balancing the art and science of pricing - sas€¦ · balancing the art and science of pricing...

Copyright © 2014, SAS Institute Inc. All rights reserved.

#pbls14Presented by


#pbls14

Presented by

Balancing the Art and Science of Pricing

Panel Discussion


#pbls14Presented by


Kelly McGuireExecutive Director, Hospitality

and Travel Global Practice

SAS

Kevin StydingerVice President, Fuel Pricing –

Analytics and Planning

Kangaroo Express

Craig EisterSenior Vice President, Global Revenue

Management and Systems

InterContinental Hotel Group (IHG)

Pricing in the Hotel World

InterContinental Hotels GroupOctober 22, 2014

Key Elements of Success

Deliver at the Hotel

Level

Data

Strategy

Systems and Tools

Performance

Aligning with Functions and Verticals

StrategyStrategy and

ToolsBrands Data


ToolsChannels and Distribution

Data


ToolsSales and Marketing

Data

StrategySystems and

ToolsRev Mgmt Data

Performance

Performance

Performance

Performance

Short and Long Term Goals

Data Strategy Systems and Tools

Performance

Short-term• Quick wins: hotel

data, economic data, industry data

• Sharing across functions

Short-term• Clarifying 3-5 year

strategy by function

• Identify overlaps

Short-term• Automate yielding

and other decisions where possible

• Reporting to drive action

Short-term• Identify ROI where

possible• Measure impact

of initiatives

Long-term• Integrated

Roadmap to include internal, external data sources

Long-term• Aligned pricing

vision across disciplines to live up to principles

Long-term• Integration of all

platforms• Better work-flow

for end user

Long-term• Better view of

overall business drivers

• Drill down capability into root cause

• Real Time visulaization

Pricing to Fill Your Tank

October 22, 2014

Predictive Models & Price

Optimization

Data

ScienceArt

Pricing Strategy

Strategy

Execution

Pricing Strategy

ScienceArt

Achieving Quarterly Goals

Execution


#pbls14Presented by


#pbls14

Presented by


Panel Discussion


#pbls14Presented by


#pbls14

Presented by

balancing the art and science of pricing - sas€¦ · balancing the art and science of pricing...

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