Keynote Speaker – Robert Cross

The “Guru of Revenue Management” – Wall Street Journal

and Author of the NY Times Bestseller: Revenue Management: Hardcore Tactics for Market Domination

Robert G. Cross is the Chairman and CEO of Revenue Analytics. He is widely recognized as the foremost expert in the field of Revenue Management. Mr. Cross guides Revenue Analytics’ strategic vision and provides a wealth of industry expertise. He is actively involved in client work, and his leadership has been instrumental in helping develop industry leading Revenue Management capabilities for Revenue Analytics clients, including General Motors, Marriott International and InterContinental Hotels Group.

Labeled the “Guru of Revenue Management” by The Wall Street Journal, Mr. Cross, prior to Revenue Analytics, founded Talus Solutions, Inc., a company credited with creating billions of dollars in value for clients such as Delta Air Lines, Ford Motor Company and UPS. Talus was acquired by Manugistics Group, Inc. in December of 2000 for $366 million.

Confirmed Speakers

Steve Adams, Managing Director, Asset Management LaSalle Investment Management

Mr. Adams is a Managing Director with LaSalle Investment Management and has over 23 years experience in the real estate industry. He is focused exclusively on the residential side of the business, including conventional multifamily, student housing and senior housing. His responsibilities include running LaSalle’s national apartment asset management group.

Prior to joining LaSalle in 2007, Mr. Adams was the Vice President of Asset Management and Operations with RREEF/DB. He was directly responsible for the multifamily assets for several pension plans and comingled funds.
Mr. Adams also worked at Western National where he was the Regional Vice President overseeing multifamily operations in Southern California and Colorado.

Mr. Adams started his real estate career in 1987 at ConAm Management in San Diego where he worked his way up from the accounting department to Regional Manager.

Mr. Adams earned a BS in Finance at the University of Denver. He is a Certified Property Manager (CPM) with the Institute of Real Estate Management (IREM) and is currently a Candidate to become a Certified Commercial Investment Manager (CCIM). He has served on the Board of Directors for the Apartment Association Greater Inland Empire, the California Apartment Association and The San Diego County Apartment Association.

Tom Bumpass, CIO, Greystar

Tom currently serves as Managing Director and Chief Information Officer for Greystar Realty Partners. He is responsible for the organization’s overall technology strategy and initiatives. Tom joined Greystar two years ago in an acquisition from JPI where he served for 20 years in various technology and management leadership roles. Tom has been significantly involved in working with providers, peers and trade organizations to evaluate and implement emerging technologies. His experience with revenue management dates back a number of years with the development of custom revenue management tools within JPI and, more recently, with the implementation of Yieldstar with Greystar and JPI. Greystar has now implemented over 200 sites on the Yieldstar system. Tom holds a BBA in Business Analysis from Texas A&M University.

Brad Cribbins, Senior Vice President, Southwest/Mountain Regions, Alliance Residential Company, (Moderator)

Brad Cribbins has more than 18 years of experience in the multifamily industry, and is currently responsible for overseeing more than 29,000 apartment homes throughout Arizona, Colorado, Nevada, New Mexico and Utah. His background includes the management of fee-based and JV relationships for institutional and private clients on conventional, tax-credit and program properties. Mr. Cribbins graduated from Azusa Pacific University and is a Certified Commercial Investment Member candidate. He is also a real estate broker in the state of Oregon and the former President of Portland’s Multifamily Housing Association.

Donald Davidoff, Senior Vice President – Strategic Systems, Archstone

Donald Davidoff is Senior Vice President, Strategic Systems for Archstone, a large privately held multi-family housing developer and operator. His teams are directly responsible for pricing and revenue management, eCommerce and business process management. This portfolio of responsibilities represent the heart of “where technology and people meet” in the Archstone business model.

Prior to joining Archstone, Donald led the team that built the Lease Rent OptionsTM software, the industry’s first automated revenue management system, at Talus Solutions, later acquired by Manugistics. While with Talus/MANU, Donald worked on pricing and revenue management software and business processes in a variety of industries including rental car, hotel and gaming, package services and retail.

Donald earned a Master’s degree in Systems Management from the University of Southern California and a Bachelor’s degree in Aeronautical Engineering from the Massachusetts Institute of Technology.

Melissa Dekosky, Director of Revenue Management, Marriott ExecuStay

Melissa started her career in corporate housing over 15 years ago with Trammell Crow. A wide array of positions has contributed to her extensive knowledge of corporate housing and has led to her current role as Director of Revenue Management for Marriott ExecuStay.  For the past 7 years, her primary responsibilities have included introducing revenue management concepts and tools utilized by Marriott International to the ExecuStay corporate housing brand.  Since 2008, Melissa and the brand have been focused on the utilization of alternate distribution channels, primarily through online booking capabilities and the use of GDS systems.

Melissa holds a Bachelor of Science degree in Ceramic Engineering from Alfred University and a Masters of Business Administration degree from University of Central Florida.  Due to her strong foundation in process development and analysis, Melissa is often tapped for special project groups organized for the introduction of new tools, systems and processes within Marriott ExecuStay.

James Flick, Director of Revenue Management, Camden Property Trust

James Flick oversees the revenue management efforts at Camden and is responsible for managing the daily pricing of Camden’s portfolio.  His responsibilities include managing Yieldstar setup and pricing as well as supporting Camden’s property operations by reporting revenue performance, forecasting revenue trends, and identifying revenue opportunities. Prior to joining Camden, James worked with JPI Development for 10 years as the Assistant VP of Market Research.  His primary responsibilities included forecasting apartment market trends, creating and supporting pricing/valuation/due diligence models, as well as apartment market data collection and analysis.

James earned a Bachelor of Arts in Communication Studies with a minor in Economics from the University of North Texas and later earned a Masters of Business Administration from the University of Dallas.  During his time at JPI, he earned the distinction of Certified Professional Forecaster through the Institute of Business Forecasting.

Patty Garver, Pricing Manager, Laramar Group

Patty joined The Laramar Group in 2007. She manages the Lease Rent Options program for Laramar’s portfolio. LRO is a revenue management software system that analyzes market and property conditions along with numerous other factors to set pricing daily. Patty works with each property to ensure occupancy goals are met while keeping pricing and profitability at appropriate levels. Prior to joining Laramar, she worked in Pricing and Yield Management within the transportation industry. Patty has a B.S. degree in Business Administration with an emphasis in finance and banking from University of Missouri – Columbia. She has an M.B.A. degree with an emphasis in Marketing from University of Missouri – Kansas City.

Evan Hoffman, Vice President of Revenue Management, AIMCO

Evan Hoffmann has worked in the Revenue Management discipline for nearly 15 years. He spent over a decade in the travel and hospitality industries in various RM roles with the majority spent in centralized Revenue Management positions at diverse corporate headquarters. His background has strong foundations in System Implementation and Product Development, as well as Forecasting, Budgeting and Analytics.

Evan came over to the multifamily industry in early 2008 and is currently Vice President of Revenue Management & Analytics for AIMCO. He and his team of Revenue Management professionals are responsible for the revenue optimization of over 60,000 conventional apartment homes generating $900 million in annual revenues.

Dean Holmes, Chief Operating Officer, Madison Apartment Group

Rich Hughes, Vice President of Revenue Management, AMLI

Kevin Huss, Director of Revenue, Resource Residential

Kevin joined Resource Residential as the Director of Revenue in 2008. His role at Resource is to direct and manage revenue maximization strategies through the implementation of new lease and renewal pricing, resident screening strategies and other risk management processes. Kevin and his Revenue Management team work closely with each property to ensure revenue goals are met while focusing on rate, occupancy and unique sales practices.

Prior to joining Resource Residential, Kevin worked with Simpson Property Group as a Revenue Manager and Avis Budget Group as a Product Manager.  Kevin has a B.S. degree in Business Administration from the University of Wyoming and a Masters in Accounting from the University of Colorado at Denver.

Ron Johnsey, President, Axiometrics, Inc.

Ronald G. Johnsey has over 31 years of experience in the development, financing, marketing, and property management of high-profile commercial and residential properties. He has successfully built, acquired, financed, and managed over $1.0 billion of real estate as a developer, lender, and owner during his career. He founded AXIOMETRICS sixteen years ago in 1995.

Mr. Johnsey is a former director and member of the executive and asset management committees of ConCap Equities, Inc. Additionally, Mr. Johnsey was vice president of acquisitions and asset management of an affiliate of Gordon Investment Corporation, a Canadian merchant banking company. He has also held senior positions at The First National Bank of Chicago, Texas Commerce Bank, The Farb Company, and Dimension Development Company.

Mr. Johnsey is a member of the advisory board of directors of the Real Estate Research Institute (RERI). Additionally, he is on the advisory boards of Chandan Economics and Preferred Apartment Communities.

Mr. Johnsey received a B.A. from Birmingham Southern College, an M.B.A. from Emory University, and a J.D. from Cumberland School of Law. He has been active in the Rotary Club, the United Way, the Chamber of Commerce (Chairman of the Legislative Action Committee), the Christian Home for Children, and others.

Maitri Johnson, Executive Vice President, Riverstone, (Moderator)

Alan King, West Division Vice President, Berkshire

Mr. King has served as Divisional Vice President of Berkshire, responsible for operations in Texas and the western U.S., as well as in the Florida region since 2006. Previously, he was Regional Director of Operations with Archon Residential Management and McNeil Residential Management, Inc. Mr. King has over 30 years of experience, primarily in residential, retail, office, and self-storage assets. Mr. King has extensive experience in renovation, expansion and repositioning of both residential and commercial real estate assets. His current responsibilities include the inspection and evaluation of properties, hiring and development of divisional staff, preparation of strategic business plans, operating and capital budgets, which includes financial forecasting for both short-term and long-term management decisions. Mr. King is a Certified Property Manager, and has a Bachelor of Science degree in Business Administration with a major in Finance from the University of Florida. He recently concluded a term as President of the Apartment Association of Greater Dallas and currently serves on the Texas Apartment Association  Executive Committee.  Mr. King lives in Plano, Texas with his wife Cindy and has four daughters.

Jim Kjolhede, President, Satteron Enterprises, (Moderator)

Michael Lacy, Director of Pricing and Revenue Management, UDR

Michael D. Lacy joined UDR in November 2006 and is currently the Director of Pricing and Revenue Management and oversees the Revenue Management and Business Intelligence for the company.  Prior to joining the company, Mr. Lacy was a Corporate Accountant for RedPeak Properties. Since joining UDR in 2006, Mr. Lacy spent his first four years within a Operational Strategist role and as a Senior Acquisitions Analyst.   In November 2010 he was promoted to Director of Pricing and Revenue Management. Mr. Lacy holds a Bachelor of Science degree in Business Administration from the State University of New York at Potsdam and his Masters in Real Estate and Construction Management from the University of Denver.

Lyn Lansdale, Vice President, Strategic Business Services, AvalonBay Communities, Inc., (Moderator)

Lyn Lansdale is the Vice President of Strategic Business Services for AvalonBay Communities.  Ms. Lansdale has responsibility for telecommunications and rooftop licensing contract negotiations, retail management, revenue management, energy management and utility reimbursement for the company.   Ms. Lansdale’s group within AvalonBay Communities, Inc. also acts as an incubation group for new products, services and business processes – designing and implementing pilot programs to test ideas for possible company-wide implementation.

Ms. Lansdale has over 22 years of multi-family experience.  She began her career with the company in June 1989 as Regional Manager for Trammell Crow Residential (AvalonBay’s predecessor company) in the Mid Atlantic region.  In 1996, she assumed her current position and the responsibilities and scope have expanded considerably as AvalonBay has grown.  She is an active member of the National Multi-Housing Council, participating in various lobbying efforts on Capitol Hill on behalf of multi-family apartment owners.

Doug Miller, President, Satisfacts

Since the mid 1980s Doug Miller has been involved with the marketing, research and training functions for over one million units nationwide. Prior to starting his own businesses in 1996, Miller was Director of Marketing for several national and regional property management firms including Forest City Residential. Doug is the multifamily industry’s leading authority on resident satisfaction research and retention‚ surveying nearly a million units annually to determine what is impacting satisfaction and the likelihood to renew‚ and how to use this information to reduce controllable turnover. A regular on the national speaking circuit and frequently published, Doug is also co-host of The Retention Report on MFProTV.

Miller received his BSBA from Washington University/St. Louis and MBA from The American University (DC). A DC native, Doug now lives in Baltimore, and is the proud father of two sons, Douglas and Chris.

Scott Morrison, Senior Vice President, Operations, Legacy Partners

Mr. Morrison joined Legacy Partners Residential, Inc. in 1992 and is the Senior Vice President of Operations in Southern California. Morrison’s responsibilities include apartments, mixed use apartments/retail and marinas. Additionally, he analyzes potential sites, markets, unit/site plans and develops lease-up/operating budgets for new apartment construction as well as extensive due diligence for buyers. Mr. Morrison has over 34 years of experience in multi-family management. Prior to joining Legacy Partners, he was the Regional Vice President for Trammell Crow Residential in Arizona/New Mexico/West Texas, Regional Vice President for Granada Management Corporation in Florida, President/ Principal for Saber Management in the Southwest, and Vice President for Southwest Management in Arizona. He is or has been on the Executive Committee of Apartment Associations in the counties of: Los Angeles, Orange, San Diego and the Inland Empire. Mr. Morrison earned his Masters of Business Administration (MBA) degree from Rollins College in Winter Park, Florida and is a Certified Property Manager (CPM®) through the Institute of Real Estate Management (IREM) since 1982.

Bryan Pierce, Revenue Manager, Holland Residential

Bryan Pierce serves as the Revenue Manager for Holland Residential. He has been responsible for all aspects of selection, implementation, reporting, and daily results of Revenue Optimization since the Holland Partner Group implemented these tools and processes in December of 2009.

Through his weekly communication with Property Teams, Regional Managers, Regional Training, Marketing, and COOs, Bryan provides internal feedback for key performance opportunities and metrics. This includes market and sub-market rent trends for Holland’s acquisitions company, portfolio wide trends that can be addressed to enhance Holland’s people through training.

Bryan graduated with highest honors, Summa Cum Laude, from Eastern Oregon University with a degree in Business Administration focused on Leadership, Organization, and Management and has an Advanced Credential in Finance. He holds a Certification in Hotel Revenue Management from Cornell University’s School of Hotel Administration.

Barney Pullam, Vice President, Business Process, Waterton Residential

Barney joined Waterton Residential in 2007 bringing to the team over 20 years of experience in the multifamily industry. Throughout his career Barney held numerous operational positions both at the site and corporate level for both private firms as well as publicly traded REITS. As the Vice President of Business Process for Waterton Residential, Barney oversees the Revenue Management, Training, Support, Ancillary Services and Project Management teams. Barney worked closely with the executive team at Waterton Residential in the evaluation and implementation of the Lease Rent Options revenue management program in 2008/2009. Barney received his Bachelor’s degree in Finance from Northern Illinois University and is a member of the National Apartment Association as well as the Institute of Real Estate Management holding the Certified Property Manager designation.

Dave Romano, Vice President, Pricing and Revenue Management, Equity Residential

Dave Romano is Vice President of Revenue Management at Equity Residential, the largest publicly traded multifamily housing REIT.  Dave was charged with launching the Revenue Management effort at Equity back in 2005.  In his role, Dave directs the new lease and renewal pricing function as well as the development and implementation of revenue related enhancements to the overall business process and operating platform.

Prior to joining Equity, Dave has been involved in Revenue Management in both the airline and rental car industries where he’s worked with various vendors in both implementation and on-going operations of revenue management solutions.   Dave has a Masters degree in Economics from Eastern Illinois University and a B.A. in Economics with a Business Administration minor also from Eastern Illinois.

Dennis Smillie, President, Multifamily Solutions, (Moderator)

Dennis Smillie is the President of Multifamily Solutions, Inc., a consulting firm that provides strategic planning services to property owners and technology related product companies seeking a market in the multifamily sector.  Multifamily Solutions Inc. assists property management organizations in selecting and culturally adopting new technology products and services, and helps technology related product companies develop and execute business, sales and marketing strategies. Additionally, Dennis works with property management organizations in the area of organizational dynamics and development.

Dennis has more than 30 years of senior level experience in the multifamily industry. From 1981 to 1991 he was a senior management executive with R&B Realty (Oakwood Worldwide), Village Green and Oxford Development Corporation. Moving to the supplier side of the multifamily business in 1991, Dennis served as a senior sales/marketing/operations executive focused on building start up businesses for RentGrow, GE Capital and GMAC Commercial Mortgage before starting Multifamily Solutions, Inc. in 1999.

Dennis is a nationally recognized speaker whose unique perspectives on the multifamily industry have been heard at the NAA, Multi-Housing World,   Multifamily Executive Conference, AIM, NMHC conferences and numerous state/local apartment associations and private seminars.

Donna Summers, Vice President, Gables Residential

Donna Summers is currently Vice President of Operations for the West region at Gables Residential. This region includes TX, CA, AZ and WA, and is made up of a variety of multi-family and mixed-use assets. Currently her role encompasses all aspects of property operations and includes oversight of operational corporate initiatives for the company.

Donna has over 26 years of experience in property management. Her career began with Trammell Crow/Gables where she spent 11 years in a variety of operational roles. Upon leaving Gables she worked for companies such as Archstone and Greystar in various positions including Vice President of the Dallas Region for Greystar. Before returning to Gables Residential in 2005, Donna worked for First Worthing where she was Director of Operations and Asset Management. While at First Worthing Donna worked with both conventional housing and student housing projects.

She holds her CPM designation and is a member of the Dallas IREM chapter and she is currently serving on the Board of Directors for the Apartment Association of Greater Dallas. In 2004, Donna was named to Apartment Professional’s “Women to Watch” list.

Mark Van Tilburg, Director of Operations, Archon Group

Mr. Van Tilburg serves as Director of Operations for Archon Group overseeing all aspects of property operations.  He has been in this position since 2001. Mr. Van Tilburg has 22 years of experience in multi-family real estate management including with AIMCO as a regional property manager, as a property manager at Balcor and Insignia.  He holds the CAM, CAPS and CPM Candidate professional certifications.

Scott Villani, Director of Multifamily Revenue Management and Marketing, Forest City

Scott Villani has worked in the multifamily industry for nine years. He has been with Forest City for seven years currently managing residential marketing and revenue management as the Director of Marketing. Before joining the marketing team, Scott worked in management for Forest City as a Regional Manager in Washington, DC, and General Manager in Boston, MA.  Prior to Forest City, he worked for AvalonBay, in Boston, for two years on their management team.  Scott received his BA in Economics from Dickinson College and an MBA from The Robert H. Smith School of Business at The University of Maryland.

Stacy Westbay, President, Revenue Edge, LLC

Stacy Westbay is a 15-year veteran of the multifamily housing industry.   Westbay began her career as a part-time leasing consultant for JPI, where she was employed for more than eight years.  More recently, Westbay served as Vice President of Asset Management for Verde Apartment Communities where she was responsible for the development of financial reporting systems, annual budgeting, quarterly forecasting, oversight of ancillary services and the successful implementation and adoption of revenue management.

With the recent sale of Verde’s multifamily assets, Westbay has decided to launch Revenue Edge – an innovative consulting firm dedicated to assisting multifamily owners, managers and investors in successfully implementing the revenue management systems and processes that are changing the face of the multifamily industry.   Ms. Westbay holds and MBA in Finance from Southern Methodist University.

Chris Wood, Senior Editor, Hanley Wood, (Moderator)

Chris Wood is a Senior Editor for Hanley Wood’s Multifamily Executive and Apartment Finance Today magazines, where he covers multifamily technology, property management, apartment finance, capital markets, and executive leadership. Chris has been writing about multifamily and single-family real estate for over a decade. Prior to Hanley Wood, Chris worked as an editor and reporter for The Financial Times, The American Lawyer, and Institutional Investor. Chris holds a BA in Philosophy and English Composition from St. Lawrence University and hopes to one day return to an abortive attempt at a Master of Fine Arts in Creative Writing.

Blerim Zeqiri, Director of Revenue and Research
Alliance Residential, Moderator