EyeforTravel - Ancillary Revenue in Travel USA (2008)
July 18 to
Travel Distribution SAvE $300
Summit N. America 2008 on your conference pass
1-2 October, Caesars Palace, Las Vegas
Ancillary Revenue in Travel USA
Maximize your Profits by selling additional
Products and services along the
Customer Purchasing Path
• How easily can ancillary revenue benefit your Just imagine what you could learn
business – and how much could it be worth?
from these industry trailblazers!
• Which ancillary revenue products and
services will deliver maximum profitability for
• How do you effectively manage your ancillary Charlie Sultan, MD Sales, Gregg Schulze,
Planning and Analysis, American Airlines VP Air, The Americas, Expedia
revenue partnerships – and overcome the
• What are the secrets of creating a program
that’s consistent with your brand – and Rom Hendler, VP Strategic Marketing, Julie Szudarek, VP of Revenue Management,
The Venetian Resort Hotel Casino The Americas, Orbitz Worldwide
avoids alienating customers?
• How should you profile your customers to
target them with the most relevant ancillary
Chris Amenechi, Senior Director International
revenue offerings? Brett Cochran, Director of Business eCommerce and Distribution Planning,
Development, JetBlue Airways Continental Airlines
• How easily can you maximize ancillary revenues
from your loyalty program?
• How can hotels, casinos and other suppliers Greg Webb,
jump onto this lucrative, airline-led bandwagon? Jim Young, VP Sales, Chief Marketing Officer, Sabre Travel
Distribution and Marketing, Frontier Airlines Network and Sabre Airline Solutions
Glen Harvell, VP and General Manager, Tad Hutcheson,
Travelocity On Location VP Marketing and Sales, AirTran Airways
Two full dAyS of EASy-To-implEmEnT, rEVEnuE-booSTing idEAS
Get 3 Conferences for the Price of 1!
Book now and gain unlimited access to all tHRee
tRavel distRiBution summit confeRences - full details inside
Whatever travel product you sell -
with ancillary revenues you can earn more
Airlines are raising their revenues at during a weak economy. But making This year, for the first time in North
little extra cost by unbundling their fares money is never that easy – what products America, EyeforTravel brings you Ancillary
and selling additional products on their do you offer, when and how? How do you Revenue in Travel USA 2008: focusing
websites. The impact on their bottom continue to sell right through the travel on what you need to know to grow your
line is massive and now hotels, car hire, trip. And how do you assess the risk to ancillary revenue, boost your profits
cruises, ferries, tour operators and OTAs your brand if an ancillary product fails to and become super-competitive. The
are all moving into this lucrative money live up to what has been promised? conference brings together the companies,
earner. such as American Airlines, Continental
Airlines, Orbitz, JetBlue, Frontier Airlines,
The message is simple: if you are in the Expedia and Spirit Airlines - Those who
business of selling travel online – your “The ancillary Revenue in are truly leading the way in the industry.
revenues could be higher! With more and Travel Europe conference From managing to marketing, products to
more customers buying direct from the provided an excellent payment; this conference will show you
supplier the opportunities for growing your opportunity to learn about how to tailor your product proposition to
revenues by unbundling, up-selling and innovative ways to drive fully realize your profit potential.
cross-selling are enormous. additional yield in a high
With such a wealth of information and
The conclusion is clear: ancillary revenue commodity marketplace”
opportunity Ancillary Revenue in Travel
works and now it’s your turn to take a cut USA 2008 will take the industry’s ancillary
Lowell Miller, Sr. Director IT Business
of the profits. Growing ancillary revenue revenue strategy forward. Make sure
Solutions, Frontier Airlines
as part of your business model is essential you’re not left behind and miss out and
to the survival of your company, especially register today.
gain Access to Three Co-located Conferences on one pass and
Choose from over Twenty in-depth Sessions!
This year we have co-located three conferences three conferences, meaning that you can choose conference experience by selecting the sessions
under one roof to provide you with the from over twenty in-depth sessions examining that suit your areas of expertise and come away
opportunity to network with a greater variety and Technology, CRM, Ancillary Revenue, Revenue with a wealth of information and a list of contacts
number of travel executives. And purchasing Management, Pricing, Distribution, eCommerce that simply isn’t available anywhere else.
one conference pass gives you access to all and Online Marketing. Tailor your two-day
dAy 1 dAy 2
Networking Cocktail Party 5-7pm at the close of day one
TRaVEL REVENuE aNCiLLaRy ThE TRaVEL REVENuE aNCiLLaRy
DisTRibuTiON MaNagEMENT REVENuE DisTRibuTiON MaNagEMENT REVENuE
ExECuTiVE & PRiCiNg iN iN TRaVEL ExECuTiVE & PRiCiNg iN iN TRaVEL
CONFERENCE TRaVEL CONFERENCE TRaVEL
role of innovation How can ancillary Digital trends ancillary revenue
in Online travel pricing in an revenue Benefit travel? for 2008 from a-Z
slowdown Which products to Forecasting Consumer response
the rise of next- Offer, and When? Customer to ancillary revenue
Generation travel Behavior
align Distribution managing ancillary
With revenue revenue internally impact of Changing is ancillary revenue
How to sell travel in an management and Externally Online advertising Fare structures on rm program Consistent
Economic Downturn Campaigns with Your Brand?
the staying power of
traditional tour Operators
the role of revenue profile Customers
Consumer-Centric with precise products
managers third-party revenue management
AFT E RNO ON
AFT E RNO ON
meta-search: technology and
Who, How & When using social media to
ancillary revenue Enhance Distribution ancillary revenue
small & independent and loyalty
the Evolution rm techniques for a Customers Optimization
of the GDs Groups & meeting space Willingness to pay
rm and Condos
This is a visual representation and is not a timed agenda
Register Now Online at www.eyefortravel.com/tdsusa
Boost Your Profits with High-Margin Ancillary Revenues
October 1st: 9.00am – 7.00pm 11.30 – 1.00: session 2: • Is GDS technology flexible enough for complex
fare structures like those of Air Canada?
Chairman: Patrick Murphy, Chairman, Aviation Group, ancillary Revenue • Utilizing your ancillary revenue program to
Performance Consultants International benefit your direct distribution strategy: How
(former Executive Chairman of RyanAir) Partnership Management: can you encourage consumers to go direct?
9.00 – 9.30: Opening Keynote
What structure do you Need • What works best when it comes to
to succeed? merchandizing and up-selling via a GDS?
how Can ancillary Revenue Allegiant Air, has 37 hotel partners in Las Vegas
• Are XML interfaces a must-have for airlines
that are determined to succeed at generating
benefit the Travel industry? alone, and in June 2006 they filled 30,000 room ancillary revenue?
nights in the city
To offset soaring fuel costs, United Airlines has begun • How can you create synergies between various
charging passengers for a second bag – a move that will • How do you evaluate the value of an ancillary platforms to package products fast – and
generate an estimated $100m revenue program to your organization and seamlessly – to your end users?
convince senior management to invest?
• How should you define ancillary revenue - is it just Charlie Sultan, MD Sales, Planning and Analysis,
another term for nickel-and-diming your customers? • How can you provide the right partnerships to American Airlines
increase ancillary revenue?
• Why is the travel industry particularly suited to Gregg Schulze, VP Air, The Americas, expedia
delivering significant ancillary revenue? • Is it ever more profitable to go it alone?
Robert Buckman, Director of Airline Distribution
• What factors are driving the need for ancillary revenue? • Should responsibility for ancillary revenue lie with Strategies, Amadeus north America
• What is the difference between genuine ancillary one person in your organization, or is it better Cormac Wheelan, CEO, Datalex
revenue and unbundling? shared between the relevant departments?
• Creating an ancillary revenue program for your • What’s the most profitable way to add 3.30 – 4.00: Networking Coffee Break
particular business: How much money could partnerships with leisure companies and
you make? destination-based organizations? 4.00 – 4.30: Expert analysis
Patrick Murphy, Chairman, Aviation Group, • What are the key management risks – internally
Performance Consultants International and within your partnerships - and how can you how do you Measure a
(former Executive Chairman of RyanAir) minimize them?
• Which systems will you need to handle the
Customer’s Willingness to
9.30 – 11.00: session 1: pressure that accelerating customer demand will Pay for ancillary Products?
place on your infrastructure? • Learn a way to understand what your customer’s
Which ancillary Revenue • Integrating third-party relationships into your value in order to increase ancillary revenue
Products best Complement the business processes: • Find out how to determine a customer’s
Travel Purchasing Corridor – and - What will your partners expect from you? willingness to pay for certain products
- What information will you be expected to share • Should you focus on add-ons or should you
Deliver Maximum Profits? with your ancillary revenue partners? encourage your customers to pay more for
Starwood Hotels make $250k per year by selling • How do you evaluate your potential revenue existing products and services?
chocolate tortes, while Allegiant Air has a thriving range streams by incorporating reasonable traffic flows • Hear fascinating statistics from an academic
of Elvis-inspired sunglasses. and conversion expectations? study on ancillary revenue in the airline industry
• How can you create a list of innovative products that Julie Szudarek, VP of Revenue Management, Stowe Shoemaker, Associate Dean of Research,
are ideally suited to your brand and reach – and identify The Americas, Orbitz Worldwide University of Houston
the items that are serious money-spinners? Brett Cochran, Director of Business Development,
• What “special-service requests” can you add in the JetBlue Airways 5.00 – 7.30: Networking Cocktail Party
booking process – and fulfill with ease Chris Amenechi. Senior Director International
• Travel insurance – the ancillary revenue no-brainer: eCommerce and Distribution Planning,
How can you successfully push insurance to your Continental Airlines Interactive Participation
customers and what kind of returns should you expect? Rod Cuthbert, CEO, Viator
• How can you exploit the boom in destination and John McEwan, Director of Revenue Strategy, This conference has been structured
experiential travel to sell ancillary products? Vail resorts to encourage active participation. Not
• What kind of experiential services and souvenir items only will you hear stimulating, thought
work best with destination seekers? 1.00 – 2.00: Roundtable Lunch Break provoking presentations, you’ll have
• In-flight and in-room entertainment: Which new ideas the opportunity to have our say &
are working best right now? 2.00 – 3.30: Keynote session 3: get your questions answered. What’s
• The cruise industry and ancillary revenue: How easily more there will be ample time to
can you form profitable third-party partnerships? Third-Party Technology: meet, network & do business with your
• When – and where – is the best time to sell your extra Will it help or hinder fellow senior-level executives; at the
products and services? Can you expand your window
your ancillary Revenue event, during the breaks and at our
networking drinks party.
Jim Young, VP Sales, Distribution and Marketing, Objectives?
The GDSs don’t fully support interactive seat maps
Dave Jones, Director, Web Business, WestJet so they can’t sell exit rows to generate ancillary
Dr. Natasa Christodoulidou, Ph.D, Assistant Professor of revenue. What else needs to change?
Marketing, California State University, Dominguez Hills
• How can the OTAs and GDSs accommodate
Glen Harvell, VP and General Manager, airlines if they are bundling/unbundling ancillary
Travelocity On Location products – and are the GDSs actually capable
11.00 – 11.30: Networking Coffee Break
For More Information Call James Brown on +44 (0) 207 375 7551 - UK
Grow Your Brand by Offering an Expanded Product Mix
October 2nd: 9.00am – 4.00pm • Can unbundling help you to be true to your • How do you balance the need to drive ancillary
brand – and your customers’ expectations? revenue against the risk of alienating loyal
9.10 - 9.40: Opening Keynote: Greg Webb, Chief Marketing Officer, Sabre Travel customers?
network and Sabre Airline Solutions • With 60 million members, AAdvantage has
ancillary Revenue from Tad Hutcheson, VP Marketing and Sales, become more than a loyalty program, it’s a
AirTran Airways multi-faceted marketing vehicle for a variety
a to Z Sandy Gantt, Managing Director E-Commerce, of business entities. How can legacy carriers
• How lucrative could Ancillary Revenue be for United Airlines piggy-back on the massive success of their
your business? loyal programs?
• Why is the low-cost airline model particularly 12.00 - 1.00: Roundtable Lunch Break • Does à la carte pricing alienate elite-status,
suited to Ancillary Revenue? frequent-fliers?
• How can an ancillary revenue strategy help 1.00 – 2.30: session 4: • Is the diminution of perks inevitable when you
you offer a lower base fare and appeal to price embark on an ancillary revenue program?
conscious customers? What’s the Most Effective • Delta Air Lines has rolled travel insurance into
• How does Ancillary Revenue relate to your Way to Profile your its loyalty program: How easily can you offer
brand? personalized travel insurance to your regular
• Get expert advice for implementing an Ancillary
Customers and Target Them customers?
Revenue strategy throughout your company With Precise ancillary Rob Bunker, Director, Revenue Management
Consulting & Analysis, Harrah’s entertainment
Barry Biffle, SVP and CMO, Spirit Airlines Revenue Offerings?
More speakers for this session to be
9.40 – 10.10: Expert analysis: • Unbundling: If you lower your base fare and announced shortly - please check
appeal to price-conscious customers and those website for details
a Framework for who don’t want to pay for certain items, will you
actually increase revenues?
understanding the Consumer
Response to ancillary
• Using behavioral targeting to offer additional
services within the purchasing path:
Revenue - How do you recognize customer preferences?
- How easily can you analyze previous
• How much control do customers want over their purchasing behavior?
ancillary revenue choices?
- What type of content is most likely to generate
• How does the process of providing the an immediate sale? $334 million: The amount
opportunity for ancillary revenue increase overall Ryanair made in ancillary
satisfaction and customer loyalty? • How can you promote ancillary services with
mobile offers, that’s based on customer profiles revenue in 2007
• Discover how to acquire ancillary revenue and relevant to their travel experiences?
without alienating your customers
• How can the airlines use customer profiles to 74%: The increase in
Stowe Shoemaker, Associate Dean of Research,
University of Houston
cross-sell travel insurance and other products? ancillary revenue Ryanair
• How can you make your website a retail outlet? recorded over the past
10.10 – 10.45: Networking Coffee Break • How can you successfully target business
travelers with ancillary products?
10.45 - 12.00: Keynote Presentations • How should you tweak your product offerings to $248 million: How much
gain maximum revenues?
how Do you Make your John Lambe, CTO, OpenJaw Technologies &
European LLC EasyJet
Vice-Chairman of the OpenTravel Board made in Ancillary
ancillary Revenue Program of Directors Revenues in 2006
Consistent with your brand? Rom Hendler, VP Strategic Marketing,
The Venetian resort Hotel Casino $22: The amount you
Southwest started to issue seat numbers in a pre-
More speakers for this session to be announced
flight email – creating an ideal ancillary revenue would save per day if you
opportunity. But to do this, they had to stop young shortly – please check website for details
families boarding first. Does it really pay to alienate
hired a small car direct
certain customer segments in favor of generating 2.30 - 3.00: Networking Coffee Break from Hertz rather than
additional revenues? through Ryanair
• Airlines are experimenting with services 3.00 - 4.00: session 5:
and products that were once free. To what $38 million: The estimated
extent does this alienate customers – and how Can you Maximize profit European airline and
does it matter? ancillary Revenues from ferry operators have made
• Are ancillary programs inconsistent with a
legacy carrier brand – or not?
your Loyal Customers? from scratch-cards and
• North American travelers and their sensitivities US Airways has recently reformed frequent-flyer phone cards
to hidden/additional costs: Which products and benefits to offset rising fuel costs. Is this a wise
add-ons will flight passengers willingly pay for? financial decision?
• Can US airlines copy the European LCC model
that often includes travel insurance by default,
• Can ancillary revenue play a role in increased
book now to avoid
forcing an opt-out policy on customers? Would
this work? And is it legal?
Book Before July 18 For Early-Bird Discounts
Travel Distribution Summit N. America 2008 Register before
July 18 to
1-2 October, Caesars Palace, Las Vegas
MAKE THE ESSENTIAL CONTACTS YOU NEED conference pass
MAXIMIZE ANCILLARY REvENUE SALES
Ample opportunities to network with fellow attendees
and meet potential partners…
Travel Distribution is based PRE-REGISTRATION PARTY – 30th
on partnerships and at this September – Once arriving at Caesars
“An informative event
event distribution deals Palace, come and meet your fellow
both in subject matter and industry
are initiated, refreshed delegates in the Hotel bar. Collect
knowledge. Good opportunities to
and most importantly network with people who can really your badge and avoid the morning
sealed. Our delegates help with ancillary opportunities” rush. It’s an ideal place to meet old
are some of the most friends and start your networking
Tony Walker, getz.com
senior decision-makers in before heading out into Las Vegas.
the travel industry and with
800+ people expected at our 2008 COCKTAIL EVENING – 1st October – We know that you want to
Summit the networking possibilities are endless. We know meet your fellow delegates and speakers in a social environment at the
how important your time is, which is why we have specifically end of an information-packed first day - which is why our networking
designed this event to allow you to meet your fellow delegates receptions are always such a great success! Being held in the exhibition
and start talking. These include: hall, this informal environment is the perfect opportunity for you to see the
products on offer, meet your fellow delegates and discuss the issues that
ONLINE CONTACT CENTER – Organize meetings in have been raised.
advance and touch base with those crucial contacts through
our online networking center. This online system will be up COFFEE AND LUNCH
BREAKS – The backbone “The Ancillary Revenue in
and running before the event Travel Europe conference provided an
so you can make initial contact of your networking; you’ll be
able to cement relationships excellent opportunity to learn about
and after the event to catch-up innovative ways to drive additional yield
with the people you missed. By and discuss future business
in a high commodity marketplace”
limiting the number of emails opportunities during two lunch
breaks and four coffee breaks. Lowell Miller, Sr. Director IT
we’ll ensure that you only hear Strategy & e-Business Solutions,
from potential partners and We promise you’ll have ample
avoid spam. time to network with your fellow
attendees across the two days
EXPERT SPEAKERS INCLUDE
Brian Robb, SVP Corporate Dr. Natasa Christodoulidou, Cormac Wheelan, CEO, Kim Nugent, Corporate Director Stowe Shoemaker, Associate Charlie Sultan, MD Sales,
Development, The Mark Travel Ph.D, Assistant Professor of Datalex of Revenue Management, Dean of Research, University of Planning & Analysis,
Corporation Marketing, California State Dave Jones, Director, Web Benchmark Hospitality Houston American Airlines
University, Dominguez Hills
Frank Petito, SVP Corporate Business, WestJet Rob Bunker, Director, Revenue Susan Cary, Director of Revenue Dr. Bill Brunger, Internal
Development, Orbitz Worldwide Elizabeth Churchill, VP Sales David Gross, SVP Global Airline Management Consulting Management, AlaskaAir Consultant, Continental
Gregg Schulze, VP Air, The & Marketing, Aqua Hotels & Distribution, Sabre Airlines
& Analysis, Harrah’s Mark Mahaney, Director of
Americas, Expedia Gregg Chapman, Senior Entertainment Internet Research, Citigroup Neil Salerno, CHME, CHA,
Barry Biffle, SVP & CMO, Spirit Consultant & Author, Hotel
Noreen Henry, VP Hotels & Manager Revenue & Profit Jim Young, VP Sales, Investment Group
Airlines Marketing Coach
Packaging, Travelocity Management, Walt Disney Parks Distribution & Marketing,
Glen Harvell, VP & General Melissa Skluzacek, Director of
Tammy Peter, VP Global & Resorts Frontier Airlines Keith Melnick, EVP Corporate
Manager, Travelocity On Revenue Management,
Distribution Strategy, Wyndham Gregory Saks, Director, Development, Kayak
Location John Lambe, CTO, OpenJaw Midwest Airlines
Hotel Group Compete Technologies & Vice-Chairman Charlie Coniglio, VP
Greg Webb, Chief Marketing Owen Wild, Director of
William Koo, Chief Marketing Jake Fuller, Managing Director, of the OpenTravel Board of eCommerce & Global
Officer, Sabre Travel Network & Marketing, North America, Distribution, Dollar Thrifty
Strategist, Castle Hotels & Sabre Airline Solutions Thomas Weisel Partners Directors Amadeus North America Automotive Group
Resorts Jay Hubbs, Director of Revenue
Amy Scarth, Head of Research, John McEwan, Director of Patrick Murphy, Chairman,
Ben Druce, Director of Revenue Management, Expedia Partner “Caribbean Jim” Hobbs,
EyeforTravel Revenue Strategy, Vail Resorts Aviation Group, Performance
& Pricing, WestJet Services Group President/Founder,
Chinmai Sharma, VP Revenue Robert Buckman, Director of Consultants International CheapCaribbean.com
Dr. Peter Belobaba, Principal Management, Wyndham Hotels Jim Rozell, Senior Director Airline Distribution Strategies, (former Executive Chairman
Research Scientist, MIT Revenue Optimization, Carlson Kristen Celko, VP Marketing,
& Resorts Amadeus North America of RyanAir)
International Center for Air Hotels Group STA Travel
Chris Amenechi, Senior Director Rod Cuthbert, CEO, Viator Rick Zeni, VP Revenue
Transportation Julie Szudarek, VP of Revenue Nathan Clapton, Senior
International eCommerce Management, JetBlue Airways
Brett Cochran, Director of & Distribution Planning, Management, The Americas, Rom Hendler, VP Strategic Director, Brand Distribution,
Business Development, JetBlue Continental Airlines Orbitz Worldwide Marketing, The Venetian Resort Ted Souder, Midwest Director TripAdvisor
Airways Kate Varini, Senior Lecturer, Hotel Casino of Sales, Google Bob Barnes, CEO, Zonder
Chris Anderson, Assistant
Diane Clarkson, Travel Analyst, Professor, Cornell University, Oxford Brookes University & Steve Pinchuk, Corporate VP Warren Lieberman, President, Sandy Gantt, Managing Director
Jupiter Research School of Hotel Administration Founder, betterrevenue.com Revenue Management, SAS Veritec Solutions E-Commerce, United Airlines
Book now at: www.eyefortravel.com/tdsusa