Keynote Session: outside in perspective

Alexandra Van Huffelen
16:40

Driving the growth of public transport in the Netherlands

  • The role of technology in improving the experience of travelling by GVB
  • The role of operators in shaping the future of smart mobility
  • Sharing case studies and successful test cases; driving engagement with our customers
Iain Griffin
16:50

Consumers are people too

  • The key consumer trends that are non-negotiable
  • Tactics to design more dynamic products and services for people - not just consumers
  • Staying nimble to drive material growth in a rapidly changing mobility landscape
Arne Fosen
17:10

A bold makeover for competitiveness

  • How the Norwegian state owned railway became Vy
  • Sharpening the strategy towards delivering the most sustainable mobility services for the future traveler.
  • Strengthening the core of bus and train, Vy aims to build new services to allow for a smother door-to door- journey.
Raphael Rubin
17:20

Keeping on track: Optimizing conversions and customer experience to drive online rail ticket sales

Henri Ploom
17:30

Revolutionising onboard Wi-Fi experience

  • Challenges faced by transport providers to meet passenger WiFi expectations: video dominance soaring; the 5 main applications that make 75% of total data consumption; and annual organic data growth by 25%
  • How RebelRocket on-board Wi-Fi traffic optimisation can significantly improve Wi-Fi while reducing data consumption
  • Ease of implementation and other benefits of our service
20:00

Evening Drinks Reception

last published: 13/Nov/19 16:05
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