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ASC/ACP and Ancillary/A-la-Carte in the Media
17 March 2009: Aviation Today Airlines Tackle $1.4 Billion Online Fraud Challenge Profit protection is key in tough economic environment; Business airlines see lowest fraud losses read story
11 April 2009: ABTN - Air & Business Travel News Airline Sales Channel Forum: Industry to discuss new revenue streams read story
28 April 2009: Travel Daily News Airline information survey reveals bright beacon of hope for airline revenues read story
12 May 2009: CNN Money.com A billion reasons to charge for luggage The money-losing airline industry reaped more than $1 billion last year from excess baggage fees, DOT says. read story
14 May 2009: ABTN - Air & Business Travel News Unbundling: the rapid rise of a new revenue stream read story
Pre-ConferenceWorkshop / 11 May Miami, Florida
12.30 - 12.35
Welcome & Opening Remarks
- Michael Smith, Managing Director, SeaMountain read bio
12.35 - 13.00
eCommerce payment fraud: overview and trends -
Mitch Muroff, Managing Director, Curaxian read bio
13.00 - 13.20
Airline views on Fraud - Allan Wallace, Manager, Card Acceptance, Virgin Atlantic Airways
13.20 - 15.00
Fraud Workshop (Part 1) Is there a conversion rate between online payments and online fraud?
By Ogone payment services and Martinair Holland.
Online ticket sales via the internet are growing each year, and the practice has already become an integral part of our everyday spending patterns. Developments in this field are taking place at a very rapid pace, and not just the technical ones: online fraud control also requires a maximum level of knowledge, speed and flexibility. And so it is high time to focus for a moment on this particular subject.
To help you conduct effective risk management, a comprehensive Fraud Detection Module offers you a real-time service providing all of the necessary analysis-information. It generates a customized online protection so as to be able to deal effectively and preventively with dubious transactions. Part 1 of the Fraud Workshop concentrates on the possibilities which a Fraud Detection Module provides and with Martinair Holland a number of practical situations are shared with you, as well as the steps Martinair took in order to detect online fraud. Results which have been achieved will be shared and how airlines have combined their strength in order to combat online fraud successfully. A workshop bringing together theory and practice, and one which made a supplier and a user into successful partners!
- Patrick van der Knoop, Key Account Manager International Business, Ogone
- Jan-Jaap Kramer, Head of Cash Department, Martinair Holland read bio
15.00 - 15.30
Coffee Break
15.30 - 16.45
Fraud Workshop (Part 2) Online Fraud Management: A Full Process Approach According to results from the CyberSource Airline Fraud Survey, airlines lost an estimated $1.4 billion to online payment fraud in 2008. But looking at reducing chargebacks is only a part of the fraud problem.
There are costs associated with managing fraud, ranging from the accuracy and effectiveness of both automated and manual fraud screening, as well as scalability and the ability to quickly counter ever-changing fraud tactics. So, looking at the full process and costs of managing fraud is critical. In this workshop, CyberSource will discuss best practices in preventing online payment fraud, sharing benchmarks from the Airline Fraud Survey. - Doug Schwegman, Director of Market and Customer Intelligence, Cybersource read bio
16.45 - 17.15
Panel Discussion: Payment Fraud Trends in the Airline Industry - Moderated by Mitch Muroff, Managing Director, Curaxian LLC
Panelists: - David Britton, Senior Vice President of Product Management, 41st Paramater read bio
- Patrick van der Knoop, Key Account Manager International Business, Ogone
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Jan-Jaap Kramer, Head of Cash Department, Martinair Holland read bio
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Allan Wallace, Manager, Card Acceptance, Virgin Atlantic Airways
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Doug Schwegman, Director of Market and Customer Intelligence, Cybersource read bio
- Michael Long,
Co-Founder & Chief Product Strategist,
Accertify read bio
Agenda: Day 1 / 12 May Miami, Florida
Day 1: 12 May
08.00 - 08.45
Networking Breakfast & Check-in
Sponsored by CSA
08.45 - 09.00
Chairmen's Opening Remarks - Chairman of Airline Sales Channel Forum: Allan Carson, CEO, NRG International read bio
- Chairman of A-la-Carte Pricing Seminar: Frank Socha, Regional Director EMEA, ATPCO read bio
09.00 - 09.30
Keynote:
The big Picture, how far ancillary revenue airlines have come and what the future holds
- Barry Biffle, Chief Marketing Officer, Spirit Airlines read bio
09.30 - 10.00
Keynote:
Show me the Money! Benchmarking the financials: What is the revenue potential of ancillary revenue projects & a-la-carte fees? - Jay Sorensen, President, IdeaWorks read bio
10.00 - 10.30
Keynote:
Optimizing product selection, offer delivery and timing in order to maximize ancillary revenue. A presentation featuring previously unpublished airline sales data using real examples from airlines on what has and hasn't worked in selling additional products and services to customers after purchasing their ticket. An examination of sales opportunities, positioning and timing as it affects customer conversion.
- Martin Collings, Airline IT Standalone Services, Travel Intelligence, Amadeus read bio
A-La-Carte model - Sebastian Caussade, DCM Expert & Director, Customer Intelligence, LAN Airlines read bio
11.25 - 11.50 Track 1: The end-to-end Customer Experience: What are the ancillary revenue opportunities at every customer touch point? > Pending publication approval - Earl Quenzel, Quenzel & Associates read bio
11.25 - 11.50 Track 2: Leveraging A La Carte Pricing Across All Sales Channels: from booking to baggage, bridging the different models
- Robert Buckman,
Director, Airline Distribution Strategy,
Amadeus North America read bio
11.50 - 12.15 Track 1:
The state of in-flight connectivity & it's ancillary revenue potential - John Guidon,
Co-founder & CEO,
Row 44 read bio
11.50 - 12.15 Track 2:
A-La-Carte Pricing: The case for revising fare
structures in full service carriers. - Samuel Engel, Vice President and head of Management Consulting, SH&E
- Bobby Healy, CTO, CarTrawler read bio
- Miranda Scott,
Senior Director, Business Development,Hawaiian Airlines
13.30 - 13.55 Track 2:
A-La-Carte Fee Transparency: How can you effectively display your fees with Online Travel Agencies and relay them clearly to your Customers? - Brian Batts, Online Product Strategy Director, Travelport read bio
13.55 - 14.20 Track 1:
Payments: Is this a cost or a touch point for ancillary revenue? - Aideen McCracken, Sales Director, Airline Industry, Eurocommerce read bio
13.55 - 14.20 Track 2:
How Advanced Ordering of In-flight Ancillary Services Lifts Revenue
- Adam Bauer, Business Development, Air Meals read bio
14.20 - 14.45 Track 1:
Merchandising Collision: How the Need for Standardization in Merchandising Content Acquisition Supports Airline Need for Differentiation. - Joelle Cuvelier, Product Marketing Director- Air Pricing & Merchandising, Sabre read bio
14.20 - 14.45 Track 2:
A-La-Carte Fees: How can their distribution be automated? - Tom Gregorson, Sr. Director Product Strategy & Development,
ATPCO read bio
14.45 - 15.15
Coffee Break & Networking
15.15 - 15.45
Revenue Managing Across All Revenue Streams: Incorporating Ancillary Revenue
& A-La-Carte Fees into your RM Strategy
- Bruce W. Mainzer, founder of Mainzer Consulting Group read bio
15.45 - 16.15
Examining requirements and solutions for airlines to offer complete merchandising
- Graham Wareham, GM Product Distribution, Air Canada read bio
16.15 - 17.30
Panel Discussion:
Ancillary Revenue Generation & A-La-Carte Pricing: What impact is technology having?
- Moderated by Frank Socha, Regional Director EMEA, ATPCO
Panelists:
- Carrie DeMoss, Manager Industry Solutions, ATPCO read bio
- Robert Buckman, Director, Airline Distribution Strategy, Amadeus North America read bio
- James Russell,
VP, Pricing and Shopping Systems, ITA Software read bio
- Joelle Cuvelier, Product Marketing Director- Air Pricing & Merchandising, Sabre read bio
- Paul Hesser, Vice President, Product Programmes and Services, Travelport read bio
- Gianni Cataldo, GM & VP Americas, Datalex read bio
09.15 - 09.40 Track 1
Airline Mobility Solutions For Profit:
Cashless Cabin, Roving Agent, PAXTrack, SMARTrack, Electronic Flight Bag, Lighting up the Airport for Revenue and other revenue producing solutions.
- Ricky Heath, Travel & Transportation, AT&T read bio
- Tom Farmakis, System Manager – Marketing & Business Development, Delta Air Lines read bio
09.15 - 09.40 Track 2
Marketing a-la-Carte through "micro-bundled" Branded Fare Families - Gianni Cataldo, GM & VP Americas, Datalex read bio
09.40 - 10.05 Track 1
The Frequent Flyer Program: What ancillary revenue opportunities are being missed? How can airlines maintain this ancillary revenue “cash cow” long-term? - Steve Arsenault, Senior Vice President, CRM and Loyalty, IBS
Software Services read bio
Social networking: From Twitter to Facebook, airlines are using social media tools to generate engagement and revenues.
What does your airline need to know so your are not lost in the race to dominate the newest communication frontier?
Will microblogging and microsites rejuvenate your brand and reinvigorate your sales? Will it happen from Day One? How many resources will be needed to manage them? The newest Social Media tools provide the launch pad for a leap forward in customer communication, but airlines must be aware that Twits and Facebook apps need to be integrated with their many departments and campaigns in order to maximize positive results. Listen to an overview on the current Social Media landscape and its trends. Pay close attention to the dos and don'ts and the revenue possibilities. > Conference Presentation:
Generating Ancillary Revenue throughout the entire Journey Cycle - the Advertiser's POV - Raymond Girard, VP, Media & Publishing, Spafax read bio
11.00 - 11.25 Track 2
A-La-Carte: A "buffet" of Onboard a-la-carte options- Moving beyond Duty Free to the "Wal Mart Model" - David Maddison, Head of Business Development, Rail & Retail Partnerships, Onboard Retail Services read bio
11.25 - 11.50 Track 1
Delivering value added benefits through paid annual membership packages
- Janet Titterton, Sales & Marketing Director, Collinson Latitude read bio
Updated:Mystery Airline Case Study: Our mystery airline still plans to implement a-la-carte, but has delayed implementation to most effectively implement new fees in a time of recession and falling yields.
Stay tuned for more details as we will keep you appraised. As a result, we have expanded our panel discussion (below) and added new panelists.
11.50 - 12.15 Track 1
A quick checklist to stay on course for ancillary
revenue profitability
Turn-key solutions as well as do's and don't's in implementing the new airline business model from one of the pioneers of airline ancillary revenues. - Raphael Bejar, CEO, Air Savings read bio
11.25 - 12.40 Track 2 Panel Discussion:
A-La-Carte Pricing: Fad or Future?
Will the world's legacy airlines match U.S. carriers and leverage a-la-carte pricing and will legacy airline customers buy-into a-la-carte fees? How can A-La-Carte Pricing work in an Interline environment and the GDS? Can A-LA-Carte Pricing take hold in the lucrative corporate travel market? Is A-La-Carte the future or just stop-gap measure during this economic downturn?
- Moderated by Paddy Murphy, Industry Expert & Former Chairman of Ryanair read bio
Panelists: - David Hassan, Manager, Strategy & Technology, Virgin Blue Airlines
Closing Panel:The New Airline Business Model: are commission-based sales & a-la-carte really "ancillary revenue" or they simply revenue in the 21st Century airline business? - Moderated by Paddy Murphy, Industry Expert & Former Chairman of Ryanair
Panelists:
- Joe Herzog, Vice President, Airline Solutions, Air Cell read bio
- Mark Dority, Sr. Director Business Development, the Mallett Group read bio - Lissette Castaneda, Pricing Architecture Manager, TACA read bio
- Jonathan Spitz, VP Business Development, Travelscream read bio
- Sandy Gantt, Managing Director E-commerce, United Airlines read bio
- Derek Gerow, Partner, Bain & Company read bio
15.30 - 16.00
Closing of Conference, Coffee & Refreshments Served
16.00 - 17.00
Departure for Optional Post-Event Biscayne Bay Cruise
