Asia Pacific’s largest & most trusted meeting place for travel pricing, marketing and distribution experts http://events.eyefortravel.com/tdsasia/conference/#?t=slideshare

1. Don’t miss o
Travel Distribution 800+ Dele
ut on...
gates over two
Summit Asia ‘08
days
65+ Industry gu
rus speaking
20 Sessions ac
ross three conf
11 Hours of netw erences
18-19 March 2008, Suntec Convention Centre, Singapore orking
3 Distinct confer
ences under on
e roof
asia pacific’s largest &
most trusted meeting place
for travel pricing, marketing
and distribution experts saVe
$200 US
aTTend 3 greaT conferences for 1 Low price now
Look at the many ways that you will hear from world class
speakers including:
benefit when attending this event:
Azran Osman-Rani
Distribution forecasting & asian market CEO, Air Asia X
place challenges – Hear expert evaluation of the
opportunities and threats for the future of Asian online travel
Berthold Trenkel
distribution and sales COO Asia Pacific
Carlson Wagonlit Travel
enhanceD Distribution reach & accuracy –
Discover the new distribution technologies that compliment
Jos Weesjes
distribution strategies and capture a greater market share VP Distribution Marketing
Asia Pacific, IHG
seamlessly integrating sales & marketing
campaigns into Distribution strategies – Hannes Bos, Director, Revenue
Learn the most profitable and cost effective marketing channels Management Standards Global
Sales & Marketing,
and sales tools Millenium Copthorne Hotels
reinforcing revenue management as a Cyril Ranque
profit multiplier in your organisation – VP of Asia Pacific Partner Services
Improve sales & marketing integration, enhance forecasting strategy Expedia
for greater accuracy, optimise your human capital and much more.
Sagar Rathod
simplifieD Distribution technology – Head of Distribution
Get to grips with the current trends in the often complex technology Air Deccan
environment, and de-mystify procurement and distribution decisions
Oliver Bonke
GolD VP Sales & Marketing
SponSor: Sponsors: Stawood Hotels & Resorts
Brett Henry
VP Agency Marketing
Abacus
Raphael Saw
Head of Commercial
Jetstar Asia/Valuair
ConCise PResentations • infoRmatiVe Content • enLigHtening Debate

2. Meet the people that you want to do business with
greaT neTworking
Dear Colleague,
opporTuniTies
Happy New Year!
networking
After enjoying the festivities of the Christmas and New Year
Try and think of a CEO whose career hasn’t been built
period, it’s time again that we all start to shift our focus back
on good networking. We doubt there are many, and we
to the growth and success of our travel businesses.
know what an important part of business you consider
Any successful Asian industry player who has carved out a it to be. Attend the Summit and you will get over 11
hours of dedicated networking time with over 800
position in the online travel market will credit part of their
senior travel executives. So what are the networking
success to not relying on past achievements, and instead
opportunities available in 2008?
pushing forward armed with the best knowledge, tools,
infrastructure and resources available. We all know the Asian speed networking
travel industry is fully immersed in a boom period, and that
the eyes of the greater industry are firmly fixed on every We are introducing speed
emerging regional opportunity. To ensure we protect the networking, a quick and
efficient method of making
positions that we currently occupy and the advantages
new contacts and meeting
associated with these, there is a constant need for all
people that you might
stakeholders to remain current and innovative. otherwise miss.
To achieve this EyeforTravel have created an all
encompassing regional summit that deals with the most
prevalent industry issues, discussed by a collection of
online networking Centre
recognised business leaders, entrepreneurs and innovators. Our popular online networking center will go live 3
weeks before the event for you to arrange meetings at
The body of discussion contains the recurring industry the conference and get the best out of your schedule.
challenges that featured most regularly during the research It will stay active for 2 weeks afterwards.
period for the three main agendas, and we hope you will
agree that our offering is very comprehensive. In brief the Coffee & Lunch
featured summit themes include travel distribution and The backbone of your networking, you will be able
forecasting, revenue management and pricing, sales and to cement relationships and discuss future business
marketing and travel distribution technology. opportunities during 2 lunch breaks and 6 coffee
breaks
EyeforTravel’s business is to provide you with one complete
annual forum that allows you to benchmark your online get together drinks (pre-conference)
business activities against both your competitors and allies Very popular last year
alike, with the added bonus of networking with colleagues - it’s a great chance to
and friends old and new. meet old friends and
pick up your badge and
Steer your business toward future success and smash your delegate pack and even
profit projections, at the Travel Distribution Summit Asia 2008. question the following
day’s speakers.
Yours Sincerely,
summit Cocktail Party
Reward yourself at the end of a busy and informative
day with a lively drink surrounded by your peers and
perhaps future colleagues. Discuss the day’s hot
topics or debate the big industry issues.
informal Pool-side barbecue
Join the Pan Pacific team at a relaxed barbecue buffet
Nick Gay Reece Gladstone near the PanPacific pool with delicious food and cold
Regional Director APAC & ME Regional Director APAC & ME drinks…
EyeforTravel Ltd. EyeforTravel Ltd.
“A good opportunity for
P.S Don’t forget to register before 15th February to
those of us in niche & peripheral
save up to US$200 on the full conference fee!
markets to interact with the
mainstream industry players”
Ric Shreves, Managing Director,
elite Havens
call now to register +44 (0)207 375 7551

3. travel Distribution executive conference
The Asian online travel space is continuing to experience position also, particularly with the Asian travel consumer’s
massive growth and encouraging results for all online tendency to browse online and then book and pay offline.
players. New entrants are emerging with more and more The classic belief was that Asia would follow in the
regularity, which has given rise to greater need for a well footsteps of the more advanced regions, Europe
constructed and executed distribution strategy. and North America. So far however this has proven
The nature of the region from a political, economical incorrect, and APAC distribution remains a very different
and cultural stand point is by far the most diverse and proposition. But with industry consolidations becoming
fragmented of all regions selling travel online. But the more frequent, what major changes are lurking beyond
potential that it offers is seemingly limitless. the horizon?
Travel suppliers are continuing to feel the pinch of the rise Suffice to say that the dynamic and complicated Asian
in distribution costs, and the reluctant partnership with distribution climate is packed with exciting opportunities.
GDSs remains at the forefront of debate. GDSs continue to The travel distribution executive conference explores the
be the most powerful source of distribution, diversifying Asian distribution climate, and the industry at large. Let
their products and adding value to their our panel of experts guide you through their personal
customer proposition. The notion that views of what it will mean to distribute travel across Asia
eat es their relevance would soon diminish now throughout 2008 and beyond. Hear discussion from 30
3 gr enc seems laughable. OTA’s and traditional industry gurus and gain the knowledge to ensure your
r
confe rice, in travel agencies are maintaining their
p
future distribution strategy is built for success.
!
for 1ocation
1l
Revenue management and Pricing conference
Revenue Management is an increasingly valuable skill Last year’s inaugural RM conference in Bangkok was a
that sits right at the core of making money from selling great success and heralded as a ‘must attend’ event by
travel. As a revenue manager, every decision that you all those who attended. Why? Because the speakers are
make affects your company’s profitability. Get it right and industry leaders and innovators who give well-rounded
you become the most cost effective profit multiplier in perspectives on real strategies that are being tried and
the company. Get it wrong and you could seriously impact tested throughout the Asia Pacific region. The conference
the bottom line. educates through practical case studies, scientific theory
Today’s revenue managers are not just concerned and real life examples that leave you buzzing with ideas
with the optimum pricing for their products – they are to take back to the office.
evolving into corporate leaders who directly influence This year we will be covering the topics demanded by you
the company’s entire distribution, marketing and sales during our research. For instance, best rate guarantee - this
strategy to ensure costs are minimised and profits are is still proving to be a serious challenge across the APAC
maximised. As a revenue manager, you are vital to your region, hear practical solutions to overcoming this issue.
company’s profitability and your company should invest Other topics include the issue of retaining your human
in keeping your finger on the pulse! This is the event to capital, forecasting in the booming travel market, plus the
ensure that happens. This unique industry forum provides fundamentals of pricing and assessing price sensitivity.
you with the essential tools, knowledge and contacts you Hot topic indeed!
need to steer your company in the right direction.
travel Distribution technology conference
Technology is your company’s greatest opportunity, maximising sales and profits across multiple distribution
but it also represents your biggest challenge. Over the channels. Ensure you’re not left behind – be there to
next five years experts predict £50 billion will be lost by discuss these key issues: Social Networks and Web
companies who select the wrong technology solutions 2.0, Maintaining profitable distribution relationships
– don’t let your company contribute to this statistic. & optimal inventory integration, integrating CRM
To maximise sales you need an objective analysis of technologies to improve your distribution strategy,
the technologies on offer - delivered from the leading Spotlight on Mobile Technology and Online Payment
innovators of the industry. & Credit Card Penetration. The dynamic channels you
You could spend weeks trawling through the wealth of sell through are constantly fluctuating to maximise
information out there or leave yourself at the mercy of profits and this presents a real threat. Being expensive
vendors at technology exhibitions. Alternatively, seize or difficult to deal with will see your most profitable
this chance to join an elite group of experts and come channels and competitive edge lost. The sobering fact is:
away with a firm grasp of the facts which will make your your company could be overlooked as a potential partner
profits soar. For two days, the summit will bring together due to not having the technology onboard to make you
the top tech savvy travel suppliers and intermediaries to ‘attractive’. Integrating the right technology will see
discuss the latest tech topics and actually do business. your distribution costs plummet and your profits soar
- opening up new distribution channels and maximising
You will go away ready to use technology to integrate
profits from existing ones.
with your distribution partners cheaply and effectively -

4. travel Distribution
executive conference 5
Succ th
eSS
Yea fulr
DaY 1:
Registration: 7.30am - 9.00am Distribution Fragmentation – learning to
8.00 - 9.00 Morning networking Coffee distribute across distinctive Asian markets
• Online distribution – Is it the strategic and competitive
The Future of Asian Travel Distribution golden chalice for Asia, or is this a presumptuous view
– Perspectives of 4 industry experts based on mature, less fragmented regions?
Asia presents so many unique challenges and opportunities • What other factors must be taken into consideration
for online travel, more than any other region globally. It’s all when distributing across Asia, and how can you
too easy to become obsessed with the present, and not effectively incorporate these into your distribution
look further forward towards the future. With new players, strategy – Language? Currency? Technology?
consolidations, emerging markets and environmental Buyer behaviour?
concerns, the whole region is rapidly evolving. Even so, • Hear the pitfalls of regarding all Asian markets as one
GDSs grew by 11% in 2007 and remain the most efficient region, instead of a collection of very distinct markets
source of all aggregated travel data… but for how linked geographically?
much longer? • Applying regional distribution models, and then adjusting
Let our 4 experts guide you through their own personal these locally – what are the extra costs will you incur?
views of what distribution across Asia will be like beyond • Does the fragmentation of the Asian market mean that
2010. What will be the new emerging markets? How GDSs will continue to be a regional powerhouse?
will greater internet penetration alter the landscape? • Can regulatory issues present a barrier to product
Will mobile distribution ever take hold? Where are the distribution? Is there an effective solution for
inbound opportunities arising? Are social networks the tackling these?
new distribution platforms of the future? Will travel agents
raphael Saw, Head of Commercial, Jetstar Asia/Valuair
survive? Is 100% online direct just a dream…
Simon nowroz, Managing Director Asia, Travelport
Cyril ranque, Vice President of Asia Pacific
Partner Services Group, Expedia ernst Hemmer, Regional Director Asia Pacific,
Octopustravel.com
Berthold trenkel, COO Asia Pacific,
Carlson Wagonlit Travel Dan wacksman, Managing Director, Outrigger Enterprises
Azran osman-rani, CEO, Air Asia X networking Coffee
Brett Henry, VP Agency Marketing, Abacus
Distribution Sales and Marketing –
networking Coffee Grow your market share
• Can the ‘only available through internet’ sales model that
The rise and rise of distribution costs European and U.S LCCs use, work across the fragmented
• Is controlling the rising costs of distribution completely out Asian landscape?
of the supplier’s hands? How can you manage these as • The Asian consumer prefers personal interaction to online
your number of chosen channels continues to grow? portals. What could a cultural mindset change mean to
• Disintermediation – will OTAs slowly be cut out of the your product sales and bottom line?
distribution circle due to rising costs? • Marketing and selling within new markets – what new
• Contracting margins – keep your margins as lucrative as challenges will emerging markets like Vietnam and
possible without hindering your products distribution. Cambodia hold?
• Without lower cost propositions will GDSs continue to stay • Online vs offline marketing – strike the right balance and
relevant to airlines, at a time when they are beginning to watch your sales grow.
shift their focus towards hotels? • As travel agents continue to evolve, ensure you are
getting the most from your chosen agencies and 3rd
• Will the emergence of new suppliers into the region lower
party sites.
the cost of distribution? If not then when and by what
means will the industry experience a reprieve from the • What factors make marketing to the diverse Asian
squeeze of distribution costs? markets as a single region a naïve proposition?
• No GDS fees – Air Deccan remain India’s 3rd largest local • How can you ensure your brand maintains its integrity
carrier, without using a GDS. Is this model feasible enough across all your distribution channels?
for others to follow? • Enhance your potential to sell direct online by optimising
your content and product mix to suit your chosen market.
• To what extent will direct connect lower your distribution
costs? What proportion of the savings do you actually nick gundry, Manager Marketing Services -
receive? Asia Pacific, IHG
• Understanding the Yield versus cost trade offs in a multi oliver Bonke, VP - Sales & Marketing,
channel distribution strategy Starwood Hotels and Resorts
Adrian Currie, Chairman, Agoda
Sagar rathod, Head of Distribution, Air Deccan
Lesley Hagan, Head of International Distribution, Oasis
Hans Belle, VP Marketing APAC, Sabre
Hong Kong Airlines
networking LunCH 6.30pM SuMMit CoCktAiL pArty
register now by calling James on +44 207 375 7551

5. bring your whole team for a group discount!
Call +44 207 3757551 noW!
DaY 2:
8.00 - 9.00 Morning networking Coffee
Vietnam & Cambodia online travel
The Asian Travel Distribution Climate
Euromonitor International examines emerging case
– Sunny or Cloudy? markets, Vietnam and Cambodia, and identifies study
• How can we really expect consumers to book online, the biggest opportunities for distribution sales
when even mature Asian markets like Hong Kong and and marketing players, including Cambodia’s continued
Singapore are still predominantly browse online book success as a cultural destination, and Vietnam’s thriving
offline? e-commerce industry.
• How do you facilitate change in consumer buying Vietnam’s online travel retail sales increased close
behaviour toward online purchasing, in a culturally to 90% in 2007 - its online hotel sales recorded 50%
sympathetic way? growth during the same period. What is driving the
growth? What challenges should we prepare for?
• Where is local internet penetration flourishing, and what Cambodia’s low cost carrier industry is also set to
new opportunities will internet savvy consumers offer to drive the momentum of Siem Reap, but what other
suppliers? opportunities and challenges are there in offering
• How do you capture the generation of internet savvy travel products to this market?
consumers (typically 35 years and under), while not Both markets are set to witness double-digit year-on-
travel Distribution executive conference
shunning any of your traditional customers? year growth in both inbound and outbound travel
• Relationships and familiarity remain very important to over the next five years. Vietnam set to be one of
Asian travel consumers. Can online booking portals ever the world’s top ten tourist destinations by 2016, and
satisfy these needs? outbound travel is also forecast to develop
significantly. Learn how to maximise your potential in
• Payment security is an ongoing concern. What can be
these two lucrative markets.
done to combat the distrust of online payment portals?
parita Chitakasem, Account Manager, Travel & Tourism
• The next ‘Big Thing’ – who, where and when? (APAC & Australasia), Euromonitor International
Scott ohman, Manager eBusiness Commercial,
Cathay pacific
Strictly Suppliers – A supplier’s perspective
peter Smith, VP eCommerce,
Amadeus on Asian travel distribution
Jos weesjes, VP Distribution Marketing • Supply direct channels are very high yield, but how do
Asia Pacific, IHG marketing costs used to achieve direct sales compare with
GDS fees?
networking Coffee
• What response can we expect from suppliers to ongoing
Industry Consolidations – Evaluate the industry consolidations, with the greater leveraging power
they provide the GDSs?
opportunities and threats to your business • With call centre labour so cheap, what motivation is there to
• What have been the consolidations of note for 2007 and apply the infrastructure that supports online bookings?
why have these occurred? Is this a sign of the future for • Can luxury and 5 star businesses expect sales increases
the Asian travel marketplace? through the emergence of online distribution channels?
• Are consolidations going to be a factor that fuels • Where is your product being distributed, by whom and at
the rising costs of distribution, particular through 3rd what price? Confronting the difficulties of rate parity.
party sites?
• What new markets are being created by LCCs, and what
• How will consolidating directly/indirectly impact travel new opportunities do they present?
suppliers, and what does it mean to small and medium • LCCs continue to open new routes across Asia, so what
sized enterprises? new online traffic trends are developing as a result?
• What gives rise to consolidations? Is this something that Sandeep Bahl, General Manager China, Northwest Airlines
should be feared or embraced?
Doug Hunt, Executive Director Asia, Europcar Asia Pacific
• Can we expect to see more budget airlines consolidate
with legacy carriers, and if so who will benefit from this? 4.00pM enD of ConferenCe
Hotels?
• Looking towards the future, what large scale
the travel Web awards
consolidations are sitting on the horizon, and what A collaborative web awards ceremony between
likely implications will these have? Travelmole and EyeforTravel. Nominees for the
Mathias friess, General Manager Sales and Distribution, awards will be announced as we draw closer to the
Virgin Blue event, but if you think your site has got what it takes
to claim a prize in one of the following categories
Jenny tan, VP Regional Procurement Asia, then let the EyeforTravel team know. Good Luck!
Citigroup
1. Best Tour Operator site 5. Best Tourist Board site
glen fogel, Head of International Development, Priceline 2. Best Web-based agency 6. Best Travel Management site
3. Best Airline site 7. Best Responsible Tourism site
networking LunCH
4. Best Hotel/Resort site 8. Best Technology site
Join the best travel distribution conference in the asia pacific region!

6. Revenue management fol
from lowing on
and Pricing conference Man revenu
a
aSIa GeMent
2007
e
Bang
kok in
DaY 1:
Registration: 7.30am - 9.00am SESSION 3 - REVENUE MANAGEMENT ROOM
8.00 - 9.00 Morning networking Coffee
Integrating Sales & Marketing with your
SESSION 1 SUMMIT KEYNOTE – MAIN AUDITORIUM Revenue Management
• Is conflict between your Sales and Revenue
The Future of Asian Travel Distribution Management departments the natural balance of these
– Perspectives of 4 industry experts different roles and how great is the resulting negative
impact on profits?
Asia presents so many unique challenges and opportunities
for online travel, more than any other region globally. It’s all • Can you establish complimentary inventory allocations
too easy to become obsessed with the present, and not and sales targets based on the same objectives, criteria
look further forward towards the future. and revenue maximizing mindset?
With new players, consolidations, emerging markets and • How can you persuade your sales force to move away
environmental concerns, the whole region is rapidly from different negotiated price points in favor of best
evolving. Even so, GDSs grew by 11% in 2007 and remain rate guarantees?
the most efficient source of all aggregated travel data… • How can a multi-class fare system help set sales targets
but for how much longer? and minimize the discord between sales and revenue
Revenue management & Pricing conference
Let our 4 experts guide you through their own personal management?
views of what distribution across Asia will be like beyond • Get tips on convincing your senior management to see
2010. What will be the new emerging markets? How revenue management as part of the bigger picture,
will greater internet penetration alter the landscape? and stop your sales department from overwhelming the
Will mobile distribution ever take hold? Where are the overall interests of your company
inbound opportunities arising? Are social networks the ricky Ang, Vice President - Sales & Marketing,
new distribution platforms of the future? Will travel agents Hotel Equatorial
survive? Is 100% online direct just a dream… Socorro Cotelo, Group Revenue and Standardization
Cyril ranque, Vice President of Asia Pacific Partner Manager, Waterfront Hotels
Services Group, Expedia ratan ratnaker, General Manager - Revenue Optimization,
Berthold trenkel, COO Asia Pacific, Carlson Wagonlit Travel Kingfisher Airlines
Azran osman-rani, CEO, Air Asia X noel Merainer, Regional Director of Revenue
Brett Henry, VP Agency Marketing, Abacus Management, Shangri-La Hotels and Resorts
raj Sivakumar, GM Revenue & Yield Management,
networking Coffee Jet Airways
networking Coffee
SESSION 2 - REVENUE MANAGEMENT ROOM
SESSION 4 - REVENUE MANAGEMENT ROOM
Best Rate Guarantee & Multi Channel
Consistency Forecasting through the economic boom
• Best Rate Guarantee has become a serious Revenue • What forecasting problems are thrown up by both the
Management issue in the region, with suppliers constantly massive increase in hotel room numbers and airplane
having to deal with 3rd party sites underselling their own seats available each month as the APAC travel industry
direct prices. What do the main protagonists have to say experiences extraordinary growth?
about the damage being caused to brands and the • What are the best methods for forecasting in this
impact on customer price confidence? environment and how far out can accurate forecasting
• What is the future for Best Rate Guarantee as online be pushed?
booking levels increase and new OTAs emerge on • Understand the difference between constrained and
a monthly basis? How much longer will Expedia & unconstrained forecasting. How can unconstrained
Travelocity continue to play the game whilst other 3rd demand forecasting help you optimize revenue?
party sites continue with ‘unscrupulous’ behaviour?
• How can suppliers use forecasting to help them set limits
• Will charging different rates on different online channels on low-value customer segments and increase REVPAR?
devalue your product? Or is it the best way to ensure you
• Airline passengers are tending to book closer to the date
are charging the right price to your customers?
of departure. How can you integrate changes in customer
• How do you select the best channels from the wide behavior and booking patterns into your forecasting?
range of online/offline channels available?
• What technology can help you forecast? Should you use
• How do you persuade your guests to book through direct, you own system?
less costly channels?
Hannes Bos, Director, Revenue Management Standards
Maunik thacker, Director of Hotel Revenue, Global Sales & Marketing, Millenium Copthorne
Venetian Macau Shannon knapp, Group Revenue Manager,
John nielsen, Global Corporate Director, Kiwi Collection Mirvac Hotels & Resorts
kapil Aggarwal, Director of Pricing & Distribution Asia Daniel finch, Director of Revenue,
Pacific, Hyatt International Constellation Hotel Group
networking LunCH 6.30pM SuMMit CoCktAiL pArty
Join leading revenue Managers sharing cutting-edge strategies!

7. increase revenue management expertise, awareness and
integration to optimise profits across your organisation
DaY 2:
8.00 – 9.00 Morning networking Coffee networking LunCH
SESSION 1 SUMMIT KEYNOTE – MAIN AUDITORIUM SESSION 3 - REVENUE MANAGEMENT ROOM
The Asian Travel Distribution Climate Optimising your ‘Human Capital’
– Sunny or Cloudy? • Fact: Good Revenue Managers are scarce and becoming
• How can we really expect consumers to book online, when increasingly so as the Asia Pacific travel industry
even mature Asian markets like Hong Kong and Singapore experiences rapid growth. The quest to identify future
are still predominantly browse online book offline? RM talent is taking up more a more time for all Revenue
Managers. So what are the best practices for doing this?
• How do you facilitate change in consumer buying
behaviour toward online purchasing, in a culturally • What do you want from a Revenue Manager? The
sympathetic way? caricature of a back room number-cruncher is old hat.
Revenue Managers need to be good communicators as
• Where is local internet penetration flourishing, and what well as excellent analysts, with good board-room presence.
new opportunities will internet savvy consumers offer to
suppliers? • How can you identify the right people and should you look
internally or externally?
• How do you capture the generation of internet savvy
• What are the best ways to train Revenue Managers whilst
Revenue management & Pricing conference
consumers (typically 35 years and under), while not
shunning any of your traditional customers? maximizing their output and how do you ensure that you
don’t lose good potential to other departments in your
• Relationships and familiarity remain very important to Asian organisation?
travel consumers. Can online booking portals ever satisfy
these needs? • Retention is better than recruiting! How should you identify
the correct remuneration policy and benchmark your RM
• Payment security is an ongoing concern. What can be payroll against the competition? What other retention
done to combat the distrust of online payment portals? techniques work?
• The next ‘Big Thing’ – who, where and when? Stefan wolf, Director of Revenue Management,
Scott ohman, Manager e-Business Commercial, Shangri-La Hotels and Resorts
Cathay Pacific
Celeste Loh, Regional Revenue Manager,
peter Smith, VP eCommerce, Amadeus Southern Asia & Korea, IHG
Jos weesjes, VP Distribution Marketing Asia Pacific, IHG
Maunik thacker, Director of Hotel Revenue,
networking Coffee Venetian Macau (panel only)
4pM enD of ConferenCe
SESSION 2 - REVENUE MANAGEMENT ROOM
Pricing Strategy, Price Sensitivity & How to
Successfully Leverage your Brand following on from
• Pricing, often the least understood but most fundamental
RM discipline, needs constant evaluation to ensure that the
Revenue management
right pricing strategy is adopted to achieve the Shangri-la
of pricing: right price, right product, right customer, right
asia Pacific 2007...
time. What strategy should travel suppliers be adopting in
After the success of the Revenue Management Asia in
2008?
Bangkok, which received excellent plaudits from the 100+
• Understanding the ‘price sensitivity’ of your customers is attendees, we decided to add even more value to the
recognized to be crucial to optimizing revenue. What is the event. By attending the summit, you can also attend the
best strategy to adopt in order to measure price sensitivity? Distribution Keynotes and network with a wider spectrum
• What steps have airlines taken to identify customers who of travel industry professionals over the two days. At the
are willing to pay more? How can technologies (such as same time the Revenue Management focus is maintained
seat selection) assist in this? Are you getting the best out of and the extremely high level of speakers will create an
your product and therefore maximising your profit? even better RM forum than last year!
• What exactly is the brand/price relationship and how much
weight should Revenue Managers allow it to have when
considering their pricing strategy?
• How can Revenue Managers successfully leverage their
brand?
puneet Mahindroo, Director of Revenue Management,
Taj Hotels Resorts & Palaces
Ananya narayan, Managing Director - Asia Pacific,
Preferred Hotel Group
william Chua, Director of Revenue Strategy,
Meritus Hotels & Resorts
Bob garner, Director Revenue Management & Pricing APAC,
JDA Software
register now by calling James on +44 207 375 7551

8. travel Distribution
technology conference neW
foR
200
8
DaY 1:
8.00 - 9.00 Morning networking Coffee SESSION 3 - DISTRIBUTION TECHNOLOGY ROOM
SESSION 1 SUMMIT KEYNOTE – MAIN AUDITORIUM Maintaining profitable distribution
The Future of Asian Travel Distribution relationships & optimal inventory integration
– Perspectives of 4 industry experts Suppliers and distributors both want the same thing from a
business relationship - a win-win scenario with incremental
Asia presents so many unique challenges and opportunities
revenue growth. Hear perspectives from each side of the
for online travel, more than any other region globally. It’s all
fence on how this can be achieved.
too easy to become obsessed with the present, and not
look further forward towards the future. Suppliers perspective:
• Essential technologies give you seamless and cost effective
With new players, consolidations, emerging markets and
integration, while expanding your distribution network
environmental concerns, the whole region is rapidly
evolving. Even so, GDSs grew by 11% in 2007 and remain • Discover how to take control of price and inventory in today’s
the most efficient source of all aggregated travel data… fluid and dynamic multi-channel distribution landscape
but for how much longer? • What is the best way to connect to third party distribution
Let our 4 experts guide you through their own personal systems to maximise profit from your inventory?
views of what distribution across Asia will be like beyond frank trampert, VP Distribution Services & IT,
travel Distribution technology conference
2010. What will be the new emerging markets? How will Carlson Hotels Asia Pacific
greater internet penetration alter the landscape? Will mobile Shalabh kayastha, Corporate Director Distribution Marketing,
distribution ever take hold? Where are the Raffles International
inbound opportunities arising? Are social networks the rahul pandit, VP Operations & People,
new distribution platforms of the future? Will travel agents The Lemon Tree Hotel Company
survive? Is 100% online direct just a dream… OTA’s perspective:
Cyril ranque, Vice President of Asia Pacific Partner • Make your company an attractive prospect for new supplier
Services Group, Expedia partnerships whilst maximising profits from existing ones.
Berthold trenkel, Coo Asia pacific, Carlson Wagonlit Travel • Seamless integration offers you and your suppliers the
Azran osman-rani, Ceo, Air Asia X efficiency to really take control of inventory – evaluate the
Brett Henry, VP Agency Marketing, Abacus systems available to achieve this
• Maximise your margins – explore the channels that will be
networking Coffee
most profitable and learn how to improve the less cost
SESSION 2 - DISTRIBUTION TECHNOLOGY ROOM effective ones
pongsak Hoontrakul, Owner and CEO, morethailand.com
Social Networks & Web 2.0 – The changing roshan Mendis, Director Supplier Relations & Partnerships, Zuji
face of modern travel distribution Mukesh Saxena, General Manager, eToursOnline
Word of mouth has long been the most powerful marketing networking Coffee
tool. Now it’s being utilised – coupled with the emergence
of Social Networks – as a potentially lucrative distribution SESSION 4 - DISTRIBUTION TECHNOLOGY ROOM
channel. Learn where the combination of these largely
uncontrollable mediums is leading the industry. Integrating CRM technologies to improve
• User generated content is still the buzz, but are Asian your distribution strategy
consumers embracing it and in what ways does it influence • Creating a preferred channel: How to improve your website
their behaviour? functionality and appeal to a broad range of global
customers
• Can the impacts – both positive and negative – of
consumer reviews and content actually be quantified? • Understand the advantages of providing locally and
personally relevant content, in your customers preferred
• Social networks – are these quickly becoming the new language
distribution channels of the future? What will this mean for
• Personalisation and customisation do not work for all travel
OTA’s?
companies. Discover which companies are best suited
• Waiting time is over - Hear why you should consider social to personalised approaches, and are these right for your
networks as part of your distribution strategy. business?
• How penetrative are social networks as a distribution tool? • What are the key performance indicators for CRM distribution?
Will we slowly see the same rate parity and local distribution What technology and analytic tools are available for you to
issues develop in this channel? measure the success of your CRM strategy?
Joe nguyen, Global eCommerce Director, • Find out about new technologies that can make
Millennium & Copthorne personalised selling more effective and easier to implement.
James Sundram, Sales and Marketing Director Asia, What are the major pitfalls?
Lonely Planet Chloe Lim, Managing Director, HotelClub.com.au
ric Shreves, Managing Director, The Elite Havens Group James gaskell, General Manager Online, Stella Travel Group
Dan o’Sullivan, Director of Sales EMEA, translations.com Jackie Douglas, GM Distribution & Pricing,
(panel only) Voyages Hotels & Resorts
networking LunCH 6.30pM SuMMit CoCktAiL pArty
cost cutting distribution & marketing technologies - Book TodaY!

9. get maximum control in the most profitable
distribution channels - sell more for less
DaY 2:
8.00 - 9.00 Morning networking Coffee
Web analytics case
SESSION 1 SUMMIT KEYNOTE – MAIN AUDITORIUM
study
The Asian Travel Distribution Climate Indo.com helped the Indonesian Department of
– Sunny or Cloudy? Culture & Tourism establish the presence of www.
indonesia.travel on the internet, with the goal of making it
• How can we really expect consumers to book online, one of the sources of information for would-be travelers to
when even mature Asian markets like Hong Kong and Indonesia. This was achieved by conducting search engine
Singapore are still predominantly browse online book optimization exercises, using a limited budget.
offline?
Learn how web analytics can be used to monitor the
• How do you facilitate change in consumer buying
impact of these exercises, as well as to help determine the
behaviour toward online purchasing, in a culturally
type of information to be offered in multiple languages.
sympathetic way?
• Where is local internet penetration flourishing, and what The online campaign has been an overwhelming success,
new opportunities will internet savvy consumers offer to increasing the number of visitors five times over, and
suppliers? positioning it on the first page of search engines using
certain keyword searches.
• How do you capture the generation of internet savvy
travel Distribution technology conference
consumers (typically 35 years and under), while not eka ginting, CEO, Indo.com
shunning any of your traditional customers?
• Relationships and familiarity remain very important to
Asian travel consumers. Can online booking portals ever SESSION 3 - DISTRIBUTION TECHNOLOGY ROOM
satisfy these needs?
• Payment security is an ongoing concern. What can be Online Payment & Credit Card Penetration
done to combat the distrust of online payment portals? • High credit card penetration levels are the key to unlocking
• The next ‘Big Thing’ – who, where and when? online payment profits. Hear brand new research into CC
penetration in India, usage and predictions for the future from
Scott ohman, Manager eBusiness Commercial,
EyeforTravel’s acclaimed research arm.
Cathay Pacific
• Payment gateways are expensive, but are they the logical
peter Smith, VP eCommerce, Amadeus
and safe step for online payment, given the lack of consumer
Jos weesjes, VP Distribution Marketing Asia Pacific, IHG confidence in online payment across many parts of Asia Pacific?
networking Coffee • For online payment to really flourish, the banks need to adopt a
more flexible approach. Hear what their plans and predictions
SESSION 2 - DISTRIBUTION TECHNOLOGY ROOM are for the future and how these might affect you.
• Call centres are still vital tools in processing credit card payment.
Spotlight on Mobile Technology Assess the shift from call centre payment to internet portal and
• Prolific mobile phone use in Asia demands your attention how to weight your investment in these two areas.
as a travel supplier (data, stats etc.). Judge whether a Amy Scarth, Head of Research, EyeforTravel
truly effective mobile distribution system exists that can
william Bao Bean, Partner, Softbank China & India Holdings
make your product available anywhere at any time
Stuart McDonald, SVP Regional Business Development APAC
• Hear from companies getting effective penetration
ME & Africa, Mastercard Worldwide
through these platforms.
• What mobile service technologies are working and where
should you be investing?
Online credit card case
• What are the challenges that such new distribution
platforms face and what are the incentives for consumer study
uptake? China and India have long been the last
frontier of credit card penetration in Asia
• Search Engines – always a good barometer when
Pacific. Hear how some multinationals address
assessing the ‘mobile revolution’ for travel. What does their
the challenges in these markets and make the most of
mobile roadmap for the future look like?
electronic distribution potential
• Mobile marketing campaigns can be extremely effective, • What specific challenges have they faced in the roll out of
particularly SMS. Perhaps you should just ‘keep it simple’ a credit card solution?
for maximum ROI?
• What solutions do multinationals prefer and why?
Vivek gawri, AVP-Mobile, MakemyTrip
• What value are they getting back, in particular through
rurie yamada, Assistant Vice President, the enhanced data flowing from their credit card
JAL Hotels (Japan) program, in countries notoriously challenging for data
availability and data integrity
networking LunCH
nicolas pierret, Director Global Accounts - Asia Pacific,
Carlson Wagonlit Travel
4.00pM enD of ConferenCe
register now by calling James on +44 207 375 7551

10. who will you meet at the Travel Distribution Summit?
The aTTendees: The speakers:
On this page you can see a partial list of speakers taking • Cyril Ranque, Vice President of • Daniel Finch, Director of Revenue,
part in this event. Impressive though they are, it’s not only Asia Pacific Partner Services Group, Constellation Hotel Group
Expedia • Puneet Mahindroo, Director
these innovators that you should be planning to meet.
Attendees are all industry heavyweights in their own right. • Berthold Trenkel, COO Asia Pacific, of Revenue Management,
At no other event will you find such a high concentration of Carlson Wagonlit Travel Taj Hotels Resorts & Palaces
travel industry know-how and distribution spending power. • Azran Osman-Rani, CEO, • Ananya Narayan, Managing Director
Air Asia X - Asia Pacific, Preferred Hotel Group
Below is a brief analysis of last year’s 500 event attendees to • Sagar Rathod, Head of Distribution, • William Chua, Director of Revenue
help you assess the relevance and quality of our audience. Air Deccan Strategy, Meritus Hotels & Resorts
For a full detailed breakdown, please visit the event website • Raphael Saw, Head of Commercial, • Stefan Wolf, Director of
at: www.eyefortravel.com/tdsasia Jetstar Asia/Valuair Revenue Management,
• Ernst Hemmer, Regional Director Asia Shangri-La Hotels and Resorts
Pacific, Octopustravel.com • Celeste Loh, Regional Revenue
Job title
• Simon Nowroz, Managing Director Manager, Southern Asia & Korea, IHG
CEO, Owner,Asia, Travelport
for MD Manager • Joe Nguyen, Global eCommerce
• Dan Wacksman, Managing Director Director, Millennium & Copthorne
VP SVP Director Outrigger Enterprises
, , of Resorts, Journalist, Analyst, Education
• Jackie Douglas, GM Distribution &
• Nick Gundry, Manager Marketing Pricing, Voyages Hotels & Resorts
Services - Asia Pacific, IHG • Glen Fogel, Head of International
• Oliver Bonke, VP - Sales & Marketing, Development, Priceline
Starwood Hotels & Resorts • James Sundram, Sales & Marketing
• Scott Ohman, Manager eBusiness Director Asia, Lonely Planet
CEO, Owner, MD Manager Commercial, Cathay Pacific • Frank Trampert, VP Distribution
• Peter Smith, VP eCommerce, Services & IT, Carlson Hotels
VP SVP Director
, , Journalist, Analyst, Education Amadeus Asia Pacific
• Jos Weesjes, VP Distribution • Shalabh Kayastha, Corporate Director
Marketing Asia Pacific, IHG Distribution Marketing, Raffles
area of Responsibility • Mathias Friess, General Manager Sales International
and Distribution, Virgin Blue
Solution, Marketing, IT Travel • Pongsak Hoontrakul, Owner and CEO,
Suppliers
• Maunik Thacker, Director of Hotel morethailand.com
Associations, Consultants, Press Intermediaries
Revenue, Venetian Macau • Chloe Lim, Managing Director,
GDS • John Nielsen, Global Corporate HotelClub.com.au
Director, Kiwi Collection • James Gaskell, General Manager
• Kapil Aggarwal, Director of Pricing Online, Stella Travel Group
& Distribution Asia Pacific, • Vivek Gawri, AVP Mobile, MakemyTrip
Hyatt International
• Rurie Yamada, Assistant Vice
• Ricky Ang, Vice President - Sales & President, JAL Hotels (Japan)
Solution, Marketing, IT Travel Suppliers Marketing, Hotel Equatorial
• Nicolas Pierret, Director Global
Associations, Consultants, Press Intermediaries • Maria Socorro Cotelo, Group Revenue Accounts Asia Pacific, Carlson
and Standardisation Manager, Wagonlit Travel
GDS Waterfront Hotels
• Amy Scarth, Head of Research,
• Ratan Ratnaker, General Manager EyeforTravel
- Revenue Optimization,
• William Bao Bean, Partner,
Country of origin Kingfisher Airlines
Softbank China & India Holdings
• Noel Merainer, Regional Director of
Singapore Revenue Americas • Ric Shreves, Managing Director,
Japan
Management,
Shangri-La Hotels and Resorts The Elite Havens Group
Thailand EU & Middle East Macao
• Jenny Tan, VP Regional Procurement
• Raj Sivakumar, GM Revenue & Yield
Asia, Citigroup
AUZ & Airways
Vietnam Management, JetNZL Malaysia
• Hannes Bos, Director, Revenue • Brett Henry, VP Agency Marketing,
India Hong Kong
Management Standards Global Sales Abacus
& Marketing, Millenium Copthorne • Hans Belle, VP Marketing APAC, Sabre
Other Indonesia
• Roshan Mendis, Director Supplier • Adrian Currie, Chairman, Agoda
Relations & Partnerships, Zuji • Doug Hunt, Executive Director Asia,
Singapore Americas Japan
• Sandeep Bahl, General Manager China, Europcar Asia Pacific
Thailand EU & Middle East Macao Northwest Airlines • Rahul Pandit, VP Operations & People,
• Shannon Knapp, Group Revenue The Lemon Tree Hotel Company
Vietnam AUZ & NZL Malaysia Manager, Mirvac Hotels & Resorts • Lesley Hagan, Head of International
• Parita Chitakasem, Account Distribution, Oasis Hong Kong
India Hong Kong Airlines
Manager, Travel & Tourism
(APAC & Australasia), • Mukesh Saxena, General Manager,
Other Indonesia
Euromonitor International eToursOnline
register now by calling James on +44 207 375 7551

11. th
BOO K by Feb 15
Travel Distribution and save up to
Summit Asia ‘08
18-19 March 2008, Suntec Convention Centre, Singapore
US$200
regisTer using This forM or onLine aT: www.eYeforTraVeL.coM/Tdsasia
1. Your choice of registration package Date and Venue:
Julia Savage
Please tick the package price box you require below: 18 - 19 March 2008, Event Manager
EyeforTravel Ltd.
Suntec International Convention
Airline eArly BirD stAnDArD
only prices and Exhibition Centre, Singapore
prices
price (RegiSTeR by 15Th Feb 2008)
Hotel Discounts
GOLD PASS:
• 2 Day Summit Pass* US$1495 US$2095 US$2295 We have arranged special discounted
• Asian Online Travel Report room rates at the Pan Pacific Hotel
• CD Rom of the conference proceedings Singapore which is connected directly to
the conference venue. Reservation and
SILVER PASS: price details will be sent to you when you
• 2 Day Summit Pass*
US$695 US$1295 US$1495 register.
• CD Rom of the conference proceedings
Media Partners
BRONZE PASS:
• 2 Day Pass*
US$395 US$995 US$1195
• *All Summit Passes include full
access to the conference and
exhibition, as well as access to the
presentation slides post show)
2. delegate details 3. payment
Please photocopy this form for muliple registrations Customer Priority Code: Choose one of the following payment options:
I enclose a cheque/draft for: US$ __________________
(payable to First Conferences Ltd)
Mr / Mrs / Ms / Dr: First name:
Please invoice my company: US$ __________________
Last name: Purchase Order No.:___________________________
Please charge my credit card: US$ _________________
Company: Position/Title:
Amex Visa Mastercard
Telephone: Fax:
Credit card number:
Email: Expiry date: Secuirity number:
Name on card:
Address:
Signature:
Postcode: Country: NB: Full paymeNt must Be received BeFore the eveNt
Cancellation Policy
5 easy ways To register Places are transferable without any charge. If you cancel your registration
after 1st of February 2008 you will incur an administrative charge of
25%. Cancellations after the February 29th 2008 will be charged the
@ EMAIL: reece@eyefortravel.com full conference fee. Please note – you must notify EyeforTravel in writing
of a cancellation, or you will be charged the full cancellation fee. The
2 FAX: +44 (0)208 375 7576 organisers reserve the right to make changes to the programme without
notice. All prices displayed are exclusive of vat (value added tax) unless
( CALL: +44 (0)208 375 7158 otherwise stated but, vat will be charged, where applicable, at the
prevailing rate on the invoice date and the relevant details will appear
8 ONLINE: www.eyefortravel.com/tdsasia on the invoice. Please see terms & conditions on https://secure.firstconf.
com/travel/tdsasia/register-logix.asp for more information.
* MAIL: Registrations, EyeforTravel, 7-9 Fashion St, London E1 6PX, UK Designed by The No Nonsense Group - www.tnng.co.uk
Book now - paY Less!! saVe us$200!!