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...
![Page 1: Balancing the Art and Science of Pricing - SAS€¦ · Balancing the Art and Science of Pricing Kelly McGuire Executive Director, Hospitality and Travel Global Practice SAS Kevin](https://reader033.fdocuments.net/reader033/viewer/2022053006/5f09cfdc7e708231d4289a55/html5/thumbnails/1.jpg)
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
![Page 2: Balancing the Art and Science of Pricing - SAS€¦ · Balancing the Art and Science of Pricing Kelly McGuire Executive Director, Hospitality and Travel Global Practice SAS Kevin](https://reader033.fdocuments.net/reader033/viewer/2022053006/5f09cfdc7e708231d4289a55/html5/thumbnails/2.jpg)
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)
![Page 3: Balancing the Art and Science of Pricing - SAS€¦ · Balancing the Art and Science of Pricing Kelly McGuire Executive Director, Hospitality and Travel Global Practice SAS Kevin](https://reader033.fdocuments.net/reader033/viewer/2022053006/5f09cfdc7e708231d4289a55/html5/thumbnails/3.jpg)
Pricing in the Hotel World
InterContinental Hotels GroupOctober 22, 2014
![Page 4: Balancing the Art and Science of Pricing - SAS€¦ · Balancing the Art and Science of Pricing Kelly McGuire Executive Director, Hospitality and Travel Global Practice SAS Kevin](https://reader033.fdocuments.net/reader033/viewer/2022053006/5f09cfdc7e708231d4289a55/html5/thumbnails/4.jpg)
Key Elements of Success
Deliver at the Hotel
Level
Data
Strategy
Systems and Tools
Performance
![Page 5: Balancing the Art and Science of Pricing - SAS€¦ · Balancing the Art and Science of Pricing Kelly McGuire Executive Director, Hospitality and Travel Global Practice SAS Kevin](https://reader033.fdocuments.net/reader033/viewer/2022053006/5f09cfdc7e708231d4289a55/html5/thumbnails/5.jpg)
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
![Page 6: Balancing the Art and Science of Pricing - SAS€¦ · Balancing the Art and Science of Pricing Kelly McGuire Executive Director, Hospitality and Travel Global Practice SAS Kevin](https://reader033.fdocuments.net/reader033/viewer/2022053006/5f09cfdc7e708231d4289a55/html5/thumbnails/6.jpg)
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
![Page 7: Balancing the Art and Science of Pricing - SAS€¦ · Balancing the Art and Science of Pricing Kelly McGuire Executive Director, Hospitality and Travel Global Practice SAS Kevin](https://reader033.fdocuments.net/reader033/viewer/2022053006/5f09cfdc7e708231d4289a55/html5/thumbnails/7.jpg)
Pricing to Fill Your Tank
October 22, 2014
![Page 8: Balancing the Art and Science of Pricing - SAS€¦ · Balancing the Art and Science of Pricing Kelly McGuire Executive Director, Hospitality and Travel Global Practice SAS Kevin](https://reader033.fdocuments.net/reader033/viewer/2022053006/5f09cfdc7e708231d4289a55/html5/thumbnails/8.jpg)
Predictive Models & Price
Optimization
Data
ScienceArt
Pricing Strategy
Strategy
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Execution
Pricing Strategy
ScienceArt
Achieving Quarterly Goals
Execution
![Page 10: Balancing the Art and Science of Pricing - SAS€¦ · Balancing the Art and Science of Pricing Kelly McGuire Executive Director, Hospitality and Travel Global Practice SAS Kevin](https://reader033.fdocuments.net/reader033/viewer/2022053006/5f09cfdc7e708231d4289a55/html5/thumbnails/10.jpg)
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
![Page 11: Balancing the Art and Science of Pricing - SAS€¦ · Balancing the Art and Science of Pricing Kelly McGuire Executive Director, Hospitality and Travel Global Practice SAS Kevin](https://reader033.fdocuments.net/reader033/viewer/2022053006/5f09cfdc7e708231d4289a55/html5/thumbnails/11.jpg)
Copyright © 2014, SAS Institute Inc. All rights reserved.
#pbls14Presented by
Copyright © 2014, SAS Institute Inc. All rights reserved.
#pbls14
Presented by