Replacing Revenue Management & Pricing with Retailing Optimization

Date: 8, 15 & 22 March. 10am Eastern
Location: Online

In this conference, we discussed whether we need to keep today’s revenue management systems, and how we move from customer segments to revenue managing individual customers by name, identity and their relevant profile for each experience. We also discussed how pricing and revenue management needs to adapt to better work with NDC, loyalty, merchandising, ancillary, and through airline/travel SuperApps. To move to next-gen pricing and revenue management, we will share how airlines must embrace machine learning and artificial intelligence to upskill practices and enable airlines to better execute their business strategy and enhance profitability.


• Airline business models versus revenue management systems
• Revenue managing the customer, not the seat plus stacking on ancillaries
• Adapting P&RM for retailing through SuperApps and NDC, including Loyalty, Merchandising, Ancillary
• Using AI platforms and machine learning (ML) to grow the scope of RM to retailing optimization


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Tuesday 8 March 2022

10:00am – 11am Eastern
(4:00pm – 5:00pm European)

Replacing Revenue Management & Pricing with Retailing Optimization Workshop
  • Performance improvement of RM in an uncertain world
  • Revenue managing the customer, not only the seat/bed and ancillary
  • Opportunities and limitations of NDC and retailing
  • From dynamic pricing, dynamic offering to dynamic procurement
  • Updating RM outside RM systems

– Dr Ricardo Pilon, Owner & Principal AI Strategy Consultant, millennium-ai / Managing Partner, AI Training Group
– Oliver Ranson, Founder, Ranson Pricing


Tueday 15 March 2022

10:00am – 11am Eastern
(3:00pm – 4:00pm European)

Lions´ Den

The Lions’ Den is a fast paced and fun pitching contest of new solutions. This Den featured solutions that facilitate the future of Revenue Management and Pricing, including NDC Aggregators and Artificial Intelligence-driven Pricing and RM Solutions.

Each solution was pitched for 5 minutes to our panel of industry expert Lions, who then questioned each pitcher for 5 minutes about their solution. Finally, the Lions chose a Best Product of the Day. Watch to find out, who won, although all solutions are great for your bottom line profit!

– Dr Hugh Dunleavy, Founder Dunleavy Consulting & former senior executive with Qatar Airways, Malysia Airlines, WestJet, Lufthansa among others
– Dr Ricardo Pilon, Owner & Principal AI Strategy Consultant, millennium-ai / Managing Partner, AI Training Group
Sinead Finn, Director, Affinnity

Pitching Companies



Tuesday 22 March 2022

10:00am – 10:15am Eastern
(3:00pm – 3:15pm European)

Total Revenue Optimization – Steps from revenue management to passenger, ancillary, and offer management.

– Dennis Michon, Head of Product, FLYR Labs
Niels Colémont, Head of New Optimization Programs, FLYR Programs

10:15am – 10:30am Eastern
(3:15pm – 3:30pm European)

Air Canada Case Study

Francois Choquette, Senior Director Revenue Management, Air Canada

10:30am – 10:45am Eastern
(3:30pm – 3:45pm European)

Revenue Managing Customers’ Wallets vs Airline Organization Design

Tom Bacon, Consultant, Tom Bacon Consulting

10:45am – 11:00am Eastern
(3:45pm – 4:00pm European)

BNPL: Revenue Managing The Customer To Increase Leisure Sales

– Michelle Byerley,  VP AIR Partnerships, Uplift
Karen Brzozowicz,  Manager, Payment Products , Air Canada

11:00am – 11:15am Eastern
(4:00pm – 4:15pm European)

AI platforms as new RM entrants

Rob Saker, Head of Retail and Manufacturing, Databricks

11:15am – 11:30pm Eastern
(4:15pm – 4:30pm European)

Breaking down silos between modern pricing, RM, loyalty and ancillary

Dieter Westermann, Consultant / Former Vice President, Revenue Management, Etihad Airways

11:30am – 11:45am Eastern
(4:30pm – 4:45pm European)

Dynamic versus continuous pricing

Jonas Rauch, Lead Scientist, PROS

11:45am – 12:00pm Eastern
(4:45pm – 5:00pm European)

From Ideas to Action, Use Cases from GE Aviation and Emirates

Sophie Dionnet, General Manager Business Solutions, Dataiku

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