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Grow your business at the Summit

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APAC Revenue Management Summit 
August 14 & 15

- Melbourne 2019 -

optimise - innovate - educate
* We are forecasting it to sell out! - limited capacity *

August 14 & 15, 2019

Rydges, Melbourne
186 Exhibition Street


Join hundreds of our revenue management focused professionals, learn strategies for their business!

Hosted by ARMA

Australian Revenue Management Association 
Don't miss the 2019 APAC Revenue Management Summit..
The largest dedicated revenue and yield management focused
conference and exhibition in Asia-Pacific.

Delve deeper and learn..

Hosted by: Australian Revenue Management Association (ARMA)

In support with: Accommodation Association of Australia
 and our industry partners Tourism Industry Aotearoa, Caravan & Camping Industry NSW, Torrens University Australia and TAA

In its 4th year the 2019 Summit has an "entertainment" theme and will include workshops & educational discussion around how we can
 "Connect & Grow" as an industry to leverage demand and optimise profits...and it remains ACRONYM FREE!
** SOLD OUT IN 2017 & 2018 **


9.00am – 9.50am - Arrival registration & morning tea

9.50am Sharp - Welcome, Melissa Kalan – ARMA

10.00am – 10.50am – EXPERT WORKSHOP: The Rating Economy – its influence on consumer behaviour and the impact on business
Mr Chris Petzoldt is Partner and Managing Director Oceania at Simon-Kucher & Partners

Summit partner and global pricing experts, Simon-Kucher and Partners return in 2019 and present this year’s expert facilitated workshop titled “The Rating Economy”. Their workshop was incredibly popular last year, so don’t miss your opportunity to hear the findings from their global research study and apply it to your business.

Chris opened Simon-Kucher’s Australia operations in 2011 and is a regular presenter at conferences around the world and has more than 18 years of global consulting experience. 

His work focuses on strategic marketing, portfolio/bundle design and pricing optimization. He supported monetisation strategies (portfolio, pricing, sales) for retail and consumer, telecoms, software / internet and media clients across Australia, Europe, Asia, Middle East, Oceania and South America. 

Chris studied business administration at the University of Kiel and at the School of Business and Commercial Law Gothenburg, Sweden. He majored in Innovation Management and Marketing. His degree dissertation focused on willingness to pay functions of interactive television users.

I am delighted to have Chris share his knowledge at the Summit!

10.50am – 11.30am: REVENUE MANAGEMENT KEYNOTE: Mr Peter Brewer, Managing Director Maxamation

This years Summit explores the application of revenue and yield management in the entertainment industry. Peter Brewer has extensive experience in revenue management and I am delighted to feature his revenue management keynote. This session draws on his broad experience across the television industry including 6 years with Seven Network Australia. During his time with Seven Network Australia he was in charge of the implementation and continued practice of revenue management through the network. This was one of the worlds first major TV network implementations. 

Facilitated by: Alex Dugdale - Area Manager at Expedia Group 

Get your questions answered at the Summit. Use the slido app.
Panel discussion featuring our revenue leaders & experts answering questions from the audience submitted prior and at the Summit.
Moderator: Matthew Burke -  Regional Manager  Pacific - STR

1. Kamesh Shukla -  Executive Vice President Sales - RateGain
2. Nikanor  Danilov - Cluster Revenue Manager - Park Hyatt Melbourne
3. Joey Kang - Senior Director, Enterprise Business Development APAC - The Rainmaker Group
4. Manav Khera - Director, Revnmore

12.50pm - 1.45pm: Networking Break & Lunch

 1.45pm – 3.30pm – WORKSHOPS - ROUND 1

Workshop 1: DIRTY DATA

The parity issue no-one is talking about   
Get to know the biggest undercutting offenders
Discover ways you’re leaving money on the table
Best practice approach as the parity game changes
Facilitator: Amit Peshawaria - OTA Insight

Outliers, anomalies, algorithms and averages
Are you truly optimising from clean data?
- traps to be mindful of when analysing
Facilitator: Kamal Kishore - RevDham

Who says your competitor has it right? Are you at their mercy...?
How much consideration should be given to competitor rates in your pricing decisions and does discounting increase demand or dilute it?
Facilitator: Philip Niemann - Duetto

Moderator: Beverley Wood - Event Manager


Get them to know you, like you and trust you...

Social platforms: How to reach your customers directly and manage the instant gratification market plus pure "gold" marketing tips and the power of social proof.
Facilitator: Katie Hokin - KT Creative

Customer ROI Journeys: What tools can you use to measure marketing ROI? How can you leverage this data and what marketing strategies can you use that increase direct conversions?
Facilitator: Edwin Saldanha - STAAH

Guest Experiences and Trust – Aligning Brand and Reality: 
How does a deep understanding of your guests create trust, loyalty and revenue growth? How do you align reality (Experience) with expectations (Brand)? In this session we delve into the importance of understanding your guests and explore methods using guest intelligence that foster trust and ultimately great guest experiences. 
Facilitator: Avril Carter - ReviewPRO

Moderator: Melissa Kalan - ARMA


The most costly phrase I know is, “because it’s always done that way...”

Featuring industry case study:
Yering Gorge Cottages - Positive Disruption within your Business 

In the FY18, Yering Gorge Cottages produced it’s best trading performance in its 11 year history; and won Silver in the Deluxe Accommodation Category at the 2018 Victorian Tourism Awards. 

The FY19 forecast was to deliver an increase on the previous year’s financial results and saw further improvement whilst also seeing the property enter Trip Advisor’s Hall of Fame for the first time.  

I am so delighted to have Tracy facilitate at the Summit in 2019 and celebrate an industry success story, come along and hear her insights on;

Strategy: Identification of target audience, how are they booking and setting strategic objectives.
Tactics: Review of their sales strategies; insights on implementing a new reservation & sales channel distribution model and their marketing activities.
Outcomes: Financial performance, growth in brand awareness and propensity to recommend plus stakeholder engagement .
PLUS: Know the inexpensive and available tools you can incorporate within your business!
Facilitator: Tracy Hore - Sales & Marketing Manager - The Eastern Golf Club & Yering Gorge Cottages

Unraveling Revenue Science: How to price correctly in a complicated environment.

Take a closer look at how pricing and inventory management go hand in hand to maximise your revenues and profit.

Topics covered will be: 
What are the inputs to forecasting, pricing and inventory management and how revenue management is rapidly becoming a science. 
How do pricing and inventory management work together and impact your revenues?
How to have confidence that your pricing and inventory management decisions are correct?
Facilitator: Jurgen Ortelee - IDeaS Revenue Solutions

Direct Customer Strategies that work: Leverage your assets!
Where to start when creating a 'Direct Booking Strategy'
What is the most important piece of data you should look at FIRST
 - Is your website and booking engine an asset or a liability? 
 - The Top 5 Direct Booking Strategies you need to know

Facilitator: Adrian Caruso - Fastrack Group

Moderator: Nikanor Danilov - Park Hyatt Melbourne


Personalisation without being creepy...what is the ROI on personalisation?
Facilitator: Rachel Pelikan - ORACLE

How to Stand Out and Rise Above in the Competitive Landscape
Facilitators: Solène Anglaret & Jamie Griego - Area Manager and Director Market Management, Expedia Group

User experience (UX) journeys, are you reaching them at all touch points? PLUS Forecast accuracy – is it still a focus area? What is the knock on effect?
Facilitator: Manav Khera - Revnmore

Moderator: Matthew Burke - STR

3.30pm - 3.45pm - DELEGATE ROOM CHANGE
Delegates can select a second workshop of their choice

3.45PM - 5.30PM - WORKSHOPS - ROUND 2


* Please remember to bring your lanyard for entry to the Summit on August 15 *

* Delegates who booked by 30 June can access the reserved seating in the workshops of their choice *



8.15am - Registration opens, visit the market place, network and get started on your CONNECT card for your chance to win a great prize!

9.00am sharp -Welcome, Melissa Kalan – ARMA

9.05am - 9.25am - OPENING ADDRESS - Mr Dean Long, CEO Accommodation Association of Australia

9.25am – 10.00am - REVENUE MANAGEMENT KEYNOTE: Mr Nicolas Robin, General Manager Marketing - Village Entertainment

Revenue management is crucial for many industries. This revenue management keynote takes us to the movies! I am delighted to feature Village Cinemas and hear insights on the application of revenue and yield management in the entertainment industry. Explore the similarities and nuances in the application of the discipline, including customer analytics, measurement, management and challenges.

10.10am – 10.40am - HEADLINE PANEL: "CONNECT & GROW"

Back by popular demand, don’t miss Martin Kelly's panel discussion on innovative ways business models are maximising their profit opportunities. This discussion will also explore the evolution of connections, including how we interact with our guests, suppliers and with each other and what this means for business.

Learn how traditional business relationships and organisational structures have changed, where the ROI is in fostering exceptional connections and what is required to truly be a leader in this space.
Moderator: Mr Martin Kelly, Industry Commentator and Publisher of

1. Ms Hope Antzoulatos - General Manager Customer Journey, Tigerair Australia
2. Mr Steven Wright - CEO, BIG4 Holiday Parks of Australia
3. Catherine Mapperson - Franchisee, Quest on Dorcas and Quest St Kilda Road

10.45am – 11.25am - MORNING TEA & NETWORKING
Network and learn, complete your CONNECT CARD

11.30am – 1.00pm – GENIUS ZONES - ROUND 1
Deep dive on revenue management topics with summit experts - delegates will be split into smaller hubs where they will hear insights, tips & tricks on a range of topics. During these engaging and interactive sessions, speakers will rotate while delegates remain seated.

Topics covered will include:

1. How to build and organise your revenue strategy teams
2. Performance metrics: RevPAR, RGI, MPI, ARI, GOPPAR, Net RevPAR...
3. Disruption and Distribution: Future trends (AI, Machine Learnings and B2B Bot) plus opportunities to collaborate with OTAs
4. Revenue Management optimisation health check
5. How much of your inventory do you yield and group?
6. If it isn’t broke don’t fix it…or find a new way! Can you better segment your market, what could you be missing?
7. Trends in customer source markets
8. 5 things you need to know to optimise meetings & events
9. Direct channel costs: uncensored! Plus a world without rate parity
10. TOFO, MOFO, BOFO what is all this lingo? Deep dive into funnel marketing - practical steps that drive better brand engagement and conversions. 
 Join the discussion on all the topics that MAKE YOU MONEY!

1.00pm – 2.00pm – LUNCH & NETWORKING
Network and learn, complete your CONNECT CARD

2.00pm – 3.30pm – GENIUS ZONES - ROUND 2
Delegates switch zones

Network and learn, complete your CONNECT CARD


Facilitator: Rachel Grier - IDeaS

4.15PM - 4.30PM - PRIZE DRAW & CLOSE
* Major prize 2 x P&O Cruise Holidays


I look forward to seeing you at the Summit :) Melissa Kalan

* Agenda can be subject to change for both days without notice.
* A highlights video and a random selection of Summit photos will be shared across social platforms post the Summit. Please review terms and conditions during booking process.

2018 Testimonials

“Congratulations on an amazing event. So many revman leaders and tourism organisations in one space all working collaboratively together. Great ethos and lovely to be a part of”

“A big congratulations on a superbly executed event Melissa. The warmth and spirit of the revenue management community was in full flight”

“A great event, inspiring for all levels of Revenue Management”

“Without question a standout event in this region, an all-round first class conference that delivers unique and inspiring content surrounded by wonderful industry professionals”

Genius Zone Discussion Leaders
  • Antoine Bruant-Bisson: Lecturer BMIHMS @ Torrens University 
  • Kammelh Kishore - RevDham
  • ​Clare West and Victoria Yannopoulous - Expedia Group
  • ​Joey Kang -  Rainmaker
  • ​Nikanor Danilov - Cluster Revenue Manager, Park Hyatt Melbourne
  • ​Manav Khera - Revnmore
  • ​
  • ​IDeaS Revenue Solutions
  • ​Matthias Dybing - Herobe
  • ​Katie Hokin - KT Creative
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You will experience the most productive 2 days you've EVER spent on your business.  
 Practical discussion..GUARANTEED
We discuss some of my favourite all-time revenue and digital marketing strategies in just 2 days...
Connect & Grow
Everything you'll learn is focused on helping you to optimise your assets and minimise missed opportunity 
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