FRI-A03 Pricing to Win

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
imattingly@lumacorp.com
June 24-27, 2015 | Mandalay Bay Resort & Convention Center | Las Vegas