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Journal of Revenue and Pricing Management

, Volume 7, Issue 2, pp 219–229 | Cite as

Revenue management and the analytics explosion: Perspectives from industry experts

  • Laurie GarrowEmail author
  • Mark Ferguson
Futures

Abstract

On 2nd–3rd October, 2007, the third annual Revenue Management and Price Optimization conference was held at the Georgia Institute of Technology. The conference explored how multiple factors, including fragmentation of customer markets, transparency in markets, and globalisation, have spurred a transformation from intuition-based to analytical-based decision making across many industries. Panellists included representatives from industries spanning airline, hotel, gaming, grocery, jewellery, package delivery, consumer goods, manufacturing, and consulting. This paper summarises key discussions that emerged from the conference and highlights success stories portrayed in keynote addresses given by James Whitehurst, former chief operating officer of Delta Air Lines; Rick Campana, vice president of Corporate Marketing of the United Parcel Service; and Chuck Neville, executive director of Finance of General Motors Service and Parts Operations.

Keywords

pricing revenue management 

Notes

Acknowledgements

We are grateful to all panellists and moderators who participated in the conference. We extend our special gratitude to the conference organising committee members, including Bob Cross, Zach Cross, Kevin Geraghty, and Jon Higbie as well as Joanna Roy, Conference Planning Director. Sponsorship for this conference included leadership support from Deloitte, QL2 Software, and Zillaint; luncheon sponsorship by SAS; supporting sponsorship by Predictix and Rainmaker; and exhibitions by JDA, PROS, QL2 Software, and Zilliant. In-kind support for design of the conference logo was provided by Abovo Group. We are grateful for the generous support of these sponsors, which enabled us to effectively double the attendance from 2006.

For information about this conference and future conferences, please contact the authors or visit the conference website at http://revenuemanagementconference.com. The fourth annual conference will take place at Georgia Tech on 28th and 29th October, 2008. Additional information about the Pricing and Revenue Management Initiative at Georgia Tech, which was funded by a grant by the Georgia Tech Focused Research program and initiated these conferences, can be found at http://mgt.gatech.edu/fac_research/centers_initiatives/pricing.html.

References

  1. Arangode, K. (2007) Manager, Johnson & Johnson, Panellist in enterprise profits.Google Scholar
  2. Benson, B. (2007) Head of trading projects, Sainsbury's Supermarkets, Panellist in promotional spending.Google Scholar
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  4. Braun, D. (2007) Vice president of corporate strategic pricing, Parker Hannifin Corp., Panellist in B2B and panelist in enterprise profits.Google Scholar
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Bibliography

    The following lists individuals who participated in the conference as moderators or workshop leaders who are not included in the reference.

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Copyright information

© Palgrave Macmillan 2008

Authors and Affiliations

  1. 1.School of Civil and Environmental Engineering, Georgia Institute of TechnologyAtlantaUSA

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