IATA Commercial Strategy Symposium

Please click the links below to download the following eDirectories.


Speaker Presentations

 Day 1 –  Tuesday, 7 December 2010  – Plenary Day

Chairman’s Opening Remarks
Anita Mosner
, Partner, Holland & Knight

Keynote Address
Temel Kotil, CEO, Turkish Airlines

The Customer is the Focus of Everything
Robert L. Crandall, Former CEO, American Airlines

Aviation and the Economy, Facts and Figures
Michael Moosberger, Manager at IATA Chief Economist’s Department, IATA

Simplifying the Business: from e-ticketing to a 2020 vision
Eric Leopold
Head of Passengers, IATA

Making Your Industry Data Available
Bryan Wilson
, Project Director, IATA

Would You Do Business with You?
Mark Hubble, SVP Commercial, IATA

The Evolution of the Chinese Domestic Market: An Industry Snapshot
Xianping Wang, Co-Founder, GCWConsulting

The Evolution of the Modern Airline Business Model
Vaughn Cordle, Managing Partner, Airline Forecasts LLC


Day 2 – Wednesday, 8 December 2010 – Revenue Management Track sponsored by PROS


New Revenue Management Techniques, Dynamic Pricing and Distribution Challenges
Dr. Karl Isler, Head of Revenue  Management Strategy and Operations Research, Swiss Airlin               

Importance and Challenges of Revenue Management Performance Measures
Dieter Westermann, Senior Vice President of Revenue Management, Qatar Airways

Ancillary Revenues: Are they here to stay?
Moderator: Sebastian Tourraine, Project Manager – e-services, IATA
Peter Gabrielsson, VP Revenue Management & Pricing, Finnair
Chris Tarry, CEO, Aviation Industry Research and Advisory
Senthil Balan
, Head of Strategy, Air Asia X

Cyril Tetaz, Head of Airline Distribution Marketing, Amadeus

Communication between Revenue Management and Senior Management – Key drivers and clear guidance
Jerry Foran, Senior Manager of Revenue Management, British Airways

Fare Merchandising – After the hype
Ronan Fitzpatrick,
Director of Network Distribution, Aer Lingus

Competitor Intelligence: More than Matching Fares
Esra Buge & Philip Schwarck, Partner & Co-Founder, Infare


Day 2  – Wednesday, 8 December 2010 – E-Marketing & Distribution Track sponsored by Datalex


Creating the Perfect Travel Website Strategy – Inspire, Engage and Convert
Karlis Smiltens, Web Marketing Manager, Air Baltic

Why CRM = Cult Relationship Management?
Shashank Nigam, CEO, Simpliflying

The Customer Experience: Delivering in High Definition
Mark Swenson, Director, Customer Management Practice, Teradata

Thought Leader: The future of online travel distribution, OTAs, Meta Search and Airline Direct
Chris Amenichi, Senior Director Merchandising, Ancillary Revenues, and E-Commerce, Continental Airlines

Selling Levis to airline customers – the Amazon strategy to increase revenues and reduce costs
Ursula Silling
, Founder and CEO, XXLSolutions


                                                               Day 3 – Thursday, 9 December 2010 – Revenue Management Track sponsored by PROS


 How to address Fare Families and Optional Services?
Xavier Van Staen, Director – Airline IT Portfolio Management, Amadeus

The Future of Revenue Management with a Different Perspective: Customer Choice Modeling
Anne Mercier, Senior Scientist –Project Manager, Expretio

The Relationship Between Revenue Management and Sales
Marc Rosenburg, Former VP of Sales and Product Distribution, Air Canada


Day 3 – Thursday, 9 December 2010 – E-Marketing & Distribution Track


The eCustomer Experience: end-to-end – from customer acquisition through revenue recognition and retention
Alessandro Ciancimino, Vice-President Europe, Sales and Account, Sabre Airline Solutions

Achieving excellence in customer interaction through CRM and BI
Sushil Baguant, CIO, Ethiopian Airlines

Delighting the Digital Customer: Or can I pick my own seat?
Sarah Kotlova, VP Strategy and Client Development, Geary Interactive