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PRE-CONFERENCE WORKSHOP - Tuesday 28th September 2010 PRE-CONFERENCE WORKSHOP - Tuesday 28th September 2010
Strategies for Revenue Growth and Cost ReductionSynopsis: This workshop will focus on strategies and methods to improve revenue. Integration of commercial activities enables airlines and airports to improve the revenue base. By working together and understanding each others priorities airlines, airports and service providers can maximise the revenues and margins of the chain.
Who is the workshop for: Commercial, strategic, route development, financial and business development executives from Airlines, Airports, Marketing Companies, Solution Providers, Ground Handling Companies
Agenda: Each session includes a 20- 30 minute presentation, followed by facilitated discussion where airlines, airports, systems suppliers will be invited to contribute their observations and experiences. TroyAvi team members will prepare and deliver presentations and lead facilitation. Workshop results will be aggregated and distributed to the audience. Session 1 - Route Planning The objective of this session is to evaluate strategies, tactics, use of tools, and the management aspects that enable airlines to maximise revenue. It will also examine the importance of airports cooperating with airlines for example to create S- curve gains for airlines and also for airports.
Benefits for airlines:
- Learn key strategies, tactics, use of tools, organisation, processes and measures that result in revenue maximization
- Learn and develop new methods used in route planning
Benefits for airports
Learn how to support the growth of lead or leading carriers
Develop new strategies in how to attract new airlines
Benefits for solution providers and vendors
- Learn how best to share data and technologies with airlines
- Develop expertise and knowledge about your customers –
- Learn how to lead educate your customers to better use your tools
- Learn how to improve revenues for your customers
Session 2 - Integrated Commercial Planning and Control (ICPC) Objective of this session is to examine the advantages of integrated revenue planning. Development of budget driven by network and business plan. Need for increased granularity and dynamic management of revenue Integrated revenue planning and management team involving scheduling. Marketing, pricing, revenue management, sales, advertising. Organisation, performance measures and tools that supports ICPC team. The tools and macro’s that facilitates revenue planning.
Benefits for airlines
- Learn how to integrate commercial activities through establishment of Integrated Commercial Planning and Control Teams.
- Develop a forward thinking revenue plan that will maximise revenue.
- Learn how to have proactive marketing that leverages web, agencies and the business community, ancillary revenues, FFP for off-flight emarketing
Benefits for airports
- Learn how to take advantage of the methods used by airlines to improve revenues, joint marketing programs with airlines.
- Learn how to effectively work with the business community to support lead carriers.
Benefits for solution providers
- Discuss the implications of tools that integrate revenue planning and management of airlines.
- Understand expectations of airlines and airports from the use of tools. What are the expectations on solution providers to improve tools that help airlines and airports to maximise revenues?
Session 3 - Measuring Performance
Objective is the use of performance management in driving revenue growth and cost reduction. Introduction of balanced scorecard optimising revenue throughout the airline. Use of performance management for empowerment of the commercial team to increase revenues.
Benefits for airlines
- Review methods and examples of performance management used in Network, Pricing, Revenue Management, Sales, Marketing and Advertising.
- Understand the importance of collective measures shared by the commercial department. Develop an understanding of the importance for measures to be tool based.
Benefits for airports
- Review performance measurement practiced in airlines.
- Understand the implications and opportunities for airports.
Benefits for solution providers
- Uncover opportunities for including dynamic performance measurement enabling airlines and airports to measure and learn from the effectiveness of their operations and quality of decisions.
Session 4 - Optimising CostsObjective of this session is to understand how the commercial plan is properly coordinated with operations and hence the margins are maximised. You will learn about the development of production planning and management team, integrated operations control, cooperation between airports, airlines and ground handling companies to optimise airport and ground handling costs, as well as cooperation between airlines and distribution companies to reduce distribution costs.
Benefits for airlines
- Learn how to analyse the schedule view of methods that improve productivity and reduce costs. Optimise production planning including schedule, revenue, crew, airport, and maintenance teams.
- Understand the role of IOCC in reducing cost and ensuring consistent service delivery.
- Learn how to cooperate with airports and ground handling companies to reduce cost.
Benefits for airports
- Review and understand key strategies in integrated operations planning,
- Learn about opportunities for cooperating with airlines and ground handling companies to reduce costs.
Benefits for systems suppliers
- Review the airline, airport and ground handling requirements for reducing operational costs
Benefits for ground handling companies
- To work together with airlines to better integrate with operational control, hub management activities of airlines
Benefits for distribution companies
- Learn how to work with airlines to develop products and services that broaden the portfolio and enable airlines to reduce their distribution costs
- Learn how to benefit from the growth of alternative channels.
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