Agenda :: Airline Profitability Conference ("CILA") - 06/07 May, Buenos Aires, Argentina

Airline Profitability Conference ("CILA"):
The New Airline Business Model

06/07 May 2010
Buenos Aires, Argentina

CILA: presenting the first Spanish-language event for the Latin American airline industry on “The New Airline Business Model,” examining how airlines can be commercially profitable.

But, what is the “New Airline Business Model?” Since airline profit margins average just 2% during good financial years, carrying passengers from “Point A” to “Point B” is not enough for airlines to be consistently profitable! Although many airlines in Latin America have been the most profitable during the current worldwide economic downturn, to maintain consistent profitability for the long-term, all airlines must act more like retailers, leveraging their well-known brands and their captive audiences of passengers to generate non-ticket sales.

Topics to be covered at CILA will include ancillary revenue generation from non-ticket sales, generating revenues from a-la-carte fees, decreasing costs using alternative forms of payment, what can be sold onboard aircraft in the Latin American market, increasing sales using social media, maximizing revenues from a loyalty program, and much more…

AGENDA: Thursday, 6 May 2010

08.00 - 08.50

Delegate Registration, Networking & Coffee Break

08.50 - 09.00

Chariman's Opening Remarks
- Ruben Wertheimer, CEO, MS&W Latin America and Airline Information Partner, Latin America

09.00 - 09.30

Opening Keynote
The New Airline Business Model: How has the European Airline Industry transformed itself?
- Maria Cardenal, Head of Ancilliaries and Product development, Vueling

09.30 - 10.00

Keynote by the “Godfather of Ancillary Revenue”
- Rafael Bejar, CEO, Airsavings

10.00 - 10.30

Coffee Break

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Merchandising, Beyond Transport

- Moderador: Rafael Bejar, CEO, Airsavings
What is ancillary revenue and how does fit into the airline business in Latin America? (Ancillary Revenue is revenue generated by airlines from non-ticket sources from the sale of commission-based products and services; from a-la-carte fees; and from loyalty programs.” Source: IdeaWorks)

10.30 - 10.55

Commission-based Sales – What can be done in the Latin American market?
- Héctor Palacios, Manager of Ancillary Revenue, VivaAerobus

10.55 - 11.20

“A-la-Carte” Fees – U.S. Airlines earned $5 Billion from a-la-carte fees in 2009, so what can be done in the Latin American market?
- Carlos Ozores, Principal, SH&E

11.20 - 11.45

Loyalty Program Revenues – What can be done in the Latin American market?
- Scot Hornick, Partner, Oliver Wyman
- Miguel Mateus, Partner, Oliver Wyman

11.45 - 11.50

Passenger Bill of Rights" for a-la-carte Fees
- Christopher Staab, Managing Partner, Airline Information

11.50 - 12.15

Panel Discussion - “How is Ancillary Revenue being adopted in the Latin American market?”
Moderator: Rafael Bejar, CEO, Airsavings

- Lissette Castenda de Carillo, Manager, Ancillary Revenue y Pricing, TACA Airline
- Carlos Ozores, Principal, SH&E
- Miguel Mateus, Partner, Oliver Wyman

12.15 - 13.30

Lunch & Networking (Typical Argentine Menu)

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What are the emerging commercial revenue trends?

- Moderador: Ricardo Lehmacher, Commercial Advisor, Aerolíneas Argentinas y Consultant, ALTA

13:30 - 13:55

Finding new revenues via social media and aggregators
- Dan Dunleavy, General Manager, Farecompare

13:55 - 14.20

Payments – dynamic currency conversion, pre-paid cards, loyalty debit cards, surcharging credit cards, and more...
- Speaker TBA

14.20 - 14:45

Showcase of revenue enhancing products
- Victoria Huertas, Regional Director, Latin America, Amadeus Airline Business Group

14:45 - 15:15

Panel - What are the emerging airline commercial trends in Latin America? Onboard Internet, Onboard Cellphones, Duty Free On Arrival, Google Adwords, and more...
- Moderator: Ricardo Lehmacher, Advisor Comercial, Aerolíneas Argentinas y Consultor, ALTA
- Speakers TBA

15.15 - 15.45

Coffee Break

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Loyalty – It’s not just a Frequent Flyer Program, it’s revenue!

- Moderador: Ignacio Echechiquia, Director de LANPass, LAN Argentina

15.45 - 16.10

Using Analytics to drive revenues
- Speaker TBA

16.10 - 16.35

Co-Branded Credit Cards
- Billy Sanez, Director of Advertising, Promotions & Corporate Communications, American Airlines

16.35 - 1700

Debate: Revenue Management vs. Loyalty: Which contributes more to airline profitability?
- Speaker TBA

17.00 - 17.30

Panel – “Frequent Flyer Revenues: Balancing customer loyalty with selling miles – what is the revenue potential of Frequent Flyer Program?”
- Moderador: "Ignacio Echechiquia, Director de LANPass, LAN Argentina

17.30 - 18.30

Cocktail

20.30

Typical Argentine Dinner (Optional)

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AGENDA: Friday, 07 May 2010

Moderator for Day 2, Alejandro Ormeño, CEO, Ormeño Associates

09.00 - 9.30

Day 2 Opening keynote - “The Lowcost Airline in Latin America.”
- Héctor Palacios, Manager of Ancillary Revenue, VivaAerobus

9.30 - 10:30

Panel – “The Distribution Challenge: Maximizing revenues from distribution channels.”
Moderator: Patricia Rasore, Director Latin America, PhoCusWright

- Marcelo Freire, Regional Director (LatAm), ATPCO
- Lissette Castenda de Carillo, Manager, Ancillary Revenue y Pricing, TACA Airlines
- Victoria Huertas, Regional Director, Latin America. Amadeus Airline Business Group

10:30 - 11:00

Coffee Break

11.00 - 12.00

Panel – “What can can an airline sell to generate revenues?”
Moderator: Natalia Rus, Director, Natalia Rus Tourism Consulting
- Florencia Scardaccione, Commercial Manager Argentina, Uruguay, Paraguay, Bolivia, British Airways (Invited)
- Rodrigo Jimenez, Sales Director, Mondial Assistance
- Christopher Staab, Managing Partner, Airline Information

12.00 - 12.25

Closing Keynote Presentation
- Presentation & Topic TBA

12.25 - 12:30

Chariman's Closing Remarks
- Ruben Wertheimer, CEO, MS&W Latin America and Airline Information Partner, Latin America

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