HSMAI Region Europe’s 6th Annual Revenue Optimization Conference 2016

10 February, 2016 London

The conference focus:

  • We have invited top Revenue Management experts from other industries to share their valuable insights
  • We tell you what Revenue Managers should keep doing, stop doing and do better to thrive
  • We have invited top Data Scientists to talk about the trends of the industry
  • We give you insight into who else your customer is considering when picking accommodation
  • We share the expert outlook on Revenue Integrity
  • We show you how to effectively navigate in the ever-changing distribution landscape


  • HSMAI member: HSMAI Europe 6th Annual Revenue Optimization Conference and HSMAI Europe Awards: 495 Euro
  • Non-member: HSMAI Europe 6th Annual Revenue Optimization Conference and HSMAI Europe Awards: 645 Euro

The prices include: Coffee breaks, lunch, aperitif, wine, dinner with entertainment and awards ceremony. From 8:00 AM to 10:00 PM


10th February 2016 Radisson Blu Portman Hotel, London


08:00 – 09:00 Registration, exhibitor showcase, networking and coffee cropped-hsmairoceu.png

09:00 – 09:25 Welcome, Update & A State of the “Union”
Lennert de Jong, Commercial Director at CitizenM Hotels and Chair of the HSMAI Europe Revenue Management Advisory Board. Always enthusiastic, Lennert has a great passion for the industry and is not afraid to be provocative when voicing his opinion on the state of the industry.

Lennert will also introduce the moderator of the day Paul van Meerendonk, Senior Manager Advisory Services at IDeaS Revenue Solutions and the Vice Chair of HSMAI Europe Revenue Management Advisory Board. One of the top experts in Revenue Management, Paul has vast experience in the field and has worked with many of the leading hotel brands in the world.

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Lennert de Jong



09:25 – 10:05 Hotel Pricing in a Social World: Revenue Manager’s Guide to Navigating the Digital Economy
The job of the revenue manager has changed dramatically in the last decade or so. Today revenue managers face new distribution partners, new competitive threats, increased mergers and acquisitions, and a more transparent operating environment. In this session we’ll talk about what revenue managers should keep doing, stop doing and do better to continue to survive and thrive in the digital economy.
Kelly McGuire, Vice President, Advanced Analytics at Wyndham Destination Networks. 


10:05 – 11:00 What can we learn on Revenue Management from top leaders from other industries?
Panel lead by Stan van Roij, Managing Director Infor EasyRMS and member of the HSMAI Europe Revenue Management Advisory Board. Stan is one of the leading Revenue experts worldwide with extensive experience from many of the leading hotel chains.

Stan Picture

Meet the following:

Thomas Cassou, Data Science Team Lead at BookingSuite

Besides hospitality Revenue Management, Thomas has invaluable experience on Revenue Management from the airline industry.

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Thomas Cassou
Dan ChaquicoSenior Commercial Manager, Heathrow Car Parks


Dan chaquico
Neil Davies, Head of Bourne Travel Trade & Haven Commercial at Bourne Leisure

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Neil Davies

11:00 – 11:20 Coffee break and exhibitor showcase Coffee break

11:20 – 11:45

HSMAI Region Europe’s Engagement with Future Talent – Your Association Needs You!

Join Steven Dow and David Turnbull to listen to a lively debate on how we as an industry can tackle the challenge of promoting engagement between industry and the next generation.  Attendees will be asked to participate in a live questionnaire and Q&A with the opportunity to win an Apple Watch, sponsored by Diamond Resorts and SnapShot

Steven Dow, VP of Revenue Management – Europe at Diamond Resorts International and member of the HSMAI Europe Revenue Management Advisory Board

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Steven Dow
David Turnbull, COO and co-founder at Snapshot and member of the HSMAI Europe Revenue Management Advisory Board

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David Turnbull

11:45 – 12:30 Big data’s BIG – why should you care?
Everyone’s talking about data science and its importance for hotel pricing and revenue optimization. What can we learn from two of the brightest data scientists in the field to put this into practise?
Anthony Barré, PhD, Data Scientist at Accor

Anthony is in charge of interdisciplinary algorithm development at Accor – one of the world’s biggest hotel chains.

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Anthony Barré
Onno Zoeter, Head of Ranking at Booking.com

Onno is proved to be one of the most brilliant Data Scientists in the world. He was named as one of Fortune’s 20 Big Data All-Stars in the world.

Onno Zoeter

12:30 – 12:50 Who is “stealing” your business?
How to find out which other accommodations are your “competitors”? With which accommodations are your potential customers comparing you when planning their trip? Insight into how similarity is analysed between accommodations can help with benchmarking as well as defining your revenue and pricing strategies.
Diana Mendes, Data Scientist at Booking.com.

12:50 – 13:50 Enjoying the lunch buffet and networking buffet

13:50 – 14:20 Hotel online Distribution in Europe one year on: Did the predictions come true? 
Last February at the keynote of ROC Peter O’Connor posed an important question of whether Hotel online Distribution chaos was clearing or continuing. Visiting the topic one year on – what, if anything, has changed?
Peter O’Connor, Dean of Academic Programs at ESSEC Business School.

 14:20 – 14:50 Why everyone needs Revenue Integrity
Success factors and risk areas.
Pascal Niffoi, Associate Director at N/C.

Pascal Niffoi

14:50 – 15:50 The ever-changing distribution landscape
Panel lead by Chinmai Sharma, Chief Revenue Officer at Taj Hotels Resorts and Palaces and a member of the HSMAI Europe Revenue Management Advisory Board. Chinmai is one of the key experts in the world on this area and has gathered some of the other top leaders to discuss this very important topic for the industry.

Chinmai Sharma

Meet some of the influential leaders and experts in the industry:

Michael Simon, General Manager – Distribution, EMEA & ASPAC at Marriott and a member of the HSMAI Europe Sales Executive Advisory Board.

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Michael Simon
Satyan Joshi, Business Leader Hotel Ads at Google.

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Christopher Michau, Vice President, Global Partner Group at Expedia.

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Maud Larpent, Direct Connect Development Director at TripAdvisor.

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maud larpent

Åsa Murphy, Advisor and owner at BizStrat


Åsa Murphy

15:50 – 16:05 Coffee break and exhibitor showcase Coffee break

16:05 – 16:30 Roundtable discussions – Session 1
Concurrent sessions held by specialists in their field.
1. Revenue Management versus Revenue Optimisation.
What are the differences between Revenue Management and Revenue Optimisation in a digital marketplace? We will discuss how these differences are critical to your sales, marketing and revenue strategies.
Niels Mekenkamp, Director Hospitality PreSales, EMEA Infor l EasyRMS.

2. Leveraging technology to boost your group business bottom line
Join to discuss how new technology can be used to improve overall revenue per group, group profitability, sales efficiency and management control.
Ram Mohan, SVP at GroupRevMax.

3. What Revenue Management ideas need to die?
What are we doing just because we’ve always done it? We will discuss how to change that behaviour to something that will move the business forward.
Kelly McGuire, Vice President, Advanced Analytics at Wyndham Destination Networks.

4. What and how is next generation learning in Revenue & Pricing Optimization?
Join the discussion around how the industry is tackling the challenge of educating existing and future revenue managers & revenue stakeholders. Next Generation technology needs a new approach to education – what tools and technologies are available at some of leading educational institutions, within hotel groups and on the market in general? How can you take advantage of this to educate yourself and your teams?
Neil Corr, Senior Advisor at IDeaS Revenue Solutions

 neil corr
5. 5 Critical Elements for a Successful 2016 Digital Strategy

Join Frank Reeves in a discussion on the best strategies to positively impact direct bookings through smart use of technology. Throughout the round-table, Frank will share up-to-date statistics on key digital trends and offer a glimpse into Avvio’s own internal data. This round-table is perfect for anyone looking for actionable advice to more efficiently increase their hotel’s presence online.
Frank Reeves, Founder and CEO at Avvio
 Frank Reeves_headshot_portrait_square
6. Consumerisation: The Impact on B2B Travel Technology

Join us to discuss the latest technology trends from the consumer space which are being replicated in supplier technology. Consumers have been demanding personalisation, localisation and ‘real-time’ for several years now, so why shouldn’t hoteliers? We’ll be discussing how these exciting changes in supplier technology make it simpler and faster for you to manage your distribution online.

Faye Garrity, Director, Global Accounts at the Expedia group

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Julie Cheneau, Director, Market Management London at the Expedia group

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Irene Van der Watt, Area Manager, UK at the Expedia group

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 faye garrityJulie CheneauIrene Van der Watt
7. Driving Direct Business Through Programmatic Advertising

With the Online Travel Agencies becoming ever powerful, hotels continue to look for innovative ways to drive direct business at a lower Cost Per Acquisition (CPA).  By harnessing “Big Data” techniques together with Programmatic Buying, hotels are now able to engage in 1-1 conversations with travellers in market for hotels. Sojern will explore how Programmatic Buying using real-time data can help hotels allocate their online marketing budgets more efficiently and can lead us into a future of fewer but smarter, more efficient, and intelligent advertisement

 Jeff Down, Senior Director Hotels, Europe at Sojern
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 Jeff Linked In[2]
8. Hospitality Revenue Management outlook for 2016

Karen Pawlikowski, AVP Products at RateGain

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9. Revenue strategy – the integration of sales, marketing and revenue management

A colleague of mine recently made a great analogy between the role of the hotel general manager and the pilot of an aircraft. GMs are often responsible for everything to do with their property, including sales and marketing. Pilots, on the other hand, are specialists. They fly the plane and have little concern for how the passengers booked and the price they paid. They don’t get involved in pricing or revenue strategy.

It is not hard to argue that the GM is the pilot of the hotel but how must hotel organisations restructure to create a broader revenue function, perhaps one that ends in a Chief Revenue Officer role, reporting into the CEO and board?

Michael McCartan, Managing Director at Duetto

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 michael mccartan

16:30 – 16:55 Roundtable discussions – Session 2
A repetition of the above mentioned roundtable session 1, in order to allow participants to cover topics of their own choice.

16:55 – 17:20 Roundtable discussions – Session 3
A repetition of the above mentioned roundtable sessions 1 and 2, in order to allow participants to cover topics of their own choice.

17:20 – 17:30 Conclusion of the educational part and summary of the day cropped-hsmairoceu.png

17:30 – 19:00 Enjoying the drinks reception and networking before the start of HSMAI European Awards 2015 Cocktails

19:00 – 19:10 Welcome to the HSMAI European Awards 2015
Ingunn Hofseth, President & CEO of HSMAI Region Europe
Ingunn Hofseth

19:10 – 22:00 The HSMAI European Awards ceremony, dinner and entertainment hsmai_awards

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