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

Fax this completed registration page to +44 (0)207 375 7200
ancillary Revenue & Partnerships Register before
in travel Europe ‘09
27th Feb to
19 - 20 May, business Design centre, London
SAVE £200
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legate
py of
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key
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2 days of innovative ideas, case-studies and networking
ancillary Revenue & Partnerships Register before
in travel Europe ‘09 27th Feb to
19 - 20 May, business Design centre, London
SAVE £200
Meet the people who will change your business
The Ancillary Revenue & Partnerships in Travel conference is Expert speakers give industry leading insight
the meeting place to find out how you can quickly and easily
boost revenues. It’s the only event in the world to examine on how to increase your ancillary revenue
how the travel industry as a whole – and not just airlines –
can benefit from the abundance of opportunities available to Henriette Thilert, Head of Ancillary Revenue, Aer Lingus
fully merchandise your site and increase customer spend. Sharon Lee, Head of Product Development, Avis Europe
It comes at a time when your bottom line has never been Nick Monaghan, Director of Distribution, Booking.com
so important. Packed full of money making ideas – the
event combines insightful case studies and expert advice Alyson Playford, Head of Global Travel Partnerships,
from companies who have tried and tested exciting new British Airways
initiatives. We’ll share both the successful and the not so Bobby Healy, CTO, CarTrawler
successful stories – saving you months of research and
costly experimentation! Brian Garvan, Director of Sales, Choice Hotels International
What’s more, this year the conference will be co-located with Ornagh Hoban, VP Marketing & Strategy, Datalex
EyeforTravel’s Travel Distribution Summit – Europe’ s largest Speaker name TBA, Eurostar
meeting place for online travel professionals. With over 1500
attendees to meet, network and do business with, this is a Cameron Jones, Director of Business Development EMEA,
must attend event for all! Expedia
Pia Viljaniemi, eBusiness Development Manager, Finnair
Co-located with: Nicola Simionato, Head of e-Commerce, Gulf Air
Lesley Lindberg, VP Marketing, Hertz Europe
Sotiris Damianos, Sales & Marketing Director, Hotelopia
19 - 20 May, Business Design Centre, London Sigurdur Skagfjord Sigurdsson, Project Manager Ancillary
Revenue, Icelandair
Jessica Butcher, Head of Partnerships, isango!
network with 1500 attendees,
80 speakers, Vic Darvey, VP Distribution EMEA,
lastminute.com
60 exhibitors
Gareth Gaston, MD, Octopus Travel
one conference pass gives you access
Isabelle Taylor, Affiliate & Partnership
to the entire summit. Manager, The Trainline
see www.eyefortravel.com/tds
Niki van Wijk, VP e-commerce,
transavia.com
5 Easy Ways to register 5 reasons to attend...
1 Meet the partners who will make you realise your true
Email: gina@eyefortravel.com
profit potential
Fax: +44 (0)207 375 7200 2 Analyze the risks and limitations of unbundling and
call: +44 (0)207 375 7197 selling add-ons before you damage your brand
online: www.eyefortravel.com/arev 3 Money for nothing - see how carefully introducing
ancillary products can raise margins!
Mail: Registrations, EyeforTravel, 4 Target customers with relevant products and
7-9 Fashion St, significantly increase customer spend
London E1 6PX, UK
5 Learn how to up-sell and cross-sell to every customer
Register before 27th February and save £200!