The Programme

Day One Tuesday 7 October 2008
08:30		Registration
08:50		Opening remarks from the Chair
09:00	Theunis Potgiete Vice President E Commerce EMIRATES	Creating an effective online distribution strategy to boost revenue streams via the web Explaining the challenges airlines are faced with by keeping up with the changing dynamic nature of the industry while also keeping an eye on the fundamentals Shedding light on the airline booking phenomenon that generates approximately 60% of sales Establishing how an airline can increase its direct onlinemarket share
Reviewing market trends
09:40	Chris Amenechi Senior Director International E-Commerce /Global Merchandising Continental Airlines	The evolving revenue frontier Leveraging the changing selling channels to extract revenue Optimising on traditional revenue management decisions Applying revenue management philosophies in the retail purchase path Driving new sources for revenue
10:20	Mauro Beretta Director of CRM & Website Alitalia	Building and maintaining a stand out and effective customer retention distribution and marketing campaign Creating customer intelligence from the mountains of disconnected customer data that companies collect on a daily basis Applying intelligence to create the ideal marketing mix or channel distribution and execute more targeted, effective campaigns Measuring the value of these campaigns and feeding the information back into the planning process
11:00		Morning refreshments
11:20	Surain Adyanthaya Senior Vice President Product Development PROSRM	Capitalising on dynamic pricing opportunities Responding quickly to changing market requirements and customer expectations Producing accurate passenger forecasts and optimised flights that are crucial to achieving revenue targets Enabling proactive planning of future discounts versus full fare seat allocation
CEO Power discussion
12:00	Panelists: Adel Ali Chief Executive Officer AIR ARABIA Andrew Cowen Chief Executive Officer SAMA AIRLINES Marwan Boodai Chief Executive Officer JAZEERA AIRLINES	Indentifying growth markets and airline strategies in the next cycle - crystal balling what 2009 has in store for the industry
12:40		Lunch
Customer centricity in revenue management and pricing
13:40	Kim Linkdvist Director of Revenue Management SAS	Understanding how a structured pricing strategy will be able to effectively target different customer segments Developing an effective strategy that can establish discount levels for various customer segments Establishing how demand causes a ripple effect across your company's output, revenues, costs and income Adapting to seasonal fluctuations to maximise profitability
14:20	Harish Kutty Head of Network Management AIR ARABIA	Revenue management and pricing Understanding how air travel in the Middle East puts additional challenges on revenue management and pricing Explaining how efficient revenue management responds to and copes with the growth challenge
15:00		Afternoon refreshments
Distribution
15:20	Jacques Cherrier Principal Operational Research AIR CANADA	How you can continue to reach out and influence online travellers in a dynamic user led web environment Considering the beauty of a web environment – the ability to create solutions that meet customers' needs Building the opportunity to engage customers before, during and after a trip Creating the ideal opportunity to influence a potential customer's decision or reinforce a brand message
16:00	Juan Fransisco Magaz Perez Senior Vice President Revenue Management IBERIA	Maximising yields through effective inventory control and creating an optimal pricing strategy Explaining the benefits of dynamic pricing in aviation Understanding the contributing factors to this phenomenon Drawing on the availability of decision support tools for analysing demand data and for dynamic pricing
16:40	Gert Hartmans Revenue Management KLM ROYAL DUTCH AIRLINES	Man versus machine - managaging revenue management systems Explaining the need for both people and systems to control inventory access and pricing with the multitude of products we offer Maximising revenue and profits - a good balance of processes, staff abilities and system functionality is needed Understanding what staff can do better than the system Based on research and simulation results an insight will be provided on how to avoid loss and improve revenue in a competitive environment and focus on future system functionality needed in revenue management
17:20		Closing remarks from the Chair and end of Day One

Day Two Wednesday 8 October 2008

08:30

Registration

09:00

Opening remarks from the Chair

Roundtable Sessions

Delegates will be able to attend three one-hour roundtable discussion groups from a selection of key topics. Each session will be chaired by an industry expert who will
facilitate an exchange of opinions, essential experiences and learning related to a current aspect of revenue management and pricing supply.


1.	Making your ancillaryrevenue programme consistent with your brand Arun Kumar Head of Ancillary Management DECCAN	2.	Extending your ancillary revenue window to departure day, creating one last chance to sell upgrades when passengers are at their most receptive Krishnan Saranathan Managing Director Enterprise Optimisation UNITED AIRLINES	3.	Explaining how hybrid airlines are edging out the LCC Juan Francisco Magaz Perez Senior Vice President Revenue Mangament IBERIA

4.	Dealing with the pressures on revenue management to match the increase in fuel prices Kim Linkdvist Director of Revenue Management SAS Denmark	5.	Exploring the partnership between GDS and airlines	6.	Creating an accurateforecasting method and avoiding the most common pitfalls Gert Hartmans Revenue Management KLM ROYAL DUTCH AIRLINES

7.	Coping with revenue integrity – how airlines are tackling this abuse of inventory and sales Mohannad Al Khraisheh Director of RevenueManagement ROYAL JORDANIAN