From left: Raimund Notz, Shumi Khan and Jonathon Liu

Commercial strategy & Total Revenue Management on today’s agenda

We know that the participants at HSMAI Europe Commercial SummerCamp are in very good hands when today’s two brilliant speakers are Jonathon Liu – Chief Commercial Officer (CCO) – Verdi Hotels, a part of the Corinthia Hotel Group, and Shumi Khan, SVP Business Intelligence & Revenue Management at Accor.

Jonathon will kick off the day with the following topic: Building a Commercial Strategy and the teams to do it

Jonathon Liu brings with him extensive experience in commercial strategy. His presentation will shed light on the importance of developing a robust commercial strategy and building strong teams capable of executing this strategy effectively. With insights, he will also share current industry trends and how the commercial function is preparing for the future.

On the other hand, we have Shumi Khan, who also is the chair of HSMAI Europe Revenue Optimization Advisory Board. Shumi brings a wealth of experience in the field of analytics from previous roles across multiple industries. Within the hospitality sector she has worked in the revenue and analytics space at JAC Travel and Expedia.

Her focus at the SummerCamp will be on Total Revenue Management – Understanding what drives value

Her presentation will likely highlight the significance of having a strong business acumen and how Total Revenue Management plays a central role in achieving commercial objectives and how TRM involves integrating revenue management strategies across different departments within an organization, fostering collaboration between sales, marketing, operations, and finance teams.

Together, these two speakers will provide the participants with valuable perspectives on building a solid commercial strategy, developing strong teams, and adapting to the latest industry trends.

One of the participants at this year’s SummerCamp is Raimund Notz, Director of Hotel Revenue Optimization at Preferred Hotels & Resorts. He is the recipient of this year’s “The Fabian Specht Revenue Optimization Professional of the Year” award handed out by HSMAI Europe. This award is named after the late area vice president of IDeaS Revenue Solutions, who passed away unexpectedly in December 2019 and was a dedicated supporter and friend of HSMAI Europe.

This marks the third time the award has been presented, and it recognizes a hospitality professional for their outstanding contributions to revenue optimization in the industry. Raimund received this recognition because he not only excels at optimizing revenues, managing distribution channels, and generating profits in a complex and international ecosystem but also because he is a leader, a coach, and a great communicator.

Raimund Notz had the following to say about the week:

“It’s an incredible honor to attend this year’s CSC in Lisbon. We are hosted by the NOVA School of Business & Economics (#1 in Portugal, #15 in Europe). Thanks to the team at HSMAI Europe for putting together an insightful, leveraging and thoughtful agenda. Successful Leadership Program built the base and start of this week’s journey. To name a few keywords – positive leadership, agile organizations, strategic and servant leadership. With this tremendous baseline it was an easy move to sales theory and strategy followed by distribution and data strategy. Remaining topics of the week will be how to build a commercial strategy, total revenue management, brand strategy and customer centricity.”

We extend our gratitude to IDeaS for their continued support, which allowed Raimund to join the SummerCamp in Portugal and continue to develop his career in our industry.

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