$238.70 – $491.70

APAC Revenue Management Summit 2017

Event Information

Share this event

Date and Time




Rydges Exhibition Street

186 Exhibition Street

Melbourne, VIC 3000


View Map

Event description


The largest revenue/yield management focused conference and exhibition in Asia-Pacific for :

Hotel, Motel, Apartment, Holiday Rental, Holiday Parks, Cruise and anyone passionate about Revenue Management (RM).

Hosted by: Australian Revenue Management Association (ARMA)

In support with the: Accommodation Association of Australia (AAoA) & Tourism Industry Aotearoa (TIA)

This year’s Summit will explore workshops & educational discussion around the levers we can pull to drive demand -

Promotion (Marketing)

Place (channel distribution and management)

Product (inventory strategies)

Price (market driven pricing concepts)

People (targeted customer insights)

August 29 - Pre-Summit workshops -12.00pm - 5.15pm

12noon -12.20 Arrival registration

12.20– 12.30 Welcome, Melissa Kalan – Founding Director, Australian Revenue Management Association - APAC

12.30 – 1.00pm - Revenue Management Panel

"Leverage Your Demand” - panel discussion featuring our revenue leaders, facilitated by Matthew Burke, Regional Manager, Pacific - STR

Vincent Lepot – Group Revenue Manager, The Lancemore Group - Melbourne

Kate O’Brien – Director of Revenue Management & Distribution, NEXT Story Group - Brisbane

Ali Simforoosh – Director of Revenue Management, The Langham - Auckland

Lorraine Golightly, Owner Operator and Lisa Shapter, General Manager – BIG4 Beacon Resort and Mud Day Spa, Queenscliff Victoria

1pm – 1.30pm - Tony Soden - Key Account Manager, Royal Caribbean Cruises/Celebrity Cruises and Azamara Club Cruises

The Celebrity Solstice Cruise Ship is full of firsts, like the first Lawn Club at sea and distinctive in design, cuisine and service. Their passion for outstanding cuisine has taken the food and beverage experience to a whole new level. Step aboard and discover the Celebrity Solstice at the Summit.

1.45pm – 3.15pm – Workshop Sessions – Round 1

Session 1 - GDS & Distribution Training - This session looks at “Tips and tricks in the GDS”, common set up mistakes and best practice. - facilitator Christine Whyte

“Navigating the OTA landscape” - how to best leverage demand from a revenue management perspective, including customer segmentation insights (“lifestyle segmentation” and identifying higher yielding customer groups) - facilitator Jamie Griego

“Distribution in Balance” - a look at the distribution network, insights and challenges - facilitator Kate O'Brien

Facilitators – Sabre Hospitality Solutions, Expedia & Industry leader Kate O’Brien – Director of Revenue Management & Distribution, NEXT Story Group – moderator & industry leader Vincent Lepot, Group Revenue Manager – The Lancemore Group

Session 2 - Revenue Management – “Optimisation”, learn insights from the top leaders in our region, hear a range of opinions, concepts and global best practice strategies on optimising group, meetings and event revenue - facilitator James Dickson

“The taste of revenue management” - your must have “minimum best practice” checklist for all food and beverage outlets plus channel optimisation tips and tricks - facilitator Ali Simforoosh

Total Accommodation Management – Two Approaches - Total accommodation management has been an intense subject of conversation, and debate, for many years. Most approaches look at extending what is being managed with the room portfolio to drive profit from areas such as food & beverage, spa, banqueting, leisure activities, even to parking…. but is this the right approach?

Let’s look at the gaming industry to explore an alternative model; a guest-centric approach focused on the Total Lifetime Value of the guest - yielding the guest rather than the asset. In this session, we will look at the contrast between these two approaches, and what it takes to deliver both - facilitator Patrick Andreas

Facilitators – lead by IDeaS Revenue Solutions - James Dickson - Regional Account Director, Industry leader Ali Simforoosh - Director of Revenue Management, The Langham Auckland, Rainmaker , moderator - Matthew Burke - Regional Manager Pacific, STR

Session 3 – “Demand Drivers” - Loyalty, what is loyalty? customers are just loyal to whatever the best deal is at the time, right? – what makes a good loyalty program – insights from airline velocity program expert and lecturer Rodney Williams, Virgin Australia.

“Demand Forecasting” – we know anticipating our demand with a high degree of accuracy is critical to our overall revenue management strategy and pricing decisions, but, how do we do this, learn the key things to look out for when forecasting - facilitators Fabian Bartnick and Cameron Mead

“Reputation Currency” - practical insights on the power of reviews, best practice in managing reviews and what can we do with all this review data? - facilitator Avril Carter

Facilitators – Rodney Williams - Head of Finance,Commercial, Virgin Australia, Industry leader Cameron Mead - Director of Revenue Management, PARKROYAL Melbourne Airport and Fabian Bartnick - Vice President Asia Pacific & International,LODGIQ, Avril Carter – ReviewPRO and moderator Matthew Rutherford, Vice President Revenue Management & Deployment - Carnival Australia.

3.15 – 3.45 - afternoon tea

3.45 – 5.15pmWorkshop Sessions - Round 2



* Register for two sessions of your choice from (Sessions 1,2 or 3) or one session (Session 4) - preferences allocated in booking order.

Session 4 - HOTS & YieldMAX - practical RM simulation session, plus "excel guru" tips & tricks. Suitable for academics and industry, manage your own property and compete against each other. Enjoy fierce and friendly competition. Click here for further details.

Optional extra - Join our community of ARMA trained professionals. Reduced price available for summit attendees only to access the ARMA Yield Academy revenue management THINK - CHANGE - GROW course. Continue your learning online post the Summit.

August 30 - Summit Day - 9am - 6pm

8.15am - Registration open, visit the market place, network and enjoy a tea or coffee

9am sharp -Welcome, Melissa Kalan - ARMA

9.15 – 9.45am – RM educational insight, “Aligning revenue, marketing and demand data: the holy trinity of property success” – Rachel Grier, Managing Director, Asia Pacific - IDeaS Revenue Solutions

10 minutes – Hot Tip, HotelsCombined- Meta

10 am – 10.30am

"ADAPT & THRIVE" - panel discussion on creative ways industry can grow their yields, such as adopting new and fresh approaches, making use of available technology previously not considered, creatively selling their inventory and uncovering hidden market opportunities.

- facilitated by Martin Kelly (Industry Commentator and Publisher of TravelTrends.biz)

Julian Clark – CEO The Lancemore Group & President of the Accommodation Association of Australia

Fabian Bartnick – Vice President Asia Pacific & International - LODGIQ

Craig Chait - Senior Vice President Sales & Marketing and Managing Director Australia/New Zealand - Xn protel Systems Group

Luke Neale - Sales and Marketing Director - Spicers Retreats

10.30am – 11am - Morning tea

11am – 12.30pm - Thought Leadership Sessions - Round 1

  • All the topics that make you money, featuring –

PMS, Meta, OTA’s, RM, Review’s, Data Insights, Industry Metrics & KPI’s

Such as –

1.Optimising business mix to drive better revenue

2.How can tourism operators adapt to changes in guest experience improvement, use data to improve the guest experience and ultimately survive and thrive in 2017.

3.Paradox of Pricing in the 21st Century - where marketing meets revenue meets psychology

4.Get in-depth insights into the changing marketplace and the impact on your direct, OTA and meta channels. Join the discussion on how to effectively maximise your revenue opportunities.

* 5 rotational topics in each session featuring insights, tips, tricks and common errors

12.30pm – 1.30pm - Lunch

(Excel tips - short session held in the lunch break by excel guru Martin Hadfield *optional attendance)

1.30pm – 2.00pm - KEYNOTE

Matthew Rutherford, Vice President Revenue & Deployment - P&O Cruises and Cunard,Carnival Australia

"Sail at 100%" is a mantra heard in the cruise industry which creates additional pressure to find demand. Join Matthew as he shares insights on the cruise industry from a revenue management perspective & shares highlights in RM from other industries.

Matthew Rutherford is an experienced Revenue Management professional holding senior roles with SPC Ardmona (a fully owned subsidiary of Coca-Cola Amatil) as Head of Operations and Strategy, Revenue Manager – Coca-Cola Amatil, British Airways and Qantas.

2.00pm – 2.30pm – Distribution Dynamics & How to Yield Contracted Business - Matthew Burke, Regional Manager, Pacific - STR

10-minute – Hot Tip, OTA Insight

2.45pm - 3.15pm - Afternoon tea

3.15pm – 4.45pm – Thought Leadership Sessions - Round 2

Switch and hear the other topics covered in the first round

* 5 rotational topics in each session featuring insights, tips, tricks and common errors

5.00pm - Summit end & prize draw

5.00pm - 6.00pm - Make connections - drinks in Bobby McGees

6pm - Close

* View testimonials from last years event

* View the gallery from last years event

* Get Involved in the marketplace, all attendees are your target audience

* Benefits to your business - Revenue management education

* Certificates of attendance issued for all workshops on August 29

Terms & Conditions

* Agenda can be subject to change

* no refunds (ticket/tickets transferrable on notification to ARMA)

* after registering, an email will be sent allowing you to select your seats in the August 29 workshops - limited seats in each session. Two sessions can be selected (excluding the HOTS & YieldMAX session), if you select to attend the HOTS & YieldMAX session you can only attend this one session as it runs for the duration of the afternoon.

* CONNECT program will be run again this year with a major prize draw

Delegate email details will not be provided to our event partners unless you grant us permission to do so.

* Yes, please allow my email to be given to event partners & marketplace exhibitors for post event follow up and offers.

Full Terms and Conditions


Share with friends

Date and Time



Rydges Exhibition Street

186 Exhibition Street

Melbourne, VIC 3000


View Map

Save This Event

Event Saved