Access all the audio and slides from the Travel Distribution Summit Europe 2010.

This includes all the conference sessions except the Keynote Debate and the Social Media sessions. The sessions are all listed below:

MOBILE SESSIONS:
Virgin Atlantic offers an extensive range of services via mobile and has been marked as an industry leader in this area. How have they successfully sought to meet customer wants and expectations? How is Virgin going to use mobile to service its clients. How will they maintain ancillary revenues when their customers book via their mobile device. Is their app built to drive sales or to improve loyalty?

Fergus Boyd, Manager eBusiness Strategy, Virgin Atalntic Airways Ltd

Vision on mobile travel - case studies from today and the potential of tomorrow
Learn from the mobile experiences of BCD Travel, Cheaptickets, ATP
What is the mobile roadmap for OT's and TM's
Understand the business case, the features, the steps, the relevance and the context for your mobile strategy
How do you maintain and grow mobile ancillary revenue possibilities
Jeroen van Velzen, CEO, Sound of Data

How to build the perfect travel app
What travel apps work today?
How will they develop?
How do you establish your App Business model? How do you ensure the app is right for customers?

The creators of Wikitude and Lonely Planet Compass Guides develop apps that make you go wow. Clever slick stuff with augmented reality. Let's see if their customer like them and if the industry can see the potential to market and sell the travel product.
Nicola Radacher, Technical Project Manager White Label; Software, Development Android, Mobilizy

Yelp currently has over 10 million reviews and had more than 30 million visitors to the site in the last 30. The local reviews cover everything from hotels to hairdressers. The Yelp app has headed the travel app category and is available across all platforms.

Miriam Warren, Head of European Community Management, Yelp

OffExploring started to build their iphone app this year. What have been the lessons learnt and the sign up for this niche market…a market presumably more mobile friendly than most?
Andrew Ace, Director, OffExploring

With OpenTable for iPhone, diners can now make free resturant reservations at over 11,000 OpenTable enabled restaurants in the UK, US and Canada. With 2 million diners seated through the mobile app, representing over $100 million in restaurant revenue, mobile is rapidly gaining share in the online restaruant reservation space.

David Pritchard, SVP, OpenTable

Competing with the national rail enquiries app, thetrainline are offering a free app that uses GPS content, twitter feeds, clever taxi phone numbers and a great next available train and platform feature. The app delivers a lot of information that will prove invaluable to the train user. By June you will be able to hear how well its being used and if the key m-commerce feature has proved successful.

Tom Britton Project manager for thetrainline.com App, thetrainline

What has IHG learnt from their various experiments into mobile? With the number of mobile web bookings exploding for IHG, how are they positioning for growth within the mobile channel? How do you accommodate the complex landscape when you have multiple brands and almost 4,000 hotels and in nearly 100 countries? Where has IHG experimented and how has that factored into their roadmap?

Bill Keen, Director of Product Management for Distribution Marketing, Intercontinental Hotels Group
Predict the mobile time line,“ invest in the right goals at the right time
With Google and Apple battling to dominate mobile web browsing, it seems that after years of wrong predictions, the analysts might now get it right. mobile will have as big an influence on travel sales as the web did. You need to start experimenting. Investing in to anything new and unknown sees wasted money as we chase the wrong opportunities and go with the wrong suppliers. Mobile is in the Netscape years. Lots of small developers working over lots of platforms. The next stage will be standards and an agreement of what actually works.Tim Gunstone, Managing Director, EyeforTravel
Kevin May, Editor, Tnooz
David Rowan, Editor, Wired

REVENUE AND CHANNEL MANAGEMENT SESSIONS

Getting the balance right:“ formulating a distribution strategy to maximise reach, revenue and retention
Indirect vs direct: how to calculate the true cost of sale from your various distribution channels.
Is a direct online sale always preferable? Even when you take into account the costs of getting that customer to your website (SEO, SEM etc.)?
The bill board effect: how can you measure the marketing impact of listing your travel product on third party websites?
How can you ensure that your distribution partners drive incremental business and don't simply poach your customers?
What strategies can help you optimise revenue and channel management through intermediaries?
Exploiting alternative channels - partnering with non-travel, high traffic websites to increase reach and maximise sales
What are the secrets of limiting revenue leakage and maintaining price integrity?
Remy Merckx, Director Global Accounts, Expedia James van Thiel, Head of Accommodation, Google Gareth Gaston, MD, OctopusTravel Rob Bassett, eBay, head of integrated partnership Neil Corr, Group Revenue and Distribution Manager, Whitbread Hotels and Resorts

Next Generation Revenue and Distribution Technologies: what does the future look like and how should you prepare?

In this session, three experts in hospitality technology (an academic, a hotelier and a tech provider) will share their insight into the future of distribution, revenue and customer management systems in the hotel business. A revolution is imminent and already some innovative companies are playing for a first mover advantage. Find out what you need to do now to avoid being left behind.
The origins of hospitality technology. Understand the reason we have distinct systems for distribution, CRS, PMS and CRM,“ and why this is all about to change.
What can the hotel industry learn from other travel related industries in terms of technology infrastructure?
What will next generation solutions in hospitality look like and what is currently being done to develop such solutions?
Understand how and why on premise systems are fast disappearing for progressive hotel groups and hotel companies
What impact will this have on lengths of contract, implementation costs and legacy infrastructure?
How can technology companies take advantage of latest tools and systems that internet giants such as Google and Amazon have developed?
What will be the likely impact of this technological revolution on the hotel industry and your business in the next 5 years?
Uli Pillau, MD EMEA, IDeaS
Michael Levie, CEO, CitizenM
Ian Millar, Professor, Ecole Hoteliere de Lausanne

Total revenue management in practice - Linking top line RM/pricing strategies to bottom-line profits

The era has ended when revenue management stands alone as a tactical approach to inventory management. With the right technological and management support, forward thinking travel companies are integrating revenue management into all aspects of their businesses, from marketing, to sales to operations. Smart companies are using revenue management to consider total revenue contributions, including ancillary revenues, to maximize spend per customer and focus on the most lucrative ones!

Understand how revenue management is evolving into a holistic discipline encompassing pricing, distribution, marketing and CRM

Customers remember value rather than price. How can revenue managers use their influence to promote value whilst maintaining price points?
To what extent should the strategic revenue manager be concerned with costs? Assess the growing role revenue managers play in cost reduction and profit optimisation?
How can travel companies successfully integrate the pricing and sale of ancillary products and services into their revenue management strategy?
Louis Du Plessis, VP Revenue Management, Virgin Atlantic
Stefan Wolf, Group Director Revenue Management, Jumeirah Group
Wilhelm Weber, Director, Lorange Institue of Business Zurich
Shay Raz, Director of Revenue and Development, Leonardo Hotels

Pricing Strategies: dynamic pricing, discounts, promotions and parity

How do you differentiate between a marketing campaign and a price promotion? Is it possible to offer "crazy" prices without damaging your brand and rate integrity?
How do you discount successfully? Understand how to package offers and discounts according to the channel and the demand
The pros and cons of dynamic pricing: how do you get the right balance between price integrity and revenue maximisation?
With price transparency at an all time high, how do you maintain control? Will we see a growing trend in "œname your own price" and opaque pricing models?
Competitor pricing analysis and integration - how can you use technology to gain a greater understanding of competitor prices?
Will it pay to put your competition's pricing at the heart of your revenue and channel management strategy?
What can travel companies learn from the pricing strategies used in other industries such as retail and advertising?
Warren Mandelbaum, VP Revenue Management. Whitbread Hotels and Restaurants
Jacques Masson, Revenue Management Director, Louvre Hotels
Duncan Bramwell, MD, Duncan Bramwell and Co.

ONLINE PAYMENT AND FRAUD

Balancing how the online travel customer wants to pay and running a profitable travel business
How relatively large travel product payments should be taken across Europe and beyond
How are mobile payment systems developing?
How different market segments within different markets like to pay online and can this can be linked to the type of travel product.
What payment solutions do you need to service your online customers, wherever they are located?
Awareness with online payments, is there any control?
Feargal Mooney, CEO, Hostelworld

Awareness with online payments lancing

Awareness with online payments, is there any control?
Online payments, is this a black box or is there influence?
Where do you start to create and control an effective payment strategy?
Is it possible to change a cost into a profit centre?
On high level we will share the bricks and the controls.
Patrick van der Knoop, Key Account Manager International Business, Ogone

How should travel management companies take payments.

Can TMC earn money out of credit card sales
Who is paying the merchant fee
How are payment strategies developing in the TMC world
Mario Kriebel, Vice President Credit Card Program, BCD Travel

Case study – Lessons learnt from the Globespan /e-Clear administration

What can the industry learn from the Globespan failure?
What to look for in a payment solutions provider
Should the rules be changed?
Ian Oakley-smith, , PricewaterhouseCoopers administrator for Globespan
Malcolm Cohen, Partner, BDO LLP The administrators for Eclear

How the legislators could react to current payment strategies used by travel companies such as Ryanair. What payment advances should the online travel industry demand from governments?

Will legislators move against high and confusing card payment fees?
How does the airline action on payment impact on the travel trade?
How do you protect yourself legally when taking CC payments from across Europe. – CVC confusion, problems with data and how is the law likely to change
Paul Rodgers, Chairman, Vendorcom

MERCHANDISING AND ANCILARY REVENUE

Ancillary Revenue Essentials formulating the right ancillary strategy for your travel business
How do you go about setting clear objectives for your ancillary revenue strategy?
How do you ensure that this strategy is communicated to, understood by and bought in to by related departments in your organisation?
How do you select appropriate ancillary partners that offer the most relevant products and services to your brand and customer base?
Once in place, how do you measure the impact of your ancillary revenue programme on customer satisfaction, retention and of course, spend?
Measure it to manage it - track, optimise and control your new revenue stream...How often should you evaluate and refine your strategy?
Stuart Barwood, Commercial Director, Brolin Consulting
Arthur de Perthius, Founder, Experts Marketing
Michael Cunningham, Director of Passenger Solutions, Sales Specialists, SITA

Ancillary Revenue 2.0:“ promoting non-core product offerings across multiple customer touchpoints

Pushing ancillary products during the booking path on your website is clearly an effective way to up-sell and cross-sell to your customers. However, to maximise ancillary spend, you should be looking at targeting offers throughout the research, buying and travelling cycle. This session will explore the ways customer touchpoints such as email, newsletters, social media and mobile can be used to increase customer spend both pre-and post sale.

What conversion rates can you expect from different customer touchpoints?

Match the product to the channel,“ which products sell best at which point in the customer life-cycle?
Opportunities in mobile: understand how to up-sell, cross-sell and provide excellent customer service to customers on the move
Iain Webster, Loyalty Specialist, Collinson Latitude
Stephane Charbonneau, Head of e-Business Development, EuropAssistance
Anna Ketting, Senior e-Acquisitions Manager, Air France/KLM
Eric Leopold, Project Manager e-Travel, IATA

Up-selling and cross-selling – understanding their relative effects on revenue generation, customer satisfaction and brand integrity

Whilst ancillary revenue tends to be used as a catch all term for the income from any non-core product, up-selling (seat upgrade, spa treatment etc.) and cross-selling (car hire, insurance etc.) are very different animals. In this session, the relative merits (and pitfalls!) of both will be discussed.
Where should you be focussing the lion'™s share of your resources' on upselling value added products and services or cross-selling your ancillary partner's products?
Up-selling and brand integrity, enhancing the customer experience vs sales overload. How do you get the balance right?
Cross-selling and brand integrity, ensuring strong ancillary partnerships which compliment your brand and keep your customers happy
Don't cannibalise your core product - learn about the best way to introduce new products and services to compliment main sales, not affect them
Mike Wheadon, Partnership Development Manager, TUI B2C

Tailor-made offers: selling the right ancillary products to the right customers, in the right place at the right time

How can a greater understanding of your customers lead to additional revenue generation from each transaction?
Find out how an analysis of ancillary revenue spend can improve customer profiling and segmentation and lead to more targeted marketing
Should you treat loyal customers and price sensitive customers differently in terms of fees and ancillary product offerings?
The case for 'rebundling'. Understand how promoting tailored 'packages' to specific customer groups can help maximise spend on ancillary products
Matching the product to the customer,“ how to ensure your ancillary revenue strategy improves engagement and retention as opposed to alienating your customers
Dan Greaves, Distribution Strategy Manager, Airline Distribution, Amadeus
Ranjith Kutty, Principal Consultant - Travel and Transportation Industry Group, MindTree Ltd
Mike Wheadon, Partnership Development Manager, TUI B2C (panel)

SALES FORCE MANAGEMENT SESSIONS

UK and European Travel Sales Market: How's it looking?
Konstanze Auernheimer, Director of Marketing, STR Global
Carl Michel, Former CEO, Holidaybreak

Sales Systems & Technology to Maximise Your Travel Sales

Norbert Zoet, Vice President B2C, Transavia

Sales Structure Part One: Integrating Departments to Capitalise on Cost, Revenue and Profit

Andreas Westerburg, Corporate Sales Officer, NH Hoteles
Gary Kershaw, Head of Sales UK and IRE, Air New Zealand

Sales Structure Part Two: Sales Priorities

Helen Beck, Regional Director Europe, Middle East, Africa, Royal Caribbean Cruise Lines
Francesca Ecsery, Global Sales Director, Cheapflights
Barbara Jamison, Director of Business Development, Visitlondon

Sales Strategy Part One: Going Global Without Sacrificing Domestic Sales

Nick Grandvoinet, VP Sales EMEA, IHG
Fabrice Quinquenel, VP Sales EMEA, Hertz
Wendie Stone, Director Global Sales-UK, Preferred Hotel Group

Sales Strategy Part Two: Customer Care and Vendor Care

Greg Thorley, Consultant, On behalf of LeadCall
Diederik Koonings, E-Commerce Manager, Europe @Leisure Group

Keynote Presentation: Disney

Nobert Stiekema, SVP Sales, Disney

How to Hire, Motivate & Retain the Best Sales People
Markus Schreyer, Regional Director of Sales - Germany, ArabellaStarwood Hotels and Resorts
Brian Garvan, Head of Sales UK, Choice Hotels Europe

Sales Force Training, Performance & Evaluation: How to Create a Loop of Knowledge from Product to Pricing to Marketing to Sales... and Back Again
Romano Campione, Area Director of Sales & Marketing, EMEA, Melia Hotels & Resorts