26th - 27th January 2012, Grange City Hotel, London
Day One: Thursday 26th January 2012
08.00 Registrations and Refreshments
09.15 Opening remarks from Airline Business
Max Kingsley-Jones, Editor, Airline Business
09.25 Opening remarks from the chair
Marc Rosenberg, President, Marsalyn Creative
09.35 Keynote Panel Discussion: Revenue, Retail and Merchandising: The evolution of airline strategies
Panellists will debate:
- How have selling strategies evolved? Has the speed of innovation matched other industries? If not, why not?
- Which airlines, technology providers and individuals have influenced the market the most?
- Changing company mindsets about what consumers will pay for and consumers mindsets about what is of value
- How much revenue can airlines generate from retail and merchandising?
- How diverged is the strategy of full-service, low cost and hybrid carriers today?
-
How have some airlines managed to grow ancillary revenues by becoming coalition loyalty programs?
Stephane Druet, Director of Strategy for Airlines, Expedia Affiliate Network
Jochen Schnadt, Commercial Director, Monarch Airlines
Paul Smitton, Head of International Development, Qantas
David Doctor, Director Distribution Marketing, Amadeus
10.35 Morning Refreshments
11.00 Modern distribution: Limitations, new possibilities and achieving return on investment
- Implications of American Airlines’ Direct Connect System
- Outlining potential of distribution platforms
- Understanding distribution of fares on new technologies
- Distribution of ancillary channels and the impact of IATA EMD standard
Sébastien Touraine, Project Manager, e-services, Simplifying the Business, IATA
Ian Tunnacliffe, Independent Consultant
11.45 Deriving greater value from airport partnerships
- Working in partnership with airports to deliver revenue and competitive advantage
- Exploring joint marketing possibilities
- Generating additional ancillary revenues in partnership with airports
Patrick Edmond, Managing Director, e2 Consult
12.15 Question and answer session
12.30 Lunch kindly sponsored by 
13.30 Case Study: New Revenue Stream - Post-Sale Revenue Management - A 'Win-Win' for airlines and passengers
Sachin Goel, Founder & CEO, Optiontown
14.00 Case Study: Impact of Google on the wider market
Ian Tunnacliffe, Independent Consultant
14.30 Question and answer session
14.40 Afternoon refreshments
15.10 Case Study: Creating “world first” ancillary products for airBaltic
Janis Vanags, Vice President Corporate Communications, Air Baltic Corporation
15.40 Case Study: Monetising loyalty points
Yvonne Lönnberg, Manager CRM,Loyalty Marketing and SAS EuroBonus, Blue1
16.10 Question and answer session
16.20 End of day one followed by drinks reception sponsored by 
Day Two: Friday 27th January 2012
09.00 Registration and refreshments
09.30 Opening remarks from the chair: Overcoming key industry challenges
- Ancillary revenue and the customer experience: How far can it go?
- Overcoming technological constraints
Ursula Silling, Founder and CEO, XXL Solutions
09.40 Keynote address
Ian Simkins, UK Clubcard Rewards Director, Tesco
10.05 Question and answer session
10.20 Keynote Panel Discussion: Defining the meaning of ancillary revenue today
- Managing the trade off between air-only products and a bundled product offering: Constructing strategies for different models
- Understanding how the boundaries between ancillary, e-commerce and revenue management are shifting
- Analysing the life cycle of ancillaries – which are sustainable?
Rauno Parras , CCO, Estonian Air
Tom Bacon, Principal, Tom Bacon Consulting
Steve Klimek, Managing Director, AIRticulate
11.05 Morning refreshments
11.35 Ancillary revenue: learning from the experience of others
They say that experience is something you get moments after you need it. However, in the case of ancillary services, there are now enough airlines earning ancillary revenues that we can learn from the experience of others. This session aims to unlock the experience of others so the audience can put that experience to good use before they need it.
We draw on the experiences of David Stoyle, an Amadeus Consultant who has worked with a number of airlines on their ancillary revenue strategies and Hélène Millet who is responsible for the implementation of ancillary services distribution for Air France / KLM.
David Stoyle, Head of Revenue Practise, Amadeus Consulting
Hélène Millet, Senior Distribution Manager, Air France-KLM
Moderated by: Dan Greaves, Manager, Strategy and Marcomm, Amadeus
12.05 Monetising web traffic and new online ancillaries
- Maximising conversion rates
- Perfecting the user interface
- Applying customer segmentation techniques
- Identifying opportunities that fit business models and ROI
- Analysing examples of success within hotel, car hire and travel insurance partnerships
Onur Dedekoylu, Vice President – Marketing, Pegasus Airlines
12.35 Evolving models of revenue management
- Identifying different models of revenue management practiced today
- Understanding if legacy and low cost models have converged?
- Involving consumer choice in revenue management
- Developing new pricing concepts and hybrid revenue management
Toke Høgild, Director Revenue Management Strategies & Analysis, Scandinavian Airlines
13.05 Lunch
14.05 Case Study: Evolution of revenue management strategy after the entrance of a new airline to the market
Florian Dehne, Head of Revenue Management, Pricing and Business Development
14.35 Case Study: Working with subsidiaries or parent companies
David Delfini, Head of Network, Revenue Management and Distribution, Air One
15.05 Afternoon refreshments
15.35 Establishing and building a Facebook presence
- Identifying strategies to raise your profile and communicate your corporate message
- Organising internal teams to manage new media communication effectively
- Making and generating loyalty from Facebook
Christian Kamhaug, Head of Social Media, SAS
16.05 End of New Commercial Models conference
Sponsored by:
