June 24-27, 2015 Mandalay Bay Resort & Convention Center | Las Vegas Pricing to Win Using Revenue Management to Sign More Leases Moderator: Ian Mattingly, CPM –President, LumaCorp Inc. Tammy M. Atkins, CPM – Community Manager, 10 Federal Partners Shannon Hayden – Senior Regional Property Supervisor, Epoch Management, Inc. Mark R. Haldi – Portfolio Manager, Bridge Property Management June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas Learning Objectives: Understand the role revenue management plays in competitive rental pricing Learn how a revenue management program impacts leasing and personnel, and plan for addressing it in your own company Identify common objections to revenue management from your staff and prospects, and specific responses to overcome them June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas Panelists: • Tammy M. Atkins, CPM – Community Manager, 10 Federal Partners • Shannon Hayden – Senior Regional Property Supervisor, Epoch Management, Inc. • Mark R. Haldi – Portfolio Manager, Bridge Property Management June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas Process/ Buy-In Data Owner’s Goals Pricing Success! June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas Final Notes: • Staff buy-in into the revenue management system is vitally important for the program to work. • Smooth the way ahead with ample advance notice and frequent conversations with revenue managers and more experienced peers. • Know your system’s limitations and have a plan in place to cover them before rolling out a new product. • Monitor your system regularly and don’t be afraid to make adjustments • Give onsite staff permission to raise concerns, but don’t overreact. • Tech gadgets and ILS pushes can really help drive revenue enhancement, but they aren’t necessary. • Having a dedicated revenue manager or team is a helpful counter-balance for supervisors, but it isn’t necessary either. • Revenue management can solve price problems, but not people, product, or promotion. • Competitor rents aren’t everything. June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas June 24-27, 2015 Mandalay Bay Resort & Convention Center | Las Vegas Ian Mattingly [email protected] June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas
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