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STEVEN G. PINCHUK Professional Summary I
spent almost 6 years as Director and VP with Harrah's Entertainment (world's
largest casino company) Corporate Marketing team. During that period we built
what many said are the best and most advanced customer centric revenue management
(RM), distribution, marketing, loyalty and pricing systems. Harrah's CMO is a
reference of mine. Revenue per available room increased 60% in 5 years. When
Harrah’s bought Caesars Entertainment and Horseshoe Casino Hotels I
integrated them into our RM/distribution systems and trained their
management. Both increased revenues by double digits the first year. A
decisive and analytical self-starter. I have worked in revenue management for
top international travel companies (Harrah's, American Airlines, Princess
Cruises, NCL, Club Med, etc.) and travel consulting companies (SAS Institute,
SABRE, PROS, OPUS2, etc.). This unique perspective allows me to be accepted
in both worlds as a visionary and an operational manager. Multi discipline/industry experience in
Marketing, RM, CRM, Sales, Distribution, Dynamic Pricing, Market
Planning/Analysis, Business/System Development. Was initially a RM expert and
have added Marketing, CRM & Distribution expertise. I
have worked in & consulted for hotels, air lines, cruise lines, resorts,
casino hotels, tour operators, rental cars, ferries, Broadway theater owners
and retail businesses. International consulting & living in Europe/Asia
gave me global perspective/skills from many different industries/countries.
Demonstrated unique ability to strategize / teach / implement / manage in the
above areas in companies in many industries including travel, transportation,
retail, finance, and shipping. My
background allows me to adapt and implement new practices. Experience from being
an economics advisor to Sr. US Senator who ran for President allows me to
understand how to apply these practices in new industries and markets. I
have a patent pending & extensive experience in customer centric 360
degree profit optimization, based on predictive analytics
integration/automation of marketing, revenue management, pricing, CRM,
distribution & loyalty processes. Areas of Expertise
PEER RECOGNITION Ø Speaker
and Chairperson at over 30 Conferences on Marketing, Pricing and revenue
management in past 8 years in US and Europe Ø Wrote
and gave RM / Marketing / Pricing seminars for the American Management
Association (AMA) and asked to join AMA faculty Ø Selected
as member of Editorial Review Board for new Journal of Revenue &
Pricing Management Ø Wrote
and gave RM, Marketing and Pricing E-Conferences for the Hospitality,
Sales & Marketing Association International (HSMAI) Ø Asked
to join American Hotel and Lodging Association Educational Institute’s
faculty and give RM, marketing & pricing seminars Ø Asked
to be Editor for new Revenue Management section for www.eyefortransport.com and www.eyefortravel.com and chair RM conferences in the US and
Europe Ø Asked
to teach graduate course in RM, Marketing & Pricing at Florida
International University’s School of Hospitality Management PROFESSIONAL EXPERIENCE LYNN UNIVERSITY 2010 - Present Boca
Raton, FL Adjunct
Professor Hospitality Management School WESTGATE
RESORTS (contract) 2009 - 2010 Orlando, FL, Senior Vice President Resort Profitability Led
efforts to change this $1b+ timeshare company into a hotel company. Hotel
marketing/sales, distribution, CRM, RM, pricing & internet reported to
me. Increased YOY sales 20% in 7
months. SAS INSTITUTE, INC 2007
- 2009 Las Vegas, NV, Vice President Profit Optimization Systems $2b/year
leader in business intelligence/predictive analytics software. 96 of the top
100 Global 500 companies use SAS. In this new position, I built/led a team
that applied the analytical/predictive power of SAS to Marketing, RM,
Pricing, CRM & Distribution to create “Profit
Optimization Systems” that optimize profits both within & between these
different disciplines. Markets
included airlines, hotels, rental cars, banks, telecommunications, etc. HARRAH’S
ENTERTAINMENT, INC 2002 - 2007 Las Vegas, NV, Corporate Director Revenue
Management In charge of RM for this $4.5b casino/hotel
company that is listed by market analysts and Forbes as the most profitable
hotel company in the US. I am responsible for building and maintaining a RM
system for the 26 properties and 15,000+ beds with annual revenues of over
$4.5b in rooms and gaming. 23 Revenue Managers report to me and I am
responsible for their training and tracking their results. I am using RM data
and analysis to change Harrah’s approach to marketing and pricing and tie RM
and marketing together in using the same data and goals. Training Marketing
& RM staff in new marketing techniques. The indented positions were
consulting/contract work and were not permanent jobs PGA NATIONAL RESORT & SPA (2001-2002) Palm Beach Gardens, Florida Updated RM, marketing,
pricing and distribution channels at this world famous resort. Included golf,
spa, tennis and other ancillary revenue centers. Gave RM seminar and
performed RM/marketing evaluation of resort operations. Then developed new
marketing, pricing plans and distribution plans and implemented them. Worked
on new RM forecasting and pricing models with the Chairman of the Management
Sciences Department at University of Miami Business School.
NORWEGIAN CRUISE LINE ( 2000 – 2001) Miami, Florida Sr. Director Revenue Management & System Development Responsible for development, testing, calibration and maintenance of a new NCL revenue management system. Reviewed old RM systems and procedures and made improvements. Project canceled due to lack of funding and recent acquisition.
PRINCESS CRUISES (1999 - 2000) Los Angeles, California Sr. Manager/Director Responsible for team of 70+ doing inventory control/analysis, yield management, revenue management, revenue processing, revenue support, booking processing, ship dispatch, concessions and revenue automation. Implement needed promotions, pricing and policies in response to competitive analysis, inventory situation and marketing/sales intelligence reports. Implemented, tested and built state of the art Yield Management system with Talus. Determined other automation and controls needed to attain consistent and informed decisions.
PROFIT OPTIMIZATION
STRATEGIES, INC. (POS) 1993 -
2002 Fort Lauderdale, Florida, President
& Founder Applied state of the art computers, economics,
statistics and business processing logic to optimize business processing,
revenues and profits. Consulted in Revenue/Yield Management (RM), decision
support, marketing and pricing projects. Seventeen years of SR. Management
industry experience producing usable rather than paper solutions I have
represented several of the world’s leading revenue enhancement software and
system development contractors and have worked in the following positions: PROS STRATEGIC SOLUTIONS (1996 - 1997) Houston, Texas, Vice President Business Development Independent contractor. PROS is the world's largest supplier of YM and Decision Support to airlines. 10 of the top 25 airlines were PROS clients. PROS wanted to expand to non-airline markets. Clients include Lufthansa, Singapore Continental,
OPUS 2 REVENUE TECHNOLOGIES (1996 –1997) Portsmouth, New Hampshire, Vice President Business Development Independent contractor. OPUS 2 has a YM system for the hotel industry. Clients include Westin Hotels, Choice Hotels, etc
SABRE Decision Technologies (1993–1996) American Airlines Decision Technologies Dallas-Fort Worth, Texas (I was based in Fort Lauderdale) Business Development Director, Hospitality & Leisure World's largest travel consulting and decision support company. Secured clients and performed RM, system design/integration, marketing & pricing projects for cruises, ferries, casinos, tour and theme park operators. Performed seminars & business evaluations, designed decision support systems and attended system development reviews. See client list on last page.
Renaissance Cruises (1992 - 1993) Fort Lauderdale, Florida, Director Specialty Marketing Developed marketing plan for joint venture with a leading international Spa facility. Negotiated joint venture and marketing aspects of proposed venture. Produced marketing plan on Seychelles Islands destination.
Club Med Sales, inc. (1989 -1992 Scottsdale, Arizona, Director, Planning & Analysis Helped design and was U.S. Representative to Global Yield Management system team. Suggested and implemented room pricing, resulting in over $2 million incremental revenue. Analyzed historical occupancy, pricing and profits to develop database for planning and analysis. Technical and marketing knowledge used to assist many ongoing projects and needed analysis.
Costa Cruises (1988 - 1989) Miami, Florida, Director, Yield Management (1989) Automated traffic reporting to allow for yield considerations. Helped automate group reservations and develop forecast database.
Director, Management Information Systems and Assistant to the President (1988 - 1989) Assisted parent company with development of reservations system. Developed sales incentive program, built cruise line supply/demand forecasts by market. Analyzed, selected and began implementation of passenger insurance program.
Sitmar / Princess Cruises (1986 - 1988) Los Angeles, California, Manager, Cabin Inventory and Yield Management (1987 - 1988) Integrated Group department into Forecasting and Inventory Management. Processed all bookings, inventory decisions and setting discount levels and controlling their availability. Revised reservation and inventory system, controls and reporting.
Manager, Forecasting & Inventory Management (1986-1987) Combined Forecasting and Inventory Management departments. Produced oral/written passenger, financial and special market analysis and forecasts, as well as controlling cabin inventory. Built forecast module.
Manager, Marketing Planning (1986) Responsible for industry, market, competitive and product planning and analysis. Prepared annual and long-range product and ship schedule/pricing plans for senior management.
Taco Bell / Pepsico - corporate headquarters (1985) Irvine, California, Senior Business Planner Investment and P&L forecasts for Taco Bell / Pepsico. Strategic Marketing Analysis & Planning.
Martin Marietta-Aerospace (1981 - 1985) Denver, Colorado, Sr. Business Analyst Competitor, acquisition. market and business development analysis. Top Secret security clearance.
United States Senate (1979 - 1981) Denver, Colorado, Staff Assistant to U.S. Senator Gary Hart Responsible for economy, banking, business, labor, housing, taxes and regulatory agencies
U.S. House of Representatives (1978) Beverly, Massachusetts, Staff Assistant to Congressman Michael Harrington EDUCATION E.M.B.A (Executive MBA), 1984 University of Colorado Graduate School of Business Administration, Denver, Colorado Accelerated MBA for managers with senior management experience. Required 10-year Sr management experience waived.
BA, Political Science, Economics 1978 Brandeis University, Waltham, Massachusetts Economics and Political Science. Selected as intern for Congressman Michael Harrington, then hired onto staff.
Phillips Andover Academy, Andover, Massachusetts, 1974 Prep school. Graduated with college sophomore standing. Awarded highest athletic and honorary awards. Six varsity letters. Founded psychology club, largest club on campus SYSTEM SKILLS Managed projects including system and database analysis, development, design and testing. Used Oracle, SQL, C+, SAS, HTML, ASP, Java, Lotus 1-2-3, MSExcel, MSWord, MS PowerPoint, MS Access, Act, Netscape, Explorer, Unix, Windows NT and Windows 98. Interfaced with ERP & Legacy systems including reservations / procurement / decision support systems. |