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Revenue Management: A Best Practice Case from the Hotel Industry

December 12, 2019 @ 6:30 pm - 9:00 pm


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SwissCham Shanghai is delighted to invite you to:


Dear Members and Friends of SwissCham,

The hotel landscape in China has changed fundamentally in the last decade. The number of high-end hotels increased considerably in first and second tier cities, leading to a highly competitive market in the industry. In addition, mobile payments, the influence of China specific social media channels and the China distinct younger luxury customer base have created new challenges and play an increasingly important role in the success of the luxury industry. To better understand these recent developments, we have invited two distinguished speakers: Rainer. J. Burkle, who is the Area Vice President, Luxury, Greater China, of Marriott International; and Jennifer Liu, Senior Area Director, Revenue Strategy, Luxury Greater China, of Marriott International.

The following topics will be covered:

1.Understand the Foundation of revenue management in the hotel industry

    1. History
    2. Supply & demand
    3. Inventory complexity
    4. Exploring pricing

2.Gain understanding of the intricate world of rooms distribution

    1. Distribution channels
    2. Rate parity
    3. Revenue strategy communication

Best regards, 

Your SwissCham Team

About the speakers 

Area Vice President, Luxury, Greater China, Marriott International 

Rainer was promoted to the Area Vice President, Luxury over Greater China in January 2017 from his previous role as Regional Vice President and General Manager of The Ritz-Carlton Shanghai, Pudong, when he oversaw the China growth for The Ritz-Carlton Brand to now 13 properties.

He takes now overall responsibility for the success of Marriott’s luxury brands in Greater China, which includes oversight of opening and positioning Marriott’s new luxury hotels within the region and driving financial performance through increased service quality and fostering strong relationship between owners and General Managers. Rainer has spent most of his professional life in the luxury hospitality industry, reaching 27 years with Ritz-Carlton and Marriott as the mother company. He has rich hotel operational experiences, including working as a chef during his younger years in Michelin awarded environments, able to transfer these experiences into star nominated restaurants in the region, operating on three continents in multiple senior leadership positions.


Senior Area Director, Revenue Strategy, Luxury Greater China, Marriott International 

Jennifer was promoted to be Sr. Area Director of Revenue Strategy, Luxury Greater china on July 1st, 2019. She previously served as Area Director of Revenue Strategy, Central and West China. Started her career as St. Regis Hotel Shanghai in 2006 as Revenue Manager. Jennifer joined Marriott in 2008 as Director of Revenue Management at The Portman Ritz-Carlton Shanghai and later moved on to Market Director of Revenue Strategy. She was promoted to Market Director of Revenue Strategy, East China Cluster in 2015 and promoted to Area Director of Revenue Strategy, Central West China in 2017.


About the moderator

Business Executive Officer of Nespresso Greater China

Alfonso Troisi, an Italian citizen, is the Business Executive Officer of Nespresso Greater China, based in Shanghai, where he moved back in June 2013. Alfonso is also the President of SwissCham Shanghai. Prior to Nespresso, Alfonso was Head of Marketing for Metro Cash & Carry Asia, based in Singapore, where he developed and rolled-out a new customer strategy for the Retail and Wholesale business, covering countries such as Japan, India and Vietnam. Alfonso had previously spent 6 years in Shanghai with Diageo and Belvedere, developing a wide portfolio of internationally recognized wines and spirits brands and 1 year with Nestle in Beijing, turning the local business around. Alfonso early career was in Europe, where he held several local and international commercial leadership and project management roles, based in countries such as Italy, France, Spain and the UK.  Alfonso speaks fluently 5 languages and holds a BA Degree from Bocconi University in Milan and an MBA from IMD in Lausanne.


Date & Time (日期及时间)
December 12, 2019 18:30 – 21:00

Program Rundown(活动流程)

18:30 – 19:00  Registration
19:00 – 19:10  Introduction by Alfonso Troisi, President of SwissCham Shanghai
19:10 – 20:00
– Overview of Marriott and its Luxury Segment in the Greater China Region, by Rainer Burkle, Area Vice President, Luxury, Greater China, Marriott International
– Introduction revenue management and room distribution, by ,Jennifer Liu, Area Director of Revenue Management,  Luxury Hotels Greater China, Marriott International
20:00 – 20:30  Q&A session
20:30 – 21:00  Networking with fine finger food, red wine, white wine, beer and soft drinks

Language(语言):  English

Prices (价格):

  • Members: RMB 250 会员价
  • Non-Members: RMB 300 非会员价

RSVP Deadline报名截止日期: Please register by December 10, 2019 请于2019年12月10日前登记报名。

Cancellation of RSVP

In case you need to cancel your attendance to the event, please write an email to: at least 24 hours prior to the event. Failure to cancel your RSVP timely will require the payment of a “no show bill” of the full amount stated in this invitation.  You can contact Nini Qi by telephone: 021 5368 1237. For third-party events, the event terms and conditions of the event organizer apply.
如果您要取消出席活动,请在活动开始前24小时写邮件给。如未能及时取消,我们视同默认付款. 若非瑞士商会主办的活动,取消规则请参照活动主办发布的条款。


December 12, 2019
6:30 pm - 9:00 pm
Event Categories:
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The Shanghai EDITION
Meeting Studio 1, 3F, 199 Nanjing Road East Huangpu
Shanghai, China



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