Robert G. Cross
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 and InterContinental Hotels Group.
Labeled the "Guru of Revenue Management" by The Wall Street Journal, Robert G. 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, Marriott International, Ford Motor Company and UPS. Talus was acquired by Manugistics Group, Inc. in December of 2000 for $366 million.
Robert G. Cross authored The New York Times Business Best Seller, Revenue Management: Hard Core Tactics for Market Domination, (Broadway Books 1997), which has been subsequently published in French, German, Japanese, Korean, Chinese and Portuguese editions. He is in demand as a global lecturer on Revenue Management and is frequently quoted in international business publications. His writings have been included in the Book of Management Wisdom (John Wiley & Sons 2000) along with such business luminaries as Bill Marriott, Jack Welch and Lee Iacocca.
Robert G. Cross also served as a Distinguished Executive-in-Residence at the Terry College of Business at the University of Georgia. He holds a JD (cum laude) and a BA in Chemistry from Texas Tech University.
Dick Niggley
Dick Niggley, the Vice Chairman of Revenue Analytics, is a globally recognized expert in the field of Revenue Management. He has a vast range of experience in devising and implementing Revenue Management tactics for clients.
Over the past 25 years, Dick Niggley has directed projects for over 80 clients worldwide in pricing and Revenue Management, identifying and capturing incremental revenue opportunities for each client. He has been a leader in introducing the science of Revenue Management to a variety of industries, including hospitality, retail and telecommunications, and he has lectured internationally on the subject. One of his areas of expertise is the creation of sophisticated Revenue Opportunity models that measure the effectiveness of revenue generating efforts.
Prior to co-founding Revenue Analytics, Dick Niggley was a key member of the Senior Management Team of Talus Solutions, Inc.
Dick Niggley holds a BS in Mathematics from Central Missouri State College and has worked towards a Masters in Mathematics at the University of Missouri, as well as an MBA at Rockhurst College.
Dax Cross
Dax Cross serves as the President of Revenue Analytics. In this role, he guides the firm’s day-to-day operations, manages key client relationships and leads consulting engagements. His consulting work with the firm includes leading Revenue Discovery projects that identified over $300 million in revenue opportunities. In addition, Dax Cross has led Revenue Recovery engagements for Fortune 500 clients to enhance demand forecasting capabilities, design processes and tools to build demand-based pricing programs, develop price optimization capabilities and create an organizational framework for Revenue Management practices.
Dax Cross has lectured on Revenue Management, forecasting and price optimization at Revenue Management conferences, hotel industry conferences and at Emory University’s Goizueta Business School. Prior to joining Revenue Analytics, Mr. Cross was an attorney at the law firm of King & Spalding LLP.
Dax Cross holds a JD from the University of Georgia, where he graduated summa cum laude and ranked 1st in a class of 225, and a BA from Davidson College.
Dr. Jon Higbie
Dr. Jon Higbie, Senior Vice President and Chief Scientist of Revenue Analytics, is a leading expert in the science of Revenue Management. He has helped some of the world’s leading companies increase revenue and profit through the application of sophisticated pricing, forecasting and Revenue Management techniques.
Jon Higbie is particularly known for his innovative work in the hospitality and advertising industries. He has been recognized for his contributions to the science of group Revenue Management, real-time price management, and large-scale network management for companies such as ABC Television Network, Ford Motor Company, Marriott International, and Delta Air Lines.
Prior to joining Revenue Analytics, Jon Higbie served as Chief Scientist for JDA Software, Inc., where he led one of the world’s premier operations research organizations focused on Revenue Management.
Jon Higbie also served on the faculty of the College of Management at Georgia Tech. He holds a Ph.D. in Management Science and Information Technology from The University of Georgia, and a B.A. in Physics from Wittenberg University.
Zach Cross
Zach Cross serves as Revenue Analytics' Vice President, Revenue Management Strategy. In this role, he advises clients and leads engagements on Revenue Management strategy and business process issues.
His work with the firm includes managing engagements ranging from initial Revenue Diagnostic projects to a Revenue Recovery project where he lead the design of a Revenue Management organization and capability for a multi-billion dollar division of a Fortune 50 auto manufacturer. In addition, Zach has helped clients measure price responsiveness, improve pricing and discounting strategies and execution processes, and develop performance measurement tools.
Zach lectured on Revenue Management and Pricing Performance Measurement at the 3rd Annual Revenue Management and Price Optimization Conference. Zach joined the company from Revenue Technologies, a leading provider of pricing and Revenue Management software solutions. At Revenue Technologies, he provided Fortune 500 companies with business process reengineering consulting services as well as software implementation and configuration best practices.
He holds a BBA with a double major in Marketing and Entrepreneurship from the University of Miami.
Advisory Board
The Revenue Analytics Advisory Board complements the skills of our executive team. Our Advisory Board members have substantial experience in large, complex organizations and valuable relationships with market leaders in the industries we serve.
Accordingly, the Advisory Board provides insight into the issues facing our clients and advice on how we can best meet the needs of our clients while we grow our own organization and capabilities and maintain our standard of excellence.
Lloyd D. Hansen
Lloyd Hansen recently retired as a Vice President and Corporate Officer of the Ford Motor Company.
During his 33-year career, he held several positions, including Vice President & Controller and Vice President - Revenue Management. He is widely recognized as pioneering Revenue Management concepts in the automotive industry. Mr. Hansen's innovative initiatives were a key driver of Ford's profit improvement of more than $5 billion between 1995 and 2000. Under his guidance, Ford had the best net revenue performance of any major automotive company over the last three years, improving revenue per unit by $2,400 in a declining market.
With his leadership, Ford has been consistently on the leading edge of applying a disciplined approach, analytical tools and technology to managing product features, pricing and incentives, as well as quality of inventory, lead management and residual values. Ford has been particularly successful at developing a business-focused and analytically driven sales organization, using customer input and demand data to drive decisions.
Mr. Hansen's initiatives have been featured in several publications, including The Wall Street Journal, Business Week, Forbes, CFO Magazine and Automotive News. In addition, Mr. Hansen served as Chairman of the Beanstalk Corporation in 2003 and 2004. Beanstalk is a licensing company majority-owned by Ford that licenses products for the Ford brands and other Fortune 500 clients. Mr. Hansen is an active member of his community, serving as a member of the Board of Trustees and Treasurer for Hospice of Michigan, and a member of the National Advisory Council for the Marriott School of Management at Brigham Young University. He earned an MBA in Finance from Northwestern University and a BS in Economics from Brigham Young University.
Patrick S. Pittard
Patrick S. “Pat” Pittard is retired CEO and Chairman of the Board of Heidrick & Struggles International, Inc., the world’s premier provider of executive-level search and leadership consulting services.
Mr. Pittard specialized in senior level searches such as CEO and Corporate Directors, placing more than 200 executives in leadership positions. During Mr. Pittard’s tenure as CEO, his leadership and vision was demonstrated through the firm’s impressive financial growth and global expansion. He led the merger of the firm’s U.S. and European operations, which had operated separately for 19 years. Mr. Pittard also led the firm’s initial public offering, and a follow-on offering that created a balance sheet for Heidrick & Struggles that was second to none in the industry. In addition, Mr. Pittard developed the firm’s strategy of augmenting the firm’s core search product to offer clients solutions for their total human capital needs.
He has held or currently holds several board positions. The organizations both for-profit and not-for-profit include Heidrick & Struggles (former Chairman), Artisan Funds, Jefferson-Pilot Corporation, LeadersOnline (former Chairman), University of Georgia Foundation (former Chairman), Greensboro Baseball LLC and MCG Health. He currently serves on the Georgia Board of Regents.
An expert in executive level human capital matters, which include recruitment, retention, compensation, and succession, Mr. Pittard is often quoted in The Wall Street Journal, Fortune, and Business Week, as well as many international publications, and has often appeared on broadcast media. He is listed among The Global 200 Executive Recruiters.
Presently, Mr. Pittard is a Distinguished Executive-in-Residence at the University of Georgia’s Terry School of Business teaching “Lessons in Leadership” to MBA students, law students and Honor students. Mr. Pittard graduated from The University of Georgia and has been honored by the Terry School of Business as its Distinguished Alumnus.
Robert W. Coggin
Robert W. "Bob" Coggin is Vice Chairman of Cendant's Travel Distribution Services (TDS). In this role, he is responsible for managing airline sales and service relationships for all TDS brands, including Cendant's travel portals.
He joined Cendant in 2002 as Executive Vice President, Supplier Development. In that capacity, he was charged with developing and securing relationships with various travel industry suppliers.
After retiring from Delta Air Lines as Executive Vice President of Marketing in May of 1998, Mr. Coggin formed a Transportation and Management Consulting practice (Alpine Consulting). During that time he worked extensively with Accenture in their Travel and Transportation practice.
During his 42-year career with Delta, Mr. Coggin served in various positions in Delta's Passenger Service and Sales/Marketing Divisions. As Executive Vice President of Marketing, Mr. Coggin was one of four members of the Delta Executive Council. In this capacity, he participated in decision making and the formation of policy related issues such as: aircraft acquisition, mergers/acquisitions, route expansion, technology, human resources, finance/accounting and alliances. His primary areas of direct responsibilities included all activities related to pricing/revenue management, airline scheduling, route development, route expansion, consumer marketing, advertising, loyalty programs, global sales activity, customer relations, reservations (call centers), distribution planning, eCommerce and airline alliances. In addition, Delta's Atlantic, Pacific, Latin American and Delta Express discrete business units reported to Mr. Coggin.
Mr. Coggin is active in the community and has served on various boards and committees of several organizations, including: Executive Committee and past Chairman of the Chick-fil-A Peach Bowl; Executive Committee of the Atlanta Sports Council; Executive Committee of the Atlanta Convention and Visitors Bureau; and chairs the International Marketing Committee of the Atlanta Convention and Visitors Bureau. Mr. Coggin attended Alabama Christian College and has participated in Executive MBA Programs at the Kellogg School at Northwestern University.