REVENUE MANAGEMENT

Peter Bell

Richard Ivey School of Business

University of Western Ontario

London, Ont

Abstract

This presentation aims to provide an understanding of the practice of revenue management (RM) as it is carried out today, and to demonstrate the basic concepts used to enhance firm revenues while selling the same quantities of products. The five major tools of the revenue manager (pricing, discount allocation, trading-up, overbooking, and replaning) will be reviewed and the underlying concepts discussed. Opportunities to contribute to research and practice in RM will be highlighted.

Biographical Notes

Peter C. Bell earned BA and MA degrees from Oxford University and MBA and PhD degrees at the Graduate School of Business, the University of Chicago, and is a Professor of Management Science and Information Systems at Ivey. He serves as a consultant to corporations, hospitals, small businesses, charities, and government agencies in the areas of operations and/or computer systems. He recently advised a major mining company on the design of two major systems, and a fuel company on the management of their fleet of heavy vehicles. Bell's research interests include strategic management science/operations research, business decision-making, revenue management, computer modeling, technology to improve management productivity, statistical analysis, and interactive computer graphics. In the community, Bell is a Past-President of the Nor'West Optimist Club of London, and was formerly President and Chairman of the Board of Meals-on-Wheels London. In his spare time, he plays golf, and collects and restores classic British motorcycles.

Sept. 26, 2005

Park Town Hotel, Poplar Room

Cocktails 5:30, Dinner 6:00, Presentation 7:00

Tickets $17

For more information contact:

Winfried Grassmann 966-4898 grassman@cs.usask.ca