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 Core Track Moderator:
Patrick Murphy, Performance Consultants & Fmr. Exec. Chairman, Ryanair
Advanced Track Moderator:
Frank Socha, Director, Sales and Customer Service(EMEA), ATPCO |
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OPENING REMARKS
Patrick Murphy, Performance Consultants & Fmr. Exec. Chairman, Ryanair
 ARAC2008_OpeningRemarks_PaddyMurphy
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09.00-09.30
KEYNOTE
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A WORLDWIDE REVIEW OF ANCILLARY REVENUE INNOVATION
- Jay Sorensen, President, IdeaWorks
ARAC2008_Ideaworks_Sorensen
Evaluate the latest trends from all over the globe like legacy carriers with checked baggage fees and the promise to provide extra loving care, but for a fee. Crazy idea, but how about free flights and onboard shopping vouchers? And the results of the 2nd annual executive survey.
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09.30-10.00
KEYNOTE
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ANCILLARY REVENUE ON A GLOBAL SCALE
- Martijn Van der Zee, VP E-commerce, Air France/KLM
ARAC2008_KLM_Vanderzee
Big airlines have identified a big need for more revenue. How to Harness the power of high traffic websites. Managing the complexities of a worldwide marketplace. And alliances, do they help or hurt?
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10.00-10.30
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HARNESSING THE AIRLINE WEBSITE TO OPEN WALLETS AND PURSES
- Sheila Birchall, Merchandise Manager, Continental Airlines
ARAC2008_Continental_Birchall
Create online strategies that direct consumers to the right places. Examine websites that “ask for the sale.” Manage the flow of information between the retail side and operations. And create metrics to report results to management.
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10.30-11.00 |
Coffee Break & Networking: Sponsored by Netgiro
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11.00-11.30
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IN-PATH ANCILLARY SALES: FINDING THE RIGHT APPROACH
- John Swanciger, SVP – Marketing & Bus. Dev., EzRez Software
ARAC2008_EZREZ_Swanciger
Examine affiliate-marketing schemes to sell hotel and car on the side. Why are more and more sites integrating the sale “in-path.” Integration increases convenience and sales but, there can be customer service issues, so decide which is best for you. |
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11.00-12.00
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FINDING THAT PERFECT PARTNERSHIP!
- Michael Smith, Managing Director, SeaMountain
Panelists:
- Jack Harris, Regional Account Manager, AIG
- Dora Nemeth, Ancillary
Revenue Manager, Wizz Air
- Isabelle Taylor, Affiliate & Partnership Manager, The Trainline.com
- Michelle Hocking, Business Development Director, Webloyalty International
Airlines: find long-term partnerships that add value for your customers and vital revenue
for your business.
Suppliers: understand what airlines are looking for through their partnerships from effective marketing, profits and customer focus.
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11.30-12.00
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THE ART OF SELLING POINTS AND DELIVERING VALUE WITHOUT INCREASING
YOUR LIABILITY
- Christopher Barnard, President, Points.com
ARAC2008_Points.com_Barnard
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12.00-12.30
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DESPERATE TIMES NEED INNOVATIVE MARKETING SOLUTIONS
- Janet Titterton, Sales & Marketing Director, Collinson Latitude
PLEASE SEE COLLINSON LATITUDE MATERIALS (LEFT COLUMN)
Discover the proven intelligence behind the banking sector model of building sustainable profit from existing customer bases. Understand the opportunities to translate these learnings into actions within the travel sector.
Stretch the potential of your business and marketing activity by generating incremental revenue with little IT or resource effort on the part of your organisation. Add value to the relationships you have with your customers. Ultimately maximize your share of the travelers wallet – more profit, more products, more flexibility, more choice. |
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12.00-12.30
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HOW TO MAXIMIZE YOUR SHARE OF REVENUE FROM THE PHONE COMPANY
- Jonathan Collard, Commercial Director, Tripudio
ARAC2008_Tripudio_Collard
Find out how airlines like Wizzair and easyJet sought new revenue through Premium Rate telephone services. Explore going even further by meeting other consumer needs such as travel visas and destination information. See proven examples of how you can:
- Reduce your cost of sale / increase yield
- Swap a 100% cost into 100% income
- Enhance customer satisfaction
- Drive more enquires to the web
- Add value to your proposition / brand
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12.30-14.00 |
Group Lunch & Networking: Sponsored by Digecor
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14.00-14.30
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CLICKAIR: CASE STUDY OF ANCILLARY REVENUE ACTIVITIES
- Maria Cardenal, Head of Ancillaries, Clickair
ARAC2008_Clickair_Cardenal |
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14.00-14.30
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FUTURE TREND: SOCIAL NETWORKING & ITS CONNECTION TO PROFITS
- Sergio Mello, CEO, SATISFLY
DOWNLOAD CURRENTLY UNAVAILABLE, PLEASE CHECK BACK AGAIN SOON...
- Know your customers one by one
- Leverage customer intelligence to enhance service experience
- Trasform customer touchpoints into a touchline |
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14.30-15.00
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TRENDS IN ONBOARD SALES: COMPARING THE EUROPEAN & NORTH AMERICAN EXPERIENCE
- Jim FitzGerald, Vice-President, Guestlogix
- Robert Illston, Operations Manager, Buy on Board, LSG Sky Chefs
- Anders Ohlander, Head of Sales Europe, NetGiro
ARAC2008_GuestLogix_LSG_Netgiro2 |
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14.30-15.00
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TAPPING EUROPE'S GROWING DEMAND FOR ONLINE DEALS AND SALES...GENERATING ANCILLARY REVENUES FOR YOUR AIRLINE
- Raphael Bejar, CEO, Airsavings
ARAC2008_Airsavings_Bejar
Spot sales invite consumers to private sales events. The ticket for admission can be a ticket on your airline. Consider a frequent flier solution, either way, added profits and revenue are in your future.
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15.00-15.30
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"Merchandising the Fare"
- Aidan Brogan, SVP Global Sales, Datalex
ARAC2008_Datalex_Brogan
What is unbundling vs a-la-carte pricing and how are airlines implementing fare merchandising to drive ancillary revenue. Also, what are the implications beyond direct channel. |
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15.00-15.30
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FUTURE TREND: LATEST TRENDS IN ANCILLARY REVENUE GAMING
- Jorgen Lindberg, International Sales Manager - Digital Entertainment, PAF
ARAC2008_Pafb2bgaming_Lindberg |
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15.30-16.00 |
Coffee Break & Networking: Sponsored by Paf b2bgaming
Delegates can Play and Win at the Paf b2bgaming Sponsored Coffee!
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16.00-17.30
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DISTRIBUTION: HOW IS AUTOMATION KEEPING UP WITH REVENUE INNOVATION?
- Moderated by: Frank Socha, Director, ATPCO
ARAC2008_Panel_ATPCO_Socha
Panelists:
- David Peller, Regional Vice President Business Development (EMEA/India), ITA Software
ARAC2008_ITASoftware_Peller
- Bobby Healy, CTO, CarTrawler
- Thierry Boschat, Director Central Product Management, Amadeus
ARAC2008_Panel_Amadeus_Boschat
- Kyle Moore, Vice President, Product Marketing, Sabre
ARAC2008_Sabre_Moore
- Theresa Campbell, Project Lead, Travelport
ARAC2008_Panel_Travelport_Campbell |
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Networking Cocktail
Day 1:
17.30 - 19.00 |
The Airline Information Cocktail Reception
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Virtual Networking: before/during/after ARAC 2008
Click here to join the ARAC Event Networking group on LoadFactor.org
If you are not already a member of LoadFactor membership is FREE and signing up only takes a moment. |
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DAY 2 :: 20 NOV 2008 :: Budapest, Hungary |
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09.00-09.30
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'LOW COST' PRODUCT OFFERINGS FOR 'LEGACY' PASSENGERS
- Rohit Ramachandran, Head of Marketing, Air Arabia
PRESENTATION DOWNLOAD COMING SOON...
Discover strategies for marketing ala carte pricing to a diverse leisure and VFR passenger mix. Identify and capitalize on gaps in the market. Learn how to mitigate cultural perceptions and manage issues of nationalism among sovereign designations.
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09.30-10.00
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ANCILLARY REVENUE: OVERCOMING TECHNOLOGY LIMITATIONS & CULTURAL SILOS
- Martin Collings, Sales, Airline IT Standalone Services Travel Intelligence, Amadeus
ARAC Budapest - Martin Collings
Senior management may take the decision to implement ancillary revenue projects to improve the bottom-line, but effective implementation is often blocked by cultural silos existing between the relevant departments within each airline and due to the complicated IT structures, consisting of many disparate systems, in place at most airlines.
At the same time, many suppliers of relevant products & services have approached airlines to work with them as a sales & distribution channel, but have also been blocked by cultural and IT hurdles at the airlines. So, what are the cultural and IT hurdles to implementing airline ancillary revenue projects and how can they be overcome?
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10.00-1030
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CABIN PRODUCT STRATEGY & UPSTREAM RESEARCH
- Nicolas Tschechne, Team Competition & Trendscouting, Airbus
ARAC2008_Airbus_Tschechne
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10.30-11.00 |
Coffee Break & Networking: Sponsored by Travelport  |
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11.00-11.30
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GREEN ANCILLARY REVENUES: CARBON OFFSETTING & OTHER REVENUE FROM BEING GREEN
- Andrew F Pozniak, Managing Director, Green Aviation International Association
ARAC2008_GreenAviation_Pozniak |
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11.00-11.30
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LEVERAGING YOUR AIRLINE'S BRAND WITH VERTICAL BUSINESS OPPORTUNITIES
- Lars Kjos, Business Development, Norwegian Air Shuttle
ARAC2008_Norweigan_Kjos
What, if any, pre-qualifications are there to line-extend your brand? A road map for success and avoidance of pitfalls. A case study of Norwegian's projects and is this a sustainable model for the industry?
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11.30-12.00
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PROFITABLE CUSTOMER DATABASE STRATEGY & LOYALTY-DRIVEN AFFINITY MERCHANDISING
- Mitch Merrill, Vice President, DBG Loyalty
ARAC2008_DBGLoyalty_Merrill |
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11.30-12.30
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PANEL DISCUSSION
HOW ARE OTA'S HANDLING UNBUNDLED FARES & ALA CARTE PRICING
WHAT IS THE IMPACT ON AIRLINES?
- Moderated by: John Swanciger, SVP Markeeting & Bus. Dev., EzRez Software
Panelists:
- Allen Darnell, Chief Operating Officer, iSeatz
- Adam Shalagin, Busines Development, Expedia
- Suzanne Rubin, President, American Airlines Vacations
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12.00-12.30
KEYNOTE
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THE TRANSITION FROM LEGACY PRICING TO THE UN-BUNDLED ANCILLARY MODEL
- Sudeep Ghai, Vice President, SH&E
ARAC 2008_SH_E_Ghai
When Ryanair implemented pay-for-baggage, it simultaneously reduced its fares by 15% across the board, concretely linking added costs with value to the customer. Legacy airlines are currently implementing many new ancillary charges on top of their high-fare pricing structures. How can an airline account for and track ancillary revenues? |
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12.30-14.00 |
Group Lunch & Networking: Sponsored by Satisfly: 
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14.00-15.30
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WHERE IS THIS ANCILLARY REVENUE REVOLUTION TAKING US?
- Moderated by Paddy Murphy, Performancce Consultants & fmr. Exec. Chairman of Ryanair
Panelists:
- Alyson Playford, Head of Travel Partnerships, British Airways
- Michael Cunningham, Director Passenger Portfolio Integration, SITA
- Paul van Alfen, Senior Business Development Manager – EMEA / Travel, GlobalCollect
- David Canavan, Business & Partnership Development, Visa Europe
- Gareth Gaston, Managing Director, OctopusTravel |
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> End ARAC 2008 < |
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