Real case studies and expert insight from across the travel industry on how to integrate and drive ancillary revenues. http://events.eyefortravel.com/ancillary-revenue/?t=slideshare
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succe ssfully integrate non-core Products & add 18% to your bottom line open now to learn how you can boost revenues by up to 18%! real case studies and expert insight from across the travel industry on how to integrate and drive ancillary revenues Hear top tips and case studies from these leading travel companies! Alyson Playford, Head of Global Travel Partnerships, British Airways 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 Nicola Simionato, Head of e-Commerce, Gulf Air Pia Viljaniemi, eBusiness Development Manager, Finnair Sigurdur Skagfjord Sigurdsson, Manager Ancillary Revenue, Icelandair Henriette Thilert, Head of Ancillary Revenue, Aer Lingus Organised by Co-located with EyeforTravel’s Annual one conference pass gives access to the entire summit. network with over 1500 travel professionals! Sponsors: • 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 A must attend event for all travel companies to realize their revenue potential Register before 27th Feb to SAVE £200 19 - 20 May, business Design centre, London ancillary Revenue & Partnerships in travel Europe ‘09 Nick Monaghan, Director of Distribution, Booking.com
Transcript
successfully integrate non-core Products &
add 18% to your bottom line
open now to learn how you can boost revenues by up to 18%!
real case studies and expert insight from across the travel industry on how to integrate and drive ancillary revenues
Hear top tips and case studies from these leading travel companies!
Alyson Playford, Head of Global Travel Partnerships,
British Airways
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
Nicola Simionato, Head of e-Commerce, Gulf Air
Pia Viljaniemi, eBusiness Development Manager, Finnair
Sigurdur Skagfjord Sigurdsson, Manager Ancillary
Revenue, Icelandair
Henriette Thilert, Head of Ancillary Revenue,
Aer Lingus
Organised by
Co-located with EyeforTravel’s Annual one conference pass gives access to the entire summit.
network with over 1500 travel professionals!
Sponsors:
• 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
A must attend event for all travel companies to realize their revenue potential
Register before 27th Feb to
SAVE £200 19 - 20 May, business Design centre, London
ancillary Revenue & Partnershipsin travel Europe ‘09
Nick Monaghan, Director of Distribution, Booking.com
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!
Raise revenues by registering now on +44 (0)207 375 7597
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.
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 BusinessFocusing 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.
understand the impact of new regulationsThe 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.
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?
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!
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!
there is a vast untapped opportunity in the market for all travel companies to
boost ancillary revenues
Gareth Gaston, MD, octopus travel
an excellent opportunity to learn about innovative ways to drive additional
yield in a high commodity marketplace
Lowell Miller, Frontier airlines
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
Jason, Rivolta, Mobile trails
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
nice mix of presentations and breaks. insightful, relevant and current topics. Plenty of opportunity for
networking. a well organised event!
Sharon Lee, avis Europe
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
call +44 (0)207 375 7597 to secure you place today
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
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?
• Analyseyourwebtraffic–wheredoyourcustomersleaveyour site? How can you keep them?
• Makeyourwebsitesticky–useancillaryproductsandservices in innovative ways to keep customers on your site
• Whereshouldyourproductbeinsertedintothebookingpath? How many products are too many? Should they be packaged?
• Fortheairlineortravelsupplier,isthereariskoflosingthe customer in the booking path if too many ancillary products and services are offered on partner sites before purchase?
• Fromthepointofviewoftheancillarypartner,whatwouldbe 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?
• Understandtheimportanceofanumbertocall,arevieworanFAQpagetoprovidecustomersupportalong the way
Sotiris Damianos, Sales & Marketing Director, Hotelopia Nicola Simionato, Head of e-Commerce, Gulf AirPia 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 opportunityIt’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?
• Shouldyoukeepallthemarketingforyourancillaryproducts within your website or should you push external marketing? Can you rely on the cross-sell?
• Understandhowtoactivelysellyourancillaryproductsto the customer throughout the booking path and travelexperience–whichtouchpointsofferthehighestconversions?SMS,callcentres,check-indesks,onboardsales etc.?
• Ifyouchoosetopromoteyourpartner’sproductswhathappens if you end up competing in Google with your partner’s own direct site?
• Whatnewtechnologyisonthehorizontogiveyoutheopportunity to sell more?
• Whataretheadvantagesofimplementingtheappropriateincentive mechanisms for internal staff to sell throughout the customer experience?
Vic Darvey, VP Distribution EMEA, lastminute.comBobby Healy, CTO, CarTrawlerSharon Lee, Head of Product Development, Avis Europe
create successful partnerships - understand how to build strong, mutually beneficial partnerships• Whatdoairlinesandothertravelproviders
specifically look for in a partner?
• Heartoptipstoidentifytherightpartnerwhooffers the most relevant products/services for your brand and consumer base
• Howdoyoumanageconflictbetweenpartners on your site?
• Considerwheretheriskofimplementationlies–ironoutwho“owns”thecustomerrelationship and how to deal with any problemsthatmayarise.Forexample,whereshould you direct customer queries about partner products and services?
Isabelle Taylor, Affiliate & Partnership Manager, The Trainline
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• Understandhowyoucanuseancillary
products and services to inspire your customer, enhance their travel experience, increase web and brand stickiness (and in turn result in higher revenues).
• Atwhatpointdoessellingancillaryproductsand services become damaging to your brand and the customer experience?
• Sinceancillaryproductsarefragmented,itis more challenging to own and control the customer experience. How can this problem be overcome?
• Findtherightbalancebetweenahighrevenueproduct vs. a relevant product to your customer
Lesley Lindberg, VP Marketing, Hertz Europe
KeyNote PreseNtatioN aNd debate
More than just ancillary revenue. analyse how travel sites are evolving towards becoming key retail playersThe 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 top20mostvisitedUKwebsitespresentsa vast opportunity for travel suppliers to sell more.
• Debatehowtravelcompaniescanleveragethe huge volume of traffic coming through their sites
• Cantheyrealisticallyevolvetobecomemajor retail players? What are the opportunities and limitations involved?
• Istheindustryleveragingthefullpotentialof ancillary revenue to add real value to the bottom line?
• Inlightoftherecenteconomicturbulence,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 rewardsAncillaryrevenueisnotonlyaboutfocusingon 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.
Keyconsiderationsinclude;Doyougofor:-
A.Ahighvolumesitepackedfullofalltheproducts/services a consumer could possibly be looking for
or
B.Asitewithcarefullyselectedintegratedproducts and services highly targeted to your consumer?
• Willoffering‘everything’dilutethetravelprovider’s brand equity, and ultimately the ability to deliver?
• Shouldyoucentraliseallancillaryactivitiesunder one senior manager? How can you work with various divisions to deliver on clearKPI’sandrevenuetargets?
Gareth Gaston, MD, Octopus Travel
Cameron Jones, Director of Business Development EMEA, Expedia
Day 2: wednesday 20th May
Register now at www.eyefortravel.com/arev to save £200
PreseNtatioNs aNd PaNel
customer segmentation and personalization of the offerCreating 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.
• Howdoyoumaketheproductsandservicessold 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?
• Howcanyouensurethatthemostrelevantancillary product or service is offered to your consumer at the best time? What are the real advantages in doing so?
• Howfarshouldyousegmentandpersonalizeyour offering? Can you assume certain demographic groups want the same products? Does the opportunity exist to up-sell based on previous behaviour?
• Whattechnologyisavailabletoenhancethepersonalisation process? How can distribution and technological barriers to offering a fully personalised product to the consumer be overcome?
• WhenwilltheSuperPNRneedstobecomeareality? What would be its likely impact?
Jessica Butcher, Head of Partnerships, isango!
PreseNtatioN aNd PaNel
new threats to the high conversion model The opt-out model is proven to boost conversions byasmuchas40%.NewEUregulationbanstravel 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?
Case study
customer loyalty programmes – where’s the revenue?In turbulent times, the importance of loyalty becomes ever more apparent.
• Whataretheadvantagesandpitfallsofdeveloping a customer loyalty programme?
• Whataretheopportunitiestomakeincrementalrevenue from them?
• AirCanadareducesyourfareifyouoptnottocollectAirMiles–whatotherstrategiesareairlines and other travel suppliers using?
Brian Garvan, Director of Sales, Choice Hotels InternationalMore speakers to be announced
PreseNtatioN aNd PaNel
technology – Get the right technology for seamless integration and direct connectivity• XML,dynamicpackaging,in-housesystemsvs.
outsourced systems, white labels, gold labels etc.Navigatethroughthetechnologyminefieldto find the right technology for your business
• Whatnewtechnologyexiststoprovideseamless integration and connectivity with your partners? Is dynamic packaging the Holy Grail?
• Howcancomplicationscausedbyintegrationwith traditional legacy systems be overcome?
• Howcanyoucreatesynergiesbetweenvariousplatforms to package products fast - and seamlessly - to your end users?
• CanXMLdirectthecustomertothemostrelevant product from the portfolio of products available from the ancillary partner? It may be cheap and easy to maintain but is there a more effectivewaytodirectconnectthanXML?
• Whataretheadvantagesofdevelopingtechnology systems for your business in-house?
• Canyoubuildatoolkittoallowpartnerstomerchandise, integrate, service and sell all products in a consumer-centric way?
Managing the opportunities and challenges of unbundling Manyairlinesarenowdependentonrevenuesgenerated from unbundling their products and services and giving the customer the opportunity to tailor the product to their needs.
• Whatarethelimitationsinvolvedinunbundling?How much is too far? What valuable lessons can the whole travel industry learn from the airline experience?
• HowaretheGDSsevolvingtosupportadvances in unbundling/bundling products?
• WhenwilltheGDSshavethecapabilitiestosell 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
iNteraCtive worKshoP
‘revenue managing’ ancillary revenue channels to maximize revenues• Areyoufailingtomaximizerevenuesfrom
your ancillary channels through a lack of an integrated revenue management strategy?
• Howcanyouaccountforandtrackancillaryrevenues?
• Ensurepricecompetitiveness–understandhow poorly priced ancillary products can raise doubts in consumer’s minds on overall competitiveness and brand integrity
• Shouldthepriceofyourcoreproductbealtereddepending on the consumers’ propensity to purchase ancillary products and services?
• Findouthowtodetermineacustomer’swillingness to pay for certain products
• Howmuchtimeandresourcesdoesittaketoimplement a new system to effectively manage your ancillary revenue channels?
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
Product BoxPayment 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.
Register before 27th Feb to
SAVE £200
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HotEL Discount:We have negotiated a preferential room rates at the Hilton Islington hotel and the Jury’s Inn hotel. 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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Includes: Full access to the 2 day event. (Cancellations are accepted up until Friday 8th May and a full refund will be given prior to this date.) A full audio CD of the event proceedings complete with the presentation slides. EyeforTravel’s European Online Travel Report worth £795!
cancELLations:All conference places, except the non-refundable Bronze pass, are fully transferable without any charge. Cancellations received before 5pm (GMT) time on Friday 8th May 2009 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 8th May 2009, 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.
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3 EasY stEPs to rEGistEr
19 - 20 May, business Design centre, London
ancillary Revenue & Partnershipsin travel Europe ‘09
Sign up as a Gold delegate
and receive a copy of
EyeforTravel’s latest
European Online Travel
report packed full of key
stats for Q1 of 2009
19 - 20 May, Business Design Centre, London
Register before 27th Feb to
SAVE £200
Expert speakers give industry leading insight on how to increase your ancillary revenue
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.
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!
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!
5 reasons to attend...
Meet the partners who will make you realise your true profit potential
Analyze the risks and limitations of unbundling and selling add-ons before you damage your brand
Money for nothing - see how carefully introducing ancillary products can raise margins!
Target customers with relevant products and significantly increase customer spend
Learn how to up-sell and cross-sell to every customer
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Register before 27th February and save £200!
2 days of innovative ideas, case-studies and networking
