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Introduction
Contact
Career overview
Cranfield University
Independent_Consultant
Cathay Pacific Airways
British Airways
Expert Systems et al

Courses (days)
Business Statistics (5)
Intermediate Stat's (3)
Advanced Stat's (2)
Operations Research (5)
Revenue Mgt (2)
Team Building (1)

Cathay Pacific Airways, Hong Kong

Jan 98- Aug 99: Senior Manager Revenue Systems, reporting to GM Network Revenue
Background to this promotion: In January 1998, Cathay Pacific underwent a major organisational restructuring, laying off thousands of employees and reorganising the company with its remaining staff. Prior to this restructuring, the Revenue Management department had a Manager Revenue Management (responsible for the day to day operations of the PROS system) and a manager Revenue Technology Development (Louis Busuttil – responsible for revenue systems training, futures and strategy). The Reservation Systems and Distribution Systems development groups were located under Sales Development. In January 1998, Louis assumed responsibility for revenue systems operations, development and strategy, and for a team of 25 staff organised under three groups: 1) Reservation Systems, 2) CRS/Distribution Systems, 3) Pricing and Yield Management Systems.

Reservations Systems: Evaluation of reservation systems futures beyond the legacy Unisys mainframe environment. Internet booking engine. Codeshares. ATB implementation. Seat map interfaces. Fare class realignment for alliances. Frequent flyer recognition. Electronic ticketing.

CRS/Distribution Systems: CRS strategy, contracts, cost analysis / budgeting, BIDT, MIDT. Booking quality improvement. Seamless availability, married segment logic, POS information. Fare communications (ATPCo, SITA, FAREX). Revenue protection initiatives.

Pricing and Yield Management Systems: PROS and Groups revenue management systems operations, implementation, end-user training and development. Data quality improvement. PNR modelling. Pricing systems design and development. Origin and destination control upgrade.

Aug 93 – Jan 98: Mgr Revenue Technology Development, reporting to GM Sales & Revenue Management
Background to this appointment: Louis was headhunted by Cathay Pacific who offered him more pay, less tax, and a chance to experience life in the Far East on an expatriate contract. Though enjoying a successful career with British Airways at the time, he nevertheless jumped at this opportunity and took his family to Hong Kong.

IT training and education; internal business consultancy; recruitment and general management:
Throughout his time at Cathay Louis was responsible for revenue management education, both in terms of internally evangelising and championing the concept, and in terms of end user training of analysts in the use of IT systems bought and developed to support revenue management processes. He was also responsible for the business process reengineering effort necessary to support revenue management implementation, the recruitment and general management of operational research and IT staff, and the evaluation, purchase, development and implementation of Revenue Management software and its integration into legacy systems at Cathay.
Major achievements included the design of a market fare authorisation system, and the development of a major sales training programme for the Cathay Pacific field sales force, which included visiting Cathay salesmen around the world and training them in the principles of revenue management.