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STEVEN G. PINCHUK Professional Summary A decisive, and
analytical self-starter. Multi industry experience in Revenue Management
(RM), Marketing, Market Planning/Analysis, Business Development, Finance,
& System Development for tour operators, resorts, hotels, rental cars,
ferries, airlines, casinos, excursion companies & Broadway theater
owners/producers. International consulting gave me a unique perspective and
skills from different industries and countries. I have the unique ability to teach, implement and manage RM,
marketing and pricing in companies in many industries including travel,
theater, transportation, retail and shipping. Have worked alone or managed
70+ people depending on requirements 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 HARRAH’S
ENTERTAINMENT, INC 2002 - Present 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.
Marketing/pricing/RM seminars, evaluations, system design and database design CRUISE LINES Carnival Cruises Seminar Evaluation Database design and implementation Princess Cruises Seminar Evaluation Database design and implementation Renaissance Cruises GDS & CRS connectivity Hapag Lloyd Seminar
FERRIES Brittany Ferries Seminar Evaluation System design Corsica Ferries Seminar Evaluation System design and development TT/TR Lines Seminar Evaluation System design Viking Line Seminar
CASINO/HOTELS Caesars Palace, Las Vegas Proof of concept System design PGA National Resort & Spa Seminar Evaluation Long term consulting contract TOUR OPERATORS Club Med Evaluation Proof of concept System design and development
PADI New product deisgn Business development (Professional Association of Diving Instructors)
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