Balancing the Art and Science of Pricing - SAS€¦ · Balancing the Art and Science of Pricing...
Transcript of 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
Copyright © 2014, SAS Institute Inc. All rights reserved.
#pbls14
Presented by
Balancing the Art and Science of Pricing
Panel Discussion
Copyright © 2014, SAS Institute Inc. All rights reserved.
#pbls14Presented by
Balancing the Art and Science of Pricing
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
StrategyStrategy and
ToolsChannels and Distribution
Data
StrategyStrategy and
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
Copyright © 2014, SAS Institute Inc. All rights reserved.
#pbls14Presented by
Copyright © 2014, SAS Institute Inc. All rights reserved.
#pbls14
Presented by
Balancing the Art and Science of Pricing
Panel Discussion
Copyright © 2014, SAS Institute Inc. All rights reserved.
#pbls14Presented by
Copyright © 2014, SAS Institute Inc. All rights reserved.
#pbls14
Presented by