EyeforTravel - Ancillary Revenue in Travel Europe 2008

20-21st February 2008, Clontarf Castle Hotel, Dublin

Ancillary Revenue in Travel 2008

• Hear from companies generating up to an extra 18% of high profit revenue.

• Discover new high-margin products that go straight to your bottom line and increase sales of your core offering.

• Raise revenues by over 10% by integrating essential partner inventory

• Double conversion rates on all ancillary revenue products by touching the customer the right way with pervasive selling.

• Increase revenues by tailoring your product proposition to your customers.

• Send sales soaring - undercut your competitors by 2% by shifting costs and overheads to your customers.

• Debate the best way to source, integrate and control your highly profitable ancillary inventory.

Ancillary Revenue Experts Assemble

Expert speakers give industry leading insight on how to increase ancillary revenue

MAxIMISE PROFITS WITH An ExTRA 18% REvEnuE THAT GOES STRAIGHT TO YOuR bOTTOM LInE

ATTEnD THIS EvEnT TO:

Jenn Keen, Divisional Revenue Manager UK & Ireland, ihG

Oral Muir, Sr. Director, eCommerce Global Channels,

Marriottinternational

Seize this vital opportunity to grow revenues and maximise profits

Chuck Jensen, General Manager – Delta.com, deltaairlines

Charles Johnson, Partnerships Manager, virginBlue

Santina Doherty, Head of Ancillary Revenue, Ryanair

Radoslaw Dutkowski, E-Commerce Manager, LOTPolishairlines

Nicolas Besse, Internet Distribution, accor

Narasimha Jayakumar, Account Director EMEA, ExpediaPrivateLabel

Vic darvey, VP Distribution and Business Development,

lastminute.com

Charlie Sultan, MD Sales, Planning & Analysis,

americanairlines

Revolutionise your business - open now for the full agendaSecure you place today at www.eyefortravel.com/arev and SAVE €200!

Simon Lilley, Director of Marketing, Flybe

Lars Sande, Sales Director, NorwegianairShuttleaSa

SponsorsMedia Partners Helen Horwood, Affiliates and Online Partnerships Manager, hertz

Chris Amenechi, Senior Director, internationalE-Commerce&

distributionPlanning

2 days of executive briefings, case-studies and networking 2 days to realise your full revenue potentialChristmas Offer:

save €200before 14th Dec ‘07

whatever travel product you sell, with ancillary revenues you can earn more

Raise revenues by registering now on +44 (0)207 375 7551

Airlines are raising their revenues by up to 18% at little extra cost by unbundling their fares and selling of additional products on their web sites. The impact on their bottom line is massive and now hotels, car hire, cruises, ferries, tour operators and OTAs are all moving into this lucrative money earner.

The message is simple: if you are in the business of selling travel online – your revenues could be higher!

With more and more customers buying web direct from the supplier (Europe’s online travel market has grown by 22% in 2007 and 86% of Hotel rooms will be booked direct by 2010) the opportunities for growing your revenues by unbundling, up-selling and cross-selling are enormous.

The conclusion is clear: ancillary revenue works and now it’s your turn to take a cut of the profits. Growing ancillary revenue as part of your business model is essential to the survival of your company.

But making money is never that easy – what products do you offer, when and how? How do you continue to sell right through the travel trip and how do you assess the risk to your brand if an ancillary product fails to live up to what has been promised?

This year, for the first time, EyeforTravel brings you Ancillary Revenue in Travel 2008: focusing on what you need to know to grow your ancillary revenue, boost your profits and become uber-competitive. The conference brings together the companies, such as Ryanair, American Airlines, Marriott and Expedia, leading the way in the worldwide travel industry. From managing to marketing, products to payment; this conference will show you how to tailor your product proposition to fully realise your profit potential.

With such a wealth of information and opportunity Ancillary Revenue in Travel 2008 will take the industry’s ancillary revenue strategy forward. Make sure you’re not left behind and miss out on these key issues: -

TAILOR & unbunDLE – The beginningSee revenues rise and increase customer loyalty by allowing your customer to tailor their travel experience by unbundling and adding additional services. Hear from Flybe, American Airlines and Sabre on how to perfect the balance between offering flexibility and overwhelming your customer with sales. Implement a full mix and match booking system that allows you to shift costs to your customers and come out fighting with a 2% price drop.

PRODuCTS – Getting the mix rightOwn your customers’ purchasing power by being able to offer your customers everything in one place – your website! But don’t just add every product going – hear strategies and get statistics from Ryanair, Virgin Blue and Go Voyages about what customers are buying and how to sell to them without cannibalising your core product. Understand the best practices to expand your product mix to maximise profits, not headaches….

THE OTHERS – It’s not just the airlines…Airlines are championing the ancillary revenue drive – why not you? Web direct bookings are on the rise and your profits could be too. If you can offer customers the products and services they want, at an attractive price, your brand can become their one stop shop for all travel purchases. Suppliers such as Marriott, IHG and Accor are doing this, are you? Hotels, car hire, cruises and even other non-travel brands are diversifying the products they offer and to stay competitive it is essential you do too.

MARKET – The sell, it’s not hardMake the most of your captive customer: Easyjet doubled their conversion rates

by maximising selling touch points along the booking path and travel corridor. Let Delta and Norwegian airlines help you to understand the booking habits of your customers which will allow you to pitch products to them at the right time to ensure a sale. Come away from Ancillary Revenue in Travel 2008 ready to fully commercialise the travel corridor – able to sell multiple products at high conversion touch points.

MAnAGE & MOnEY – The back officeIt’s no use offering additional products and services if you can’t deliver them. Managing your new product offerings well will increase customer loyalty alongside rapidly growing profits; being unreliable will damage your brand beyond repair. Look at all the systems and strategies that offer seamless delivery of the total travel experience.

InTEGRATE – White labels and beyond…54% of your ancillary revenue will come from commission by offering partners’ products so you need to make sure access to this inventory is seamless. The options you have to integrate additional inventory into your booking path are vast. Only at this conference will you hear multiple case studies from Expedia, lastminute.com and SideStep of what is working for the companies who are earning maximum partner commission.

Sit back, relax and hear about all the options you have to increase you revenues. Listen to concise information from vendors offering to grow your business. EyeforTravel’s Product Box is a pressure-free environment to help you select the right partner to handle you ancillary revenue needs.

Hosted by the airline and hotel decision makers, the interactive forum will discuss ideas to diversify your revenue maximising product mix.

The Product Box

call +44 (0)207 375 7551 to secure you placeRegister now at www.eyefortravel.com/arev

whatever travel product you sell, with ancillary revenues you can earn more

DAy onE: wednesday 20th February

Maximise profits with high-margin ancillary revenue

Chairman’s Introduction Michael Smith, SeaMountain Limited

PRODuCTS

Presentations and Panel

Tried and tested products to get your ancillary revenue strategy off the ground and new products which offer unbelievable margins

• Maximiseprofitsfromthebigthree–carhire,hotel,insurance–examinealltheoptionsthatyouhavetosource,marketandsellformorethan15%commission.

• Industryinsightintowhatconsumersarebuying-expandyourproductmixwithnewhighly-profitableproducts.

• Profileyourcustomertotargetthemwithpreciseancillaryofferingsthataddvaluetotheirtripandincreaseyourprofits.

• Financialservices,suchasco-brandedcreditcards,areusedbynearly100%ofyourcustomers–learnhowtogetthemhookedonyourbrandbyimplementingthisbigearner.

• Doubleyourancillaryrevenuewithloyaltyprogrammes–learnhowitcanbeyourbiggestpotentialearnerandincreasecustomerstickiness.

• Lookatproductsyoucansellthroughoutthetravelcorridor,fromdestinationservices,events,experiencetosouvenirsaftertheyreturn.


Charles Johnson, Partnerships Manager, Virgin Blue

Ghislain D’auvigny, Director of International Commercial Development, Go Voyages

Jessica Butcher, Partnerships Manager, Isango!

Networking Coffee Break

TAILOR & unbunDLE


Cut your prices while increasing profit by unbundling the travel experience – give flexibility to your customer to tailor the product to their needs

• Learnhowtomaximiserevenueinyourmostprofitabledistributionchannel–unbundleinwebdirectandcomeoutfightingwitha2%pricedrop.

• Howfaristoofar?Noairlinemanagersforecastedthatfreeamenitiesaretobecomemorecommon,butwhatpriceincreasesyourprofitswithoutalienatingcustomers?

• Perfectthebalancebetweenofferingflexibilityandoverwhelmingyourcustomerwithtoomanyoptionsthatwilldistractfromyourcoreproductanddamageyourbrand.

• Personalisationtoprofits–engageyourcustomerwiththefreedomtobuildtheirperfecttripbycombininghighmarginancillaryproductsandservices.

• Hearfromcompanieswhohaveseenprofitssoarbyimplementinganalacarte,mechandised,pricingstrategy.

• Industryleadingstrategiestomaintaincustomerloyalty–offerapricethatwillattractmoresalesbutnotjeopardiseyourbottomline.

• Maximiseprofitsfromyourin-houseofferings–itstheresowhynotsellit!

Cormac Wheelan, CEO, Datalex


Kyle Moore, VP Product Marketing, Sabre

Charlie Sultan, MD Sales, Planning & Analysis, American Airlines

Michael Rhodes, E-Commerce Manager, Leger Holidays

Lunch

OTHER SuPPLIERS


Airlines, why not you? Hotels, care hire and cruises are doing it for themselves…

• Hearfromsuppliersotherthanairlineswhoareleadingthewaybyup-sellingandcross-sellingtheirwaytomaximumprofits.

• Takebackcontrol–whyletothersgenerategreatprofitsfromyourinventorywhenyoucansellmore,forlessthroughyouronlineportal?

• Seehowefficientdataminingcanidentifycrosssellingopportunities.

• Integratethepartnersessentialtoaddvaluetothetravelexperience–hearwhatproductsareworkingbestforeachsupplier.

• Becomeaonestopshopwhereyoucantrulyownthecustomerandmaximiseyieldfromeverybooking.

• Maximiseprofitsfromthepredicted86%ofcustomerswhowillbebookingdirectlyonyourhotelwebsiteby2010.

• HertzhaverealisedmassivereturnsfromtheirRyanairpartnership-couldyourproductsellmoreelsewhere?

Oral Muir, Sr. Director, eCommerce Global Channels, Marriott International

Nicolas Besse, Internet Distribution, Accor

Helen Horwood, Affiliates and Online Partnerships Manager, Hertz


THE PRODuCT bOx


Interactive Forum

Sitback,relaxandhearaboutalltheoptionsyouhavetoincreaseyourevenues.Listentoconciseinformationfromvendorsofferingtogrowyourbusiness.EyeforTravel’sProductBoxisapressure-freeenvironmenttohelpyouselecttherightpartnertohandleyouancillaryrevenueneeds.

Hostedbytheairlineandhoteldecisionmakers,theinteractiveforumwilldiscussideastodiversifyyourrevenuebuildingproductmix.

Merchandising the Direct Channel

Ancillaryrevenuehasbecomeincreasinglyimportanttosuppliers;compensatingforincreasinglynarrowmarginsandleveragingthevalueoftheironlineretailbrand.TosucceedsupplierscanborrowfromtheirOTAcounterpartstomerchandiseandcrossselleffectively.DatalexandCarTrawlercontinuetoenableindustry‘first-movers’indrivingthenewancillarybusinessmodelandwillrunaninteractiveworkshopsessiontodemonstratehowbesttomerchandisetheairfare;integrateancillaryproductsandservicesintothebookingpath;andensurerelevanceofproductandservicetotheonlineconsumer.

Workshop

call +44 (0)207 375 7551 to secure you place Register now at www.eyefortravel.com/arev to save €200Register now at www.eyefortravel.com/arev

DAy two: thursday 21st February

grow your brand by offering an expanded product mix

MARKET


Touch your customer in the right way to maximise conversions – commercialise your travel corridor...

• Howmuchistoomuch?Gettriedandtestedinformationonthelevelofsellingthatcustomerswilltolerate.

• Understandthebookinghabitsofyourcustomerandwhattouchpointsofferthebestconversionrates–getthehighestprofitfromeveryproduct.

• Maximisesalesfromyourwebtrafficbyfullycommercialisingthetravelcorridor–sellfromthemomenttheybookuntilaftertheyreturn.

• Don’tcannibaliseyourcoreproduct-learnaboutthebestwaytointroducenewproductsandservicestocomplimentmainsales,notaffectthem.

• Benchmarkagainstthemarketleaderswhohavefullycommercialisedtheirtravelcorridortosellavarietyofproductsandservicesacrossmultipletouchpoints.

Chuck Jensen, General Manager – Delta.com, Delta Airlines

Lars Sande, Sales Director, Norwegian Air Shuttle ASA

Bobby Healy, Chief Technical Officer, CarTrawler


InTEGRATE


Connect to higher profits and greater sales with the latest technology to integrate essential partners

• Integrate,connectandcontrol–managethedynamicpartnershipsthatwillcontributeto54%ofyourancillarywindfall

• Beyondthewhitelabel.Whatsolutionsarethereforfulldynamicintegrationwithyourpartners?

• Essentialtechnologiestogiveyouseamlessandcosteffectiveintegrationwhileexpandingyourproductmix.

• Powerfultoolstohandlemultipleinventories–frommultiplepartners–whilstmaintainingcontrolandmaximisingyourmargins.

• Gettheprosandconsofallthetechnologiesonofferforconnectingtoyourpartnersandtheinevitablehigherprofitsyourancillaryrevenuestrategywillbring.

Narasimha Jayakumar, Account Director EMEA, Expedia Private Label

Vic Darvey, VP Distribution and Business Development, lastminute.com

Tim Simmonds, Director of Business Development, SideStep

Lunch

MAnAGE & MOnEY


The back office – the power to deliver all you have promised…and manage that extra 18% revenue

• Tobeornottobe-thatisthequestion.Hearalltheinformationonthecostsandconflictsmovingintoadynamicpackagingspacecanbring.

• Statisticstoconvertthenon-believers–giveyourmanagementrockhardevidenceoftheneedtoofferancillaryproductstostaycompetitive.

• Measureittomanageit–therevenuemanager’spointofview.Track,optimiseandcontrolyournewrevenuestream

• What’sthebestwaytotakepaymentforyourcustomers,partnersand–mostimportantly–foryou.

• Gettothenitandgrit–whopaysforwhatandwhichfactorsplayapartinhowmuchyoubothcontributetothiswin-winrelationship.

• Examinethesystemsavailabletooffercustomersmixandmatchstylebooking–usabilitywillgiveyouanessentialedgeoveryourcompetitors.

• Markyourselfoutfromthecrowdbybeingreliableandtrusted–examinethesystemsavailabletohandlethepressurethatbourgeoningcustomerdemandwillplaceonyourinfrastructure.

Jenn Keen, Divisional Revenue Manager, UK & Ireland, Inter Continental Hotels Group

Chris Amenechi, Senior Director International E-Commerce and Distribution Planning, Continental Airlines

Barry Biffle, SVP and Chief Marketing Officer, Spirit Airlines

Radoslaw Dutkowski, E-Commerce Manager, LOT Polish Airlines

Craig Cherry, Head of UK Procurement, Cosmos (tbc)

Ancillary Revenue Snapshot

EasyJetearning£77moranextra£3.81perseat.

Increasednumberofconsumersbookingdirectfromallsuppliers.

Ryanairgenerating£221minancillaryrevenue

63%ofairlinemanagersbelieveunbundlingisthefuture

Hotelsincreasingbrandreputationbyofferingconsumersthetotaltravelexperienceontheirsites.

AirAsia’sancillaryrevenuegrewby77%allowingfarestogodown2%

SkyEuropegenerating18%ofrevenuefromancillaryproductsandservices

Majorbrandscomplimentingtheirrevenuebyofferingalltravelproducts

Predicted86%ofcustomersbookinghotelsonyourwebsiteby2010.

VirginBlue’sancillaryrevenuescoveredtheoperationalcostsoffouroftheirfleetforayear

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Have your say…The conference is specifically designed to encourage active participation and networking. Not only will you hear stimulating, thought provoking presentations, you will have the chance to discuss topics and get your questions answered.

call +44 (0)207 375 7551 to secure you place Register now at www.eyefortravel.com/arev to save €200

This agenda is being updated all the time - visit:

www.eyefortravel.com/arev



1. Please select the package you require:

Group Discount:Please contact Paul Lane on +44 (0)207 375 7597 or email him at [email protected] for more details on group discounts.

HotEL Discount:We have negotiated a preferential room rate at the Clontarf Castle Hotel, Dublin. Reservation details will be sent to you when you register. Please note there is limited availability. So we recommend you book early to take advantage of this offer.

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Sign up as a gold delegate and as well as gaining unique insight and fantastic networking opportunities, you will receive EyeforTravel’s Sales & Marketing Report including the Ancillary Revenue Report.Super Early Bird

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Includes: Two-day delegate pass, CD of presentations with audio, EyeforTravel’s Sales and Marketing Report

Includes: Two-day delegate pass, CD of presentations with audio

Includes: Two-day delegate pass.

cancELLations:All conference places are fully transferable without any charge. Cancellations received before 5pm (GMT) time on Friday 18th January 2008 will not incur a penalty (credit card registrations are subject to a 5% administration fee). If written confirmation of a cancellation is not received by 5pm (GMT) time on Friday 18th January 2008, we will be obliged to charge the full fee. Please note - you must inform the conference desk in writing of any cancellations on: [email protected] Whilst every effort is made to maintain the advertised agenda, the organisers reserve the right to make changes without notice.

Christmas Offer:


All prices are subject to Irish VAT of 21%









Secure you place today at www.eyefortravel.com/arev and SAVE €200!REgiStER on thE SEcuRE wEbSitE At www.eyefortravel.com/arev

2 days of executive briefings, case-studies and networkingFax this completed registration page to +44 (0)207 375 7576

Expert speakers give industry leading insight on how to increase your ancillary revenue



Meet the people that will change you business

The Ancillary Revenue in Travel 2008 conference is an industry first – showing all sectors of the travel industry how to increase revenue and maximize profits. Our speakers have been hand picked for their expertise and the agenda has been developed from months of consultation with them.

The Ancillary Revenue in Travel 2008 conference will be the essential meeting place where senior travel decision makers gather to meet, network and actually do business. Having all the major travel players in one place will get to the root of ancillary revenue and allow you to leave ready to implement the changes that will preserve your business and maximize profits.

And what a better place to meet and do business than in Dublin, Ireland’s beating heart. Come along and cement your new business partnership with some legendary Dublin ‘craic’ in one of Europe’s most exciting and vibrant cities.

And to ensure you enjoy your time in Dublin we have secured the Clontarf Castle Hotel where history and culture will mix effortlessly with business as you hear industry leading insight, thought provoking case studies and network with your peers.

5 Reasons to attend...

Meet the partners who will make you realise your true profit potential

Get the information on how to tailor your product for higher returns

See how unbundling your product can raise margins - and profits!

Expand your produuct mix and become a one stop shop - own your customers

Learn how to up-sell and cross-sell every customer

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5 Easy Ways to Register

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@ Email: [email protected]

Fax: +44(0)2073757576

Call: +44(0)2073757551

Online: www.eyefortravel.com/arev

Mail: Registrations,EyeforTravel, 7-9FashionSt, LondonE16PX,UK


Chuck Jensen, General Manager – Delta.com, Delta Airlines

Charlie Sultan, MD Sales, Planning & Analysis, American Airlines

Lars Sande, Sales Director, Norwegian Air Shuttle ASA

Oral Muir, Sr. Director, eCommerce Global Channels, Marriott International

Barry Biffle, SVP and Chief Marketing Officer, Spirit Airlines


Chris Amenechi, Senior Director International E-Commerce and Distribution Planning, Continental Airlines

Charles Johnson, Partnerships Manager, Virgin Blue

Jenn Keen, Divisional Revenue Manager UK & Ireland, IHG

Radoslaw Dutkowski, E-Commerce Manager, LOT Polish Airlines

Nicolas Besse, Internet Distribution, Accor

Helen Horwood, Affiliates and Online Partnerships Manager, Hertz

Narasimha Jayakumar, Account Director EMEA, Expedia Private Label

Vic darvey, VP Distribution and Business Development, lastminute.com

Bobby Healy, Chief Technical Officer, CarTrawler

Kyle Moore, VP Product Marketing, Sabre

Tim Simmonds, Director of Business Development, SideStep

Michael Rhodes, E-Commerce Manager, Leger Holidays

Ghislain D’auvigny, Director of International Commercial Development, Go Voyages

Jessica Butcher, Partnerships Manager, Isango!

Craig Cherry, Head of UK Procurement, Cosmos (tbc)

Cormac Wheelan, CEO, Datalex

Christmas Offer:


Revolutionise your business - open now for the full agendaSecure you place today at www.eyefortravel.com/arev and SAVE €200!REgiStER on thE SEcuRE wEbSitE At www.eyefortravel.com/arev

2 days of executive briefings, case-studies and networking 2 days to realise your full revenue potentialFax this completed registration page to +44 (0)207 375 7576