2019 Ancillary Merchandising Conference Presentations

Photo: Packed house at AMC 2018, Edinburgh, representing 30+ different airlines & many OTA's

The theme for the 13th Ancillary Merchandising Conference (AMC) was Engage, Experience and Execute - are we getting it right for customers?   

Building on the highly successful 2018 conference (click here if you want to access its presentations) about "Getting ahead in the Digital Age," this year's AMC was focused on how to engage with customers - whether in the direct or indirect channels. Ancillaries and Merchandising are challenged in different ways, depending on the channel. So getting a customer experience that allows customers to easily and consistently buy a range of products and services was central to this year's event. Having a strategy for ancillaries - whether it is classic ones like cars and hotels - or even bags and seats is a first step, but getting the highly siloed organisation to execute is also fundamental. This year tackling the actual delivery of ancillaries was featured. Scroll down to see the presentations from this event available for download.

Presentations: Engage, Experience, Execute -
Are we delivering for customers?


► State of the Industry Report:  Merchandising highlights from 2018 and a predictions for 2019
• Jay Sorensen, President, IdeaWorksCompany

► Driving direct channel growth selling vacation packages
• Stephen Hayes, Analyst Market Research & Insights, American Airlines
• Seth Cassel, President, EveryMundo

► Big Data: Taking airlines places
• Jon Norris, VP Marketing, FlightPath3D

► Closing the gap in the customer journey:  revenue opportunities through In-Flight Connectivity
• Frederik van Essen, Partner, Airstream Associates

► Beyond the big 3:  What else can be sold?
• Martin O Regan, Managing Director, InflightFlix 

► The use of dynamic, real time emails to show live content and pricing
• Brad Berkson, Chief BD and Strategy Officer, SeatAssignMate.com 

► Digital Transformation, getting the balance right between maximising revenue & providing a high level of customer experience
• Alison Bell, SVP Global Sales,Datalex 

► GDPR Update: One year on what is the impact?
• Iain Pringle, Director, New World Loyalty 

► The Next Generation Storefront – The newly proposed standard to drive consumer confidence & upsell across all channels
• Veronica Hull, Head of Global Distribution Strategy, Virgin Atlantic Airlines
• Gianni Cataldo, Head of R&D, ATPCO