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, May 6, 2010

08.00 - 08.50

Delegate Check-in and Networking Coffee

08.50 - 08.55

Opening by the conference chairman
- Ruben Wertheimer, CEO, MS & W Latin America Airline Information Strategic Partner

08.55 - 09.20

Keynote:
The New Business Model: How has it transformed the European airline industry?
- Maria Cardinal, Manager, Ancillary Revenue and Project Development, Vueling

09.20 - 09.45

Keynote:
LatAm Rationale: How effective will an Ancillary Revenue Strategy be in Latin America?
- Raphael Bejar, CEO, Airsavings

Retailing Beyond Travel

- Chair:Raphael Bejar, CEO, Airsavings
What are Ancillary Revenues and how they are making inroads into the airline business in Latin America? (Ancillary Revenue is defined as income generated by airlines for the consignment sale of goods or services, fees "a-la-carte and loyalty programs, not just from airfares. IdeaWorks)

09.45 - 10.10

Keynote:
Commissionable Sales - What can be done in the Latin American market?
- Hector Palacios, Manager of Ancillary Revenue, VivaAerobus

10.10 - 10.35

Coffee Break

10.35 - 11.00

Maximizing revenue from sales on board:
How airlines can increase revenue from on board sales in the Latin American market
- Jose-Manuel Aldomar, Vice President Product, Guestlogix

11.00 - 11.25

"A-la-Carte Pricing " - The U.S. airlines billed more than USD5 Billion in "a-la-carte" charges in 2009.
What can be done in the Latin American market?
- Christopher Keen, Senior Manager SH&E

11.25 - 11.50

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

11.50 - 12.15

Panel
How is the concept of Ancillary Revenues adapting to the Latin American aviation market?
Moderator: Raphael Bejar, CEO, Airsavings

- Lissette Castenda of Carillo, Manager of Ancillary Revenue, TACA Airlines
- Christopher Keen, Senior Manager SH&E
- Miguel Mateus, Partner Oliver Wyman
- Jose-Manuel Aldomar, Vice President Product, Guestlogix

12.15 - 13.15

Lunch (Argentinian Menu)

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What are the latest trends in revenue optimization?

- Moderator: Ricardo Lehmacher, Consultant in ALTA y Advisor to Commercial VP in Aerolíneas Argentinas

13:15 - 13:40

Revenue Management and Airline Distribution: the Social Media connection
- Jeremy Jameson, Business Development, FareCompare.com

13.40 - 14.05

What you should know about "Revenue Accounting" to its profitability
- Daniel Maggi, Commercial Director Americas, Ceicom

14.05 - 14.30
Kathy Reeves

Optimizing payment management
- Kathy Reeves, Business Development Manager, Cybersource

14.30 - 14:55

New Methods for Improving Performance of Airlines: Link multiple distribution channels with support services, advanced management tools O & D revenue and availability based on market segmentation; to implement new trends to increase the efficiency of travel agencies through new propaganda tools and segmented market, develop new methods of shopping for price range and target type, rates of family, etc..
- Victoria Huertas, Regional Director, Latin America, Amadeus Airline Business Group

14:55 - 15:20

Panel
What are the trends in emerging airlines in Latin America?
Internet during flights, cell phones during flights, duty free shops in the areas of arrival, Google Adwords,
and more ...
- Moderator: Ricardo Lehmacher, Consultant, ALTA

- Maria Cardinal, Manager, Ancillary Revenue and Project Development, Vueling
- Raphael Bejar, CEO, Airsavings
- Alejandro Ormeño, Regional Director, Datalex
- Christopher Staab, Managing Partner, Airline Information

15.20 - 15.40

Coffee Break & Networking

15.40 - 15.45

Each delegate of CILA is covered by travel insurace courtesy of ASSIST-CARD.
The benefits of your travel insurace will be explained by: Maximiliano Huss, Country Manager Argentina, ASSIST-CARD

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Frequent Flyer Programs for Loyalty & Ancillary Revenues

- Moderador: Alexander Meili, European Planning Director, ICLP

15.45 - 16.10
Jeremy Rabe

Using Joint Venture to Accelerate Revenue Growth
- Jeremy Rabe, Director Club Premier, Aeromexico

16.10 - 16.35

Co-branding
- Billy Sanez, Director of Advertising, Promotions & Corporate Communications, American Airlines

16.35 - 1700

Revenue Management (Revenue Management) vs. Loyalty Programs:
Which contributes more to the profitability of an airline?

- Alexander Meili, European Planning Director, ICLP
- Christopher Staab, Managing Partner, Airline Information

17.00 - 17.30

Panel
Sales in frequent flyer programs: Balancing loyalty by selling passenger miles
- what is the potential of frequent flyer programs?
Moderator: Ignacio Echechiquia, Director of LANPASS, LAN Argentina

- Alexander Meili, European Planning Director, ICLP
- Jeremy Rabe, Director Club Premier, Aeromexico
- Bill Sanez, Director of Advertising, Promotions & Corporate Communications, American Airlines
- Guillermo Morrone, VP Marketing Mastercard Worldwide, Latin America & Caribbean Region

18.00 - 21.00

Ai Networking Cocktail
Sponsored by Comarch

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AGENDA: Friday, 07 May 2010

Chairman: Ruben Wertheimer, CEO, MS & W Latin America Airline Information Strategic Partner

08.00 - 08.50

Networking Breakfast

08.50 - 9.15

Keynote:
Lowering Airline Costs in Latin America
- Hector Palacios, Manager of Ancillary Revenue, VivaAerobus

09.15 - 09.40

How alternative forms of payment will change the Latin American airline commercial business
- Michelle van de Hout, Business Development Manager LATAM, GlobalCollect

09.40 - 09.50

ATPCO's Optional Services: key industry distribution solution for ancillary revenue
- Marcelo Freire, Regional Director, ATPCO

09.50 - 10.30

Panel
Maximizing revenue via distribution channels
Moderator: Patricia Rasor, Director Latin America, PhoCusWright

- Marcelo Freire, Regional Director, ATPCO
- Victoria Huertas, Regional Director, Latin America. Amadeus Airline Business Group
- Alejandro Ormeño, Regional Director, Datalex

10.30 - 11.00

Coffee Break & Networking

11.00 - 11.45

Panel
What an airlines can sell for profit?
Moderator: Natalia Rus, Director, Natalia Rus Tourism Consulting

- Lissette Castenda of Carillo, Manager of Ancillary Revenue, TACA Airlines
- Rodrigo Jimenez, Sales Director, Mondial Assistance
- Christopher Staab, Managing Partner, Airline Information
- Itziar Gonzalez, Business Development Manager South America, Hostelworld

11.45 - 12.15
La Boca de los Lobos

"Wolf's Den" an exercise based on the British television program "Dagons' Den"
Our entrepreneurs who have developed products that focus on the airline industry will present their business plans to our distinguished panel of "wolves." Feedback on the product's viability for the Latin American aviation market will be given by the Wolves and audience.

The Wolves
- Christopher Keen, Senior Manager SH&E
- Alexander Meili, European Planning Director, ICLP
- Ruben Wertheimer, CEO, MS & W Latin America Airline Information Strategic Partner
- Natalia Rus, Director, Natalia Rus Tourism Consulting

The Entrepreneurs
1) Sergio Mello, CEO, Satisfly
2) Itziar Gonzalez, Business Development Manager South America, Hostelworld
3) Jason Morrison, Sales Manager, Mile High Marketing

12.15

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

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