Eyefortravel - Ancillary Revenue & Partnerships Europe 2009
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A must attend event for all travel companies to realize their revenue potential
Ancillary Revenue & Partnerships in Travel Europe ‘09 19 - 20 May, Business Design Centre, London
Register before 27th Feb to
SAVE £200
Successfully Integrate Non-Core Products & Add 18% to your bottom line
Organised by
Real case studies and expert insight from across the travel industry on how to integrate and drive ancillary revenues • Implement the right ancillary strategy to suit your brand and consumer base and reap the rewards • Meet your ideal ancillary partner who will deliver the highest revenue returns when you need it most • Increase customer loyalty by offering a wider choice of products and services that give value to the customer • Double conversion rates – keep the customer on your site and boost conversions both for your core and ancillary products • Gain insight into the latest technology to source, integrate and control ancillary inventory • Discover new high-margin products that will add value straight to your bottom line
Hear top tips and case studies from these leading travel companies!
Alyson Playford, Head of Global Travel Partnerships, British Airways
Nicola Simionato, Head of e-Commerce, Gulf Air
Pia Viljaniemi, eBusiness Development Manager, Finnair
Nick Monaghan, Director of Distribution, Booking.com
Sigurdur Skagfjord Sigurdsson, Manager Ancillary Revenue, Icelandair
Henriette Thilert, Head of Ancillary Revenue, Aer Lingus
Brian Garvan, Director of Sales, Choice Hotel International
Cameron Jones, Director of Business Development EMEA, Expedia
Lesley Lindberg, VP Marketing, Hertz Europe
Vic Darvey, VP Distribution EMEA, lastminute.com
Isabelle Taylor, Affiliate & Partnership Manager, The Trainline
Niki van Wijk, VP e-Commerce, transavia.com
Sponsors:
Co-located with EyeforTravel’s Annual
One conference pass gives access to the entire summit. Network with over 1500 travel professionals!
Open now to learn how you can boost revenues by up to 18%!
Raise revenues by registering now on +44 (0)207 375 7597 It’s back! After a hugely successful inaugural edition of EyeforTravel’s Ancillary Revenue in Travel Europe conference, 2009 sees an all new thought provoking, insightful 2 days packed with top tips to boost revenues! There is a vast untapped opportunity in the market for all travel companies to boost ancillary revenues Gareth Gaston, MD, Octopus Travel With an enviable consumer demographic and huge volumes of web traffic, travel companies have a vast, untapped opportunity at their fingertips. The Low Cost Carriers are already making money from the sale of ancillary products. But they have only exposed the tip of the iceberg in terms of the vast potential to add real value to the bottom line of all travel companies. The question is –
What are you doing to tap into this huge opportunity? The recent economic turbulence has left many in the travel industry fearful of their future. What can travel companies do to ensure their survival? One thing’s for sure – ancillary revenue should be top of the agenda. This is a time to re-think core business strategies and drive up revenues. The opportunities are here and now for the taking.
An excellent opportunity to learn about innovative ways to drive additional yield in a high commodity marketplace Lowell Miller, Frontier Airlines And it’s not just airlines who can benefit from this key trend. Hoteliers, train companies, cruises and more are all jumping on the bandwagon in an attempt to maximize customer spend and combat increasing competition. With margins as high as 20% on commission based products and services, it’s no wonder this topic is a top priority.
Still not convinced? • easyJet increased ancillary revenues by 93% in 2008 • Direct sales for European travel companies are set to reach €54.6 billion by 2011 • Ryanair’s ancillary revenues grew to 18% of total revenues – a massive €322 million in sales • 25% of Allegiant Airlines’ revenue comes from ancillary products and services • American Airlines is set to generate $458 million by charging to check-in baggage • Starwood earns $250,000 each year in revenues from selling chocolate cake in one hotel! This conference will focus on what you need to grow your ancillary revenue, boost profits and ensure you’re ahead of the competition. Our expert speakers will guide you step by step through what you need to know to take advantage of the lucrative revenue streams available to you.
You will learn how to: Get the Right Strategy for Your Business Focusing on the ‘next big product’ or leading edge technology is all very exciting but for it to work you need a clear end to end strategy. The wrong strategy could have dire consequences for your brand and could alienate your customer base. Hear real life examples and analyse what strategy would best suit your business.
Create mutually beneficial partnerships What should you look for in a partner? Selecting the right partner to suit your business is a key challenge for many companies. Hear top tips from British Airways and The Trainline. Select the right partner for your brand and customer base and reap the rewards!
Seamlessly integrate! Choosing the right technology to fully integrate your ancillary products and services can be a minefield. Fear not! Help is at hand with expert advice on the latest technologies for seamless integration. Is dynamic packaging the Holy Grail? Is a white label enough? Hear from leading travel companies how in a matter of days you can implement the right technology to have a fully integrated platform of products and services that adds real value to your bottom line.
Really informative conference with lots of good advice from key people in the travel market. An excellent way to turn new contacts into real business
The Next Stage – Personalisation So you have the perfect strategy for your business. You’ve selected the right partners to suit your brand and you’ve decided upon the best way to integrate them into your website. What’s next? Personalisation. There is no point offering an ancillary product or service that is not relevant to your customer. The old adage of offering the right product, at the right time to the right customer rings true. Most importantly, this leads to increased conversions and more money to your bottom line!
As usual, Eyefortravel have provided essential information in an entertaining way. Candid speakers and case studies help to illustrate both how important ancillary products can be to the development of your business Asa Sargeant, The Holiday Place
There’s no doubt about it. It has never been so important to exploit your revenue potential. You won’t find a more comprehensive conference on this topic. This is the only conference to bring to together the leaders in ancillary revenue from across the travel industry to meet, network and engage in live debate. Sign up today and get your key questions answered!
Jason, Rivolta, Mobile Trails
Understand the Impact of New Regulations The European commission is stepping up pressure on the likes of Easyjet and Ryanair to comply with new laws on opt-out models. Which regulations could affect how you promote and sell your additional products and services? World leading insurance providers will provide you with the answers and save you making costly mistakes.
Nice mix of presentations and breaks. Insightful, relevant and current topics. Plenty of opportunity for networking. A well organised event! Sharon Lee, Avis Europe
Increase Conversions! Don’t cannibalise your core product by losing the customer in the booking path. Understand what simple steps you can take to keep the customer on your site and boost conversions both for your core and ancillary products. What can you learn from leading airlines Gulf Air, Transavia and Finnair? Can you really afford to miss this session?
An informative event both in subject matter and industry knowledge. Good opportunities to network with people who can really help with ancillary opportunities Tony Walker, Jet2.com
Secure your place today - Register NOW at www.eyefortravel.com/arev
Maximise profits with high-margin ancillary revenue DAY 1: Tuesday 19th May Keynote presentation and Debate
More than just ancillary revenue. Analyse how travel sites are evolving towards becoming key retail players The customer demographics of airlines and other travel suppliers are something most retailers yearn for: a captive audience with substantial spending power, namely business people and travellers who are already ‘relaxing their wallets’. This coupled with the fact that leading European travel brands feature in the top 20 most visited UK websites presents a vast opportunity for travel suppliers to sell more. • Debate how travel companies can leverage the huge volume of traffic coming through their sites • Can they realistically evolve to become major retail players? What are the opportunities and limitations involved? • Is the industry leveraging the full potential of ancillary revenue to add real value to the bottom line? • In light of the recent economic turbulence, how important a role will ancillary revenue play? Leading speaker TBA
Presentations and Panel
Get the right ancillary revenue strategy for your business and reap the rewards Ancillary revenue is not only about focusing on the ‘next big product’ or leading edge technology. There needs to be a clear end to end strategy as to how it will be implemented and what best suits your brand and consumer base. Key considerations include; Do you go for:A. A high volume site packed full of all the products/services a consumer could possibly be looking for or B. A site with carefully selected integrated products and services highly targeted to your consumer? • Will offering ‘everything’ dilute the travel provider’s brand equity, and ultimately the ability to deliver? • Who should manage your ancillary revenue and partnerships projects? • Should you centralise all ancillary activities under one senior manager? How can you work with various divisions to deliver on clear KPI’s and revenue targets? Gareth Gaston, MD, Octopus Travel Cameron Jones, Director of Business Development EMEA, Expedia
Create successful partnerships - Understand how to build strong, mutually beneficial partnerships • What do airlines and other travel providers specifically look for in a partner? • Hear top tips to identify the right partner who offers the most relevant products/services for your brand and consumer base • How do you manage conflict between partners on your site?
Presentations and Panel
Increase conversion rates – ensure you don’t lose the customer in the booking path. What can you do to keep the customer on your site and boost conversions? It’s become common knowledge that integrating the ancillary product into the booking path significantly increases conversions. What key top tips do the experts have to increase conversions?
• Consider where the risk of implementation lies – iron out who “owns” the customer relationship and how to deal with any problems that may arise. For example, where should you direct customer queries about partner products and services?
• Analyse your web traffic – where do your customers leave your site? How can you keep them?
Isabelle Taylor, Affiliate & Partnership Manager, The Trainline
• Where should your product be inserted into the booking path? How many products are too many? Should they be packaged?
Alyson Playford, Head of Global Travel Partnerships, British Airways
Case Study
Putting the consumer first – The importance of experience. Use ancillary revenue to enhance the consumer experience and foster loyalty whilst increasing revenues • Understand how you can use ancillary products and services to inspire your customer, enhance their travel experience, increase web and brand stickiness (and in turn result in higher revenues). • At what point does selling ancillary products and services become damaging to your brand and the customer experience? • Since ancillary products are fragmented, it is more challenging to own and control the customer experience. How can this problem be overcome? • Find the right balance between a high revenue product vs. a relevant product to your customer Lesley Lindberg, VP Marketing, Hertz Europe
Meet the Right Partner for your Business Co-located with EyeforTravel’s annual Travel Distribution Summit, the 2 day conference will be packed full of networking opportunities including ample coffee breaks, lunch breaks and an evening networking drinks reception at the end of the first day. We guarantee that you will walk away armed with the contacts and money making ideas you need to tap into the vast opportunity to boost incremental revenues
• How does booking behaviour differ between different demographic groups? • Make your website sticky – use ancillary products and services in innovative ways to keep customers on your site
• For the airline or travel supplier, is there a risk of losing the customer in the booking path if too many ancillary products and services are offered on partner sites before purchase? • From the point of view of the ancillary partner, what would be the trade off between being inserted higher up the chain vs. the increase in cost? How much would this improve conversions and would it be worth it? • Understand the importance of a number to call, a review or an FAQ page to provide customer support along the way Sotiris Damianos, Sales & Marketing Director, Hotelopia Nicola Simionato, Head of e-Commerce, Gulf Air Pia Viljaniemi, eBusiness Development Manager, FINNAIR Niki van Wijk, VP e-Commerce, transavia.com
Presentations and Panel
Actively promote your ancillary products and services at every opportunity It’s all very well offering ancillary products and services on your site but what is the best way to promote them? Can you rely on the traffic to your site finding such products or should you develop a strategy to actively promote them outside of your website? • Should you keep all the marketing for your ancillary products within your website or should you push external marketing? Can you rely on the cross-sell? • Understand how to actively sell your ancillary products to the customer throughout the booking path and travel experience – which touch points offer the highest conversions? SMS, call centres, check-in desks, on board sales etc.? • If you choose to promote your partner’s products what happens if you end up competing in Google with your partner’s own direct site? • What new technology is on the horizon to give you the opportunity to sell more? • What are the advantages of implementing the appropriate incentive mechanisms for internal staff to sell throughout the customer experience? Vic Darvey, VP Distribution EMEA, lastminute.com Bobby Healy, CTO, CarTrawler Sharon Lee, Head of Product Development, Avis Europe
Call +44 (0)207 375 7597 to secure you place today
Register NOW at www.eyefortravel.com/arev to save £200 DAY 2: Wednesday 20th May Presentations and Panel
Customer segmentation and personalization of the offer Creating a unique, highly relevant, compelling offer is a proven way to increase customer spend on your site. Working with different ancillary partners however can complicate the personalisation process. • How do you make the products and services sold through your site relevant to each and every customer? How can you use the data available to you to predict your consumers’ wants and needs? • How can you ensure that the most relevant ancillary product or service is offered to your consumer at the best time? What are the real advantages in doing so? • How far should you segment and personalize your offering? Can you assume certain demographic groups want the same products? Does the opportunity exist to up-sell based on previous behaviour? • What technology is available to enhance the personalisation process? How can distribution and technological barriers to offering a fully personalised product to the consumer be overcome? • Will all suppliers at some point be able to dynamically offer real-time availability? • When will the Super PNR needs to become a reality? What would be its likely impact? Jessica Butcher, Head of Partnerships, isango!
Presentation and Panel
Presentation and Panel
Technology – Get the right technology for seamless integration and direct connectivity • XML, dynamic packaging, in-house systems vs. outsourced systems, white labels, gold labels etc. Navigate through the technology minefield to find the right technology for your business • What new technology exists to provide seamless integration and connectivity with your partners? Is dynamic packaging the Holy Grail? • How can complications caused by integration with traditional legacy systems be overcome? • How can you create synergies between various platforms to package products fast - and seamlessly - to your end users? • Can XML direct the customer to the most relevant product from the portfolio of products available from the ancillary partner? It may be cheap and easy to maintain but is there a more effective way to direct connect than XML? • What are the advantages of developing technology systems for your business inhouse? • Can you build a toolkit to allow partners to merchandise, integrate, service and sell all products in a consumer-centric way? Sigurdur Skagfjord Sigurdsson, Project Manager Ancillary Revenue, Icelandair
Presentation and Panel
New threats to the high conversion model
Managing the opportunities and challenges of unbundling
The opt-out model is proven to boost conversions by as much as 40%. New EU regulation bans travel companies from selling products through opt-out models. What effect will this new regulation have? What tools exist to overcome the potential loss of revenue and ensure that customers still book travel insurance?
Many airlines are now dependent on revenues generated from unbundling their products and services and giving the customer the opportunity to tailor the product to their needs.
Case study
Customer loyalty programmes – where’s the revenue? In turbulent times, the importance of loyalty becomes ever more apparent. • What are the advantages and pitfalls of developing a customer loyalty programme? • What are the opportunities to make incremental revenue from them? • Air Canada reduces your fare if you opt not to collect Air Miles – what other strategies are airlines and other travel suppliers using? • How can frequent flyer programmes develop ancillary revenue opportunities? • Who’s looking to sell their frequent flyer programme? Brian Garvan, Director of Sales, Choice Hotels International More speakers to be announced
• What are the limitations involved in unbundling? How much is too far? What valuable lessons can the whole travel industry learn from the airline experience? • What impact would new regulations from ATPCO on unbundled products sold by airlines have?
Interactive workshop
‘Revenue managing’ ancillary revenue channels to maximize revenues • Are you failing to maximize revenues from your ancillary channels through a lack of an integrated revenue management strategy? • How can you account for and track ancillary revenues? • Ensure price competitiveness – understand how poorly priced ancillary products can raise doubts in consumer’s minds on overall competitiveness and brand integrity • Should the price of your core product be altered depending on the consumers’ propensity to purchase ancillary products and services? • Find out how to determine a customer’s willingness to pay for certain products • How much time and resources does it take to implement a new system to effectively manage your ancillary revenue channels? • Do you need to update your entire revenue management system?
Product Box Payment solutions, credit cards, insurance, translation services, protection for flight delays etc There is an abundance of options available to you. Which products have the highest commissions? Which are most relevant to your consumer base and add value to your site? The quick fire product box will save you weeks of meetings and research, help you select the right partner for your business and keep you up to speed with the innovation products and services available to you.
• How are the GDSs evolving to support advances in unbundling/bundling products? • When will the GDSs have the capabilities to sell unbundled airline products separately to give the agent and thus the customer the best available price for their requirements? Henriette Thilert, Head of Ancillary Revenue, Aer Lingus Ornagh Hoban, VP Marketing and Strategy, Datalex
Speakers are regularly joining the excellent line up for the event - please check
www.eyefortravel.com/arev for updates.
If you think you’ve got what it takes to join them please email
[email protected]
Grow your revenues by offering an expanded product mix
Fax this completed registration page to +44 (0)207 375 7200
Ancillary Revenue & Partnerships in Travel Europe ‘09
Register before 27th Feb to
SAVE £200
19 - 20 May, Business Design Centre, London
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Register on the secure website at www.eyefortravel.com/arev
2 days of innovative ideas, case-studies and networking
Ancillary Revenue & Partnerships in Travel Europe ‘09 19 - 20 May, Business Design Centre, London
Register before 27th Feb to
SAVE £200
Meet the people who will change your business The Ancillary Revenue & Partnerships in Travel conference is the meeting place to find out how you can quickly and easily boost revenues. It’s the only event in the world to examine how the travel industry as a whole – and not just airlines – can benefit from the abundance of opportunities available to fully merchandise your site and increase customer spend.
Expert speakers give industry leading insight on how to increase your ancillary revenue
It comes at a time when your bottom line has never been so important. Packed full of money making ideas – the event combines insightful case studies and expert advice from companies who have tried and tested exciting new initiatives. We’ll share both the successful and the not so successful stories – saving you months of research and costly experimentation!
Nick Monaghan, Director of Distribution, Booking.com
What’s more, this year the conference will be co-located with EyeforTravel’s Travel Distribution Summit – Europe’ s largest meeting place for online travel professionals. With over 1500 attendees to meet, network and do business with, this is a must attend event for all!
Henriette Thilert, Head of Ancillary Revenue, Aer Lingus Sharon Lee, Head of Product Development, Avis Europe Alyson Playford, Head of Global Travel Partnerships, British Airways Bobby Healy, CTO, CarTrawler Brian Garvan, Director of Sales, Choice Hotels International Ornagh Hoban, VP Marketing & Strategy, Datalex Speaker name TBA, Eurostar Cameron Jones, Director of Business Development EMEA, Expedia Pia Viljaniemi, eBusiness Development Manager, Finnair Nicola Simionato, Head of e-Commerce, Gulf Air
Co-located with:
Lesley Lindberg, VP Marketing, Hertz Europe Sotiris Damianos, Sales & Marketing Director, Hotelopia 19 - 20 May, Business Design Centre, London
Network with 1500 attendees, 80 speakers, 60 exhibitors One conference pass gives you access to the entire summit. See www.eyefortravel.com/tds
Sigurdur Skagfjord Sigurdsson, Project Manager Ancillary Revenue, Icelandair Jessica Butcher, Head of Partnerships, isango! Vic Darvey, VP Distribution EMEA, lastminute.com Gareth Gaston, MD, Octopus Travel Isabelle Taylor, Affiliate & Partnership Manager, The Trainline Niki van Wijk, VP e-commerce, transavia.com
5 Reasons to attend...
5 Easy Ways to Register Email: [email protected] Fax:
+44 (0)207 375 7200
Call:
+44 (0)207 375 7197
Online: www.eyefortravel.com/arev Mail:
egistrations, EyeforTravel, R 7-9 Fashion St, London E1 6PX, UK
1
Meet the partners who will make you realise your true profit potential
2
Analyze the risks and limitations of unbundling and selling add-ons before you damage your brand
3
Money for nothing - see how carefully introducing ancillary products can raise margins!
4
Target customers with relevant products and significantly increase customer spend
5
Learn how to up-sell and cross-sell to every customer
Register before 27th February and Save £200!
Ancillary Revenue & Partnerships in Travel Europe ‘09 19 - 20 May, Business Design Centre, London
Register before 27th Feb to
SAVE £200
Successfully Integrate Non-Core Products & Add 18% to your bottom line
Organised by
Real case studies and expert insight from across the travel industry on how to integrate and drive ancillary revenues • Implement the right ancillary strategy to suit your brand and consumer base and reap the rewards • Meet your ideal ancillary partner who will deliver the highest revenue returns when you need it most • Increase customer loyalty by offering a wider choice of products and services that give value to the customer • Double conversion rates – keep the customer on your site and boost conversions both for your core and ancillary products • Gain insight into the latest technology to source, integrate and control ancillary inventory • Discover new high-margin products that will add value straight to your bottom line
Hear top tips and case studies from these leading travel companies!
Alyson Playford, Head of Global Travel Partnerships, British Airways
Nicola Simionato, Head of e-Commerce, Gulf Air
Pia Viljaniemi, eBusiness Development Manager, Finnair
Nick Monaghan, Director of Distribution, Booking.com
Sigurdur Skagfjord Sigurdsson, Manager Ancillary Revenue, Icelandair
Henriette Thilert, Head of Ancillary Revenue, Aer Lingus
Brian Garvan, Director of Sales, Choice Hotel International
Cameron Jones, Director of Business Development EMEA, Expedia
Lesley Lindberg, VP Marketing, Hertz Europe
Vic Darvey, VP Distribution EMEA, lastminute.com
Isabelle Taylor, Affiliate & Partnership Manager, The Trainline
Niki van Wijk, VP e-Commerce, transavia.com
Sponsors:
Co-located with EyeforTravel’s Annual
One conference pass gives access to the entire summit. Network with over 1500 travel professionals!
Open now to learn how you can boost revenues by up to 18%!
Raise revenues by registering now on +44 (0)207 375 7597 It’s back! After a hugely successful inaugural edition of EyeforTravel’s Ancillary Revenue in Travel Europe conference, 2009 sees an all new thought provoking, insightful 2 days packed with top tips to boost revenues! There is a vast untapped opportunity in the market for all travel companies to boost ancillary revenues Gareth Gaston, MD, Octopus Travel With an enviable consumer demographic and huge volumes of web traffic, travel companies have a vast, untapped opportunity at their fingertips. The Low Cost Carriers are already making money from the sale of ancillary products. But they have only exposed the tip of the iceberg in terms of the vast potential to add real value to the bottom line of all travel companies. The question is –
What are you doing to tap into this huge opportunity? The recent economic turbulence has left many in the travel industry fearful of their future. What can travel companies do to ensure their survival? One thing’s for sure – ancillary revenue should be top of the agenda. This is a time to re-think core business strategies and drive up revenues. The opportunities are here and now for the taking.
An excellent opportunity to learn about innovative ways to drive additional yield in a high commodity marketplace Lowell Miller, Frontier Airlines And it’s not just airlines who can benefit from this key trend. Hoteliers, train companies, cruises and more are all jumping on the bandwagon in an attempt to maximize customer spend and combat increasing competition. With margins as high as 20% on commission based products and services, it’s no wonder this topic is a top priority.
Still not convinced? • easyJet increased ancillary revenues by 93% in 2008 • Direct sales for European travel companies are set to reach €54.6 billion by 2011 • Ryanair’s ancillary revenues grew to 18% of total revenues – a massive €322 million in sales • 25% of Allegiant Airlines’ revenue comes from ancillary products and services • American Airlines is set to generate $458 million by charging to check-in baggage • Starwood earns $250,000 each year in revenues from selling chocolate cake in one hotel! This conference will focus on what you need to grow your ancillary revenue, boost profits and ensure you’re ahead of the competition. Our expert speakers will guide you step by step through what you need to know to take advantage of the lucrative revenue streams available to you.
You will learn how to: Get the Right Strategy for Your Business Focusing on the ‘next big product’ or leading edge technology is all very exciting but for it to work you need a clear end to end strategy. The wrong strategy could have dire consequences for your brand and could alienate your customer base. Hear real life examples and analyse what strategy would best suit your business.
Create mutually beneficial partnerships What should you look for in a partner? Selecting the right partner to suit your business is a key challenge for many companies. Hear top tips from British Airways and The Trainline. Select the right partner for your brand and customer base and reap the rewards!
Seamlessly integrate! Choosing the right technology to fully integrate your ancillary products and services can be a minefield. Fear not! Help is at hand with expert advice on the latest technologies for seamless integration. Is dynamic packaging the Holy Grail? Is a white label enough? Hear from leading travel companies how in a matter of days you can implement the right technology to have a fully integrated platform of products and services that adds real value to your bottom line.
Really informative conference with lots of good advice from key people in the travel market. An excellent way to turn new contacts into real business
The Next Stage – Personalisation So you have the perfect strategy for your business. You’ve selected the right partners to suit your brand and you’ve decided upon the best way to integrate them into your website. What’s next? Personalisation. There is no point offering an ancillary product or service that is not relevant to your customer. The old adage of offering the right product, at the right time to the right customer rings true. Most importantly, this leads to increased conversions and more money to your bottom line!
As usual, Eyefortravel have provided essential information in an entertaining way. Candid speakers and case studies help to illustrate both how important ancillary products can be to the development of your business Asa Sargeant, The Holiday Place
There’s no doubt about it. It has never been so important to exploit your revenue potential. You won’t find a more comprehensive conference on this topic. This is the only conference to bring to together the leaders in ancillary revenue from across the travel industry to meet, network and engage in live debate. Sign up today and get your key questions answered!
Jason, Rivolta, Mobile Trails
Understand the Impact of New Regulations The European commission is stepping up pressure on the likes of Easyjet and Ryanair to comply with new laws on opt-out models. Which regulations could affect how you promote and sell your additional products and services? World leading insurance providers will provide you with the answers and save you making costly mistakes.
Nice mix of presentations and breaks. Insightful, relevant and current topics. Plenty of opportunity for networking. A well organised event! Sharon Lee, Avis Europe
Increase Conversions! Don’t cannibalise your core product by losing the customer in the booking path. Understand what simple steps you can take to keep the customer on your site and boost conversions both for your core and ancillary products. What can you learn from leading airlines Gulf Air, Transavia and Finnair? Can you really afford to miss this session?
An informative event both in subject matter and industry knowledge. Good opportunities to network with people who can really help with ancillary opportunities Tony Walker, Jet2.com
Secure your place today - Register NOW at www.eyefortravel.com/arev
Maximise profits with high-margin ancillary revenue DAY 1: Tuesday 19th May Keynote presentation and Debate
More than just ancillary revenue. Analyse how travel sites are evolving towards becoming key retail players The customer demographics of airlines and other travel suppliers are something most retailers yearn for: a captive audience with substantial spending power, namely business people and travellers who are already ‘relaxing their wallets’. This coupled with the fact that leading European travel brands feature in the top 20 most visited UK websites presents a vast opportunity for travel suppliers to sell more. • Debate how travel companies can leverage the huge volume of traffic coming through their sites • Can they realistically evolve to become major retail players? What are the opportunities and limitations involved? • Is the industry leveraging the full potential of ancillary revenue to add real value to the bottom line? • In light of the recent economic turbulence, how important a role will ancillary revenue play? Leading speaker TBA
Presentations and Panel
Get the right ancillary revenue strategy for your business and reap the rewards Ancillary revenue is not only about focusing on the ‘next big product’ or leading edge technology. There needs to be a clear end to end strategy as to how it will be implemented and what best suits your brand and consumer base. Key considerations include; Do you go for:A. A high volume site packed full of all the products/services a consumer could possibly be looking for or B. A site with carefully selected integrated products and services highly targeted to your consumer? • Will offering ‘everything’ dilute the travel provider’s brand equity, and ultimately the ability to deliver? • Who should manage your ancillary revenue and partnerships projects? • Should you centralise all ancillary activities under one senior manager? How can you work with various divisions to deliver on clear KPI’s and revenue targets? Gareth Gaston, MD, Octopus Travel Cameron Jones, Director of Business Development EMEA, Expedia
Create successful partnerships - Understand how to build strong, mutually beneficial partnerships • What do airlines and other travel providers specifically look for in a partner? • Hear top tips to identify the right partner who offers the most relevant products/services for your brand and consumer base • How do you manage conflict between partners on your site?
Presentations and Panel
Increase conversion rates – ensure you don’t lose the customer in the booking path. What can you do to keep the customer on your site and boost conversions? It’s become common knowledge that integrating the ancillary product into the booking path significantly increases conversions. What key top tips do the experts have to increase conversions?
• Consider where the risk of implementation lies – iron out who “owns” the customer relationship and how to deal with any problems that may arise. For example, where should you direct customer queries about partner products and services?
• Analyse your web traffic – where do your customers leave your site? How can you keep them?
Isabelle Taylor, Affiliate & Partnership Manager, The Trainline
• Where should your product be inserted into the booking path? How many products are too many? Should they be packaged?
Alyson Playford, Head of Global Travel Partnerships, British Airways
Case Study
Putting the consumer first – The importance of experience. Use ancillary revenue to enhance the consumer experience and foster loyalty whilst increasing revenues • Understand how you can use ancillary products and services to inspire your customer, enhance their travel experience, increase web and brand stickiness (and in turn result in higher revenues). • At what point does selling ancillary products and services become damaging to your brand and the customer experience? • Since ancillary products are fragmented, it is more challenging to own and control the customer experience. How can this problem be overcome? • Find the right balance between a high revenue product vs. a relevant product to your customer Lesley Lindberg, VP Marketing, Hertz Europe
Meet the Right Partner for your Business Co-located with EyeforTravel’s annual Travel Distribution Summit, the 2 day conference will be packed full of networking opportunities including ample coffee breaks, lunch breaks and an evening networking drinks reception at the end of the first day. We guarantee that you will walk away armed with the contacts and money making ideas you need to tap into the vast opportunity to boost incremental revenues
• How does booking behaviour differ between different demographic groups? • Make your website sticky – use ancillary products and services in innovative ways to keep customers on your site
• For the airline or travel supplier, is there a risk of losing the customer in the booking path if too many ancillary products and services are offered on partner sites before purchase? • From the point of view of the ancillary partner, what would be the trade off between being inserted higher up the chain vs. the increase in cost? How much would this improve conversions and would it be worth it? • Understand the importance of a number to call, a review or an FAQ page to provide customer support along the way Sotiris Damianos, Sales & Marketing Director, Hotelopia Nicola Simionato, Head of e-Commerce, Gulf Air Pia Viljaniemi, eBusiness Development Manager, FINNAIR Niki van Wijk, VP e-Commerce, transavia.com
Presentations and Panel
Actively promote your ancillary products and services at every opportunity It’s all very well offering ancillary products and services on your site but what is the best way to promote them? Can you rely on the traffic to your site finding such products or should you develop a strategy to actively promote them outside of your website? • Should you keep all the marketing for your ancillary products within your website or should you push external marketing? Can you rely on the cross-sell? • Understand how to actively sell your ancillary products to the customer throughout the booking path and travel experience – which touch points offer the highest conversions? SMS, call centres, check-in desks, on board sales etc.? • If you choose to promote your partner’s products what happens if you end up competing in Google with your partner’s own direct site? • What new technology is on the horizon to give you the opportunity to sell more? • What are the advantages of implementing the appropriate incentive mechanisms for internal staff to sell throughout the customer experience? Vic Darvey, VP Distribution EMEA, lastminute.com Bobby Healy, CTO, CarTrawler Sharon Lee, Head of Product Development, Avis Europe
Call +44 (0)207 375 7597 to secure you place today
Register NOW at www.eyefortravel.com/arev to save £200 DAY 2: Wednesday 20th May Presentations and Panel
Customer segmentation and personalization of the offer Creating a unique, highly relevant, compelling offer is a proven way to increase customer spend on your site. Working with different ancillary partners however can complicate the personalisation process. • How do you make the products and services sold through your site relevant to each and every customer? How can you use the data available to you to predict your consumers’ wants and needs? • How can you ensure that the most relevant ancillary product or service is offered to your consumer at the best time? What are the real advantages in doing so? • How far should you segment and personalize your offering? Can you assume certain demographic groups want the same products? Does the opportunity exist to up-sell based on previous behaviour? • What technology is available to enhance the personalisation process? How can distribution and technological barriers to offering a fully personalised product to the consumer be overcome? • Will all suppliers at some point be able to dynamically offer real-time availability? • When will the Super PNR needs to become a reality? What would be its likely impact? Jessica Butcher, Head of Partnerships, isango!
Presentation and Panel
Presentation and Panel
Technology – Get the right technology for seamless integration and direct connectivity • XML, dynamic packaging, in-house systems vs. outsourced systems, white labels, gold labels etc. Navigate through the technology minefield to find the right technology for your business • What new technology exists to provide seamless integration and connectivity with your partners? Is dynamic packaging the Holy Grail? • How can complications caused by integration with traditional legacy systems be overcome? • How can you create synergies between various platforms to package products fast - and seamlessly - to your end users? • Can XML direct the customer to the most relevant product from the portfolio of products available from the ancillary partner? It may be cheap and easy to maintain but is there a more effective way to direct connect than XML? • What are the advantages of developing technology systems for your business inhouse? • Can you build a toolkit to allow partners to merchandise, integrate, service and sell all products in a consumer-centric way? Sigurdur Skagfjord Sigurdsson, Project Manager Ancillary Revenue, Icelandair
Presentation and Panel
New threats to the high conversion model
Managing the opportunities and challenges of unbundling
The opt-out model is proven to boost conversions by as much as 40%. New EU regulation bans travel companies from selling products through opt-out models. What effect will this new regulation have? What tools exist to overcome the potential loss of revenue and ensure that customers still book travel insurance?
Many airlines are now dependent on revenues generated from unbundling their products and services and giving the customer the opportunity to tailor the product to their needs.
Case study
Customer loyalty programmes – where’s the revenue? In turbulent times, the importance of loyalty becomes ever more apparent. • What are the advantages and pitfalls of developing a customer loyalty programme? • What are the opportunities to make incremental revenue from them? • Air Canada reduces your fare if you opt not to collect Air Miles – what other strategies are airlines and other travel suppliers using? • How can frequent flyer programmes develop ancillary revenue opportunities? • Who’s looking to sell their frequent flyer programme? Brian Garvan, Director of Sales, Choice Hotels International More speakers to be announced
• What are the limitations involved in unbundling? How much is too far? What valuable lessons can the whole travel industry learn from the airline experience? • What impact would new regulations from ATPCO on unbundled products sold by airlines have?
Interactive workshop
‘Revenue managing’ ancillary revenue channels to maximize revenues • Are you failing to maximize revenues from your ancillary channels through a lack of an integrated revenue management strategy? • How can you account for and track ancillary revenues? • Ensure price competitiveness – understand how poorly priced ancillary products can raise doubts in consumer’s minds on overall competitiveness and brand integrity • Should the price of your core product be altered depending on the consumers’ propensity to purchase ancillary products and services? • Find out how to determine a customer’s willingness to pay for certain products • How much time and resources does it take to implement a new system to effectively manage your ancillary revenue channels? • Do you need to update your entire revenue management system?
Product Box Payment solutions, credit cards, insurance, translation services, protection for flight delays etc There is an abundance of options available to you. Which products have the highest commissions? Which are most relevant to your consumer base and add value to your site? The quick fire product box will save you weeks of meetings and research, help you select the right partner for your business and keep you up to speed with the innovation products and services available to you.
• How are the GDSs evolving to support advances in unbundling/bundling products? • When will the GDSs have the capabilities to sell unbundled airline products separately to give the agent and thus the customer the best available price for their requirements? Henriette Thilert, Head of Ancillary Revenue, Aer Lingus Ornagh Hoban, VP Marketing and Strategy, Datalex
Speakers are regularly joining the excellent line up for the event - please check
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If you think you’ve got what it takes to join them please email
[email protected]
Grow your revenues by offering an expanded product mix
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Ancillary Revenue & Partnerships in Travel Europe ‘09
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19 - 20 May, Business Design Centre, London
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2 days of innovative ideas, case-studies and networking
Ancillary Revenue & Partnerships in Travel Europe ‘09 19 - 20 May, Business Design Centre, London
Register before 27th Feb to
SAVE £200
Meet the people who will change your business The Ancillary Revenue & Partnerships in Travel conference is the meeting place to find out how you can quickly and easily boost revenues. It’s the only event in the world to examine how the travel industry as a whole – and not just airlines – can benefit from the abundance of opportunities available to fully merchandise your site and increase customer spend.
Expert speakers give industry leading insight on how to increase your ancillary revenue
It comes at a time when your bottom line has never been so important. Packed full of money making ideas – the event combines insightful case studies and expert advice from companies who have tried and tested exciting new initiatives. We’ll share both the successful and the not so successful stories – saving you months of research and costly experimentation!
Nick Monaghan, Director of Distribution, Booking.com
What’s more, this year the conference will be co-located with EyeforTravel’s Travel Distribution Summit – Europe’ s largest meeting place for online travel professionals. With over 1500 attendees to meet, network and do business with, this is a must attend event for all!
Henriette Thilert, Head of Ancillary Revenue, Aer Lingus Sharon Lee, Head of Product Development, Avis Europe Alyson Playford, Head of Global Travel Partnerships, British Airways Bobby Healy, CTO, CarTrawler Brian Garvan, Director of Sales, Choice Hotels International Ornagh Hoban, VP Marketing & Strategy, Datalex Speaker name TBA, Eurostar Cameron Jones, Director of Business Development EMEA, Expedia Pia Viljaniemi, eBusiness Development Manager, Finnair Nicola Simionato, Head of e-Commerce, Gulf Air
Co-located with:
Lesley Lindberg, VP Marketing, Hertz Europe Sotiris Damianos, Sales & Marketing Director, Hotelopia 19 - 20 May, Business Design Centre, London
Network with 1500 attendees, 80 speakers, 60 exhibitors One conference pass gives you access to the entire summit. See www.eyefortravel.com/tds
Sigurdur Skagfjord Sigurdsson, Project Manager Ancillary Revenue, Icelandair Jessica Butcher, Head of Partnerships, isango! Vic Darvey, VP Distribution EMEA, lastminute.com Gareth Gaston, MD, Octopus Travel Isabelle Taylor, Affiliate & Partnership Manager, The Trainline Niki van Wijk, VP e-commerce, transavia.com
5 Reasons to attend...
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egistrations, EyeforTravel, R 7-9 Fashion St, London E1 6PX, UK
1
Meet the partners who will make you realise your true profit potential
2
Analyze the risks and limitations of unbundling and selling add-ons before you damage your brand
3
Money for nothing - see how carefully introducing ancillary products can raise margins!
4
Target customers with relevant products and significantly increase customer spend
5
Learn how to up-sell and cross-sell to every customer
Register before 27th February and Save £200!
