Educational Program
SUNDAY, 23 OCTOBER
13.00 - 15.00
Members Only Workshop
Participation in a Members Only Workshop is an additional 120 EURO per
workshop. This additional fee not included in your conference registration.
S101: Negotiation Strategies for Cross-Border Transactions
In a business environment of shrinking national and cultural borders,
cultural knowledge and sensitivity are key to successful business. These
essential leadership skills are especially critical when conducting negotiations
in a highly competitive climate. This interactive workshop introduces
an analytical framework for understanding and formulating culturally responsive
negotiation strategies to help close the deal—whether in Minneapolis,
Madrid, or Minsk.
Workshop facilitator Chang Turkmani is an Adjunct Professor of Law at
Georgetown University where she consistently receives superior evaluations
from graduate law students for her Negotiation courses. Professor Turkmani
is also Managing Director at the Mega Company where she serves as financial
advisor and sovereign debt negotiator to various East European governments.
Prior to joining Mega Company, she was an associate at Patton, Boggs &
Blow where she worked primarily with former U.S. Secretary of Commerce
Ron H. Brown in lobbying for Asian trade associations and South American
governments.
S102 : Working
With Americans
In the time-compressed business world, business deals across the globe
are 24/7/365 pursuits, with no room for costly mistakes or wasted time.
Building connections, communities, alliances, or partnerships better,
faster, and for longer is now the name of the game. Doing so with partners,
colleagues, and employees from other countries, especially the U.S.,
is now part of the landscape of business at all levels. Understanding
these differences makes your return on time more profitable. This programme
discusses why Americans think and operate as they do in business, but
also focuses on what tactics you can utilise in your business dealings
in order to accommodate your U.S. colleagues’ thinking patterns and
preferences.
Workshop facilitator Allyson Stewart-Allen is a world-recognised international
marketing and inter-cultural expert advising European and U.S. organisations.
A Californian based in Europe for over 20 years, Allyson applies her
fluency in French and German and several years' consulting experience
to the company she founded, International Marketing Partners, through
her employment with blue-chip consulting firms Price Waterhouse, PA
Consulting Group and Hay Management Consultants. She is coauthor of
Working with Americans(© Prentice Hall), which helps professionals improve
their relationships with and profits from American business partners,
bosses, and colleagues. Allyson is a member of the European faculty
of Duke Corporate Education/LSE, Forum Corporation, Institute of Directors
and Management Centre Europe. She acts as an appointed member of the
Advisory Board of New York-based Business for Diplomatic Action, a lobbying
group working to improve the image of the U.S. internationally.
Educational Sessions
Participation in the Educational Sessions are included in your conference
registration.
MONDAY, 24 OCTOBER
11.45 - 13.00
Educational Sessions: Technology
This track will examine the use of technology and data management tools
that focus on creating enterprise value-overall savings, programme and
policy development, process improvement, and the change management issues
related to the deployment of new technologies.
M101: Expense Control and
Data Delivery—The Next Frontier
The Sarbanes-Oxley legislation has highlighted the importance
of compliance and understanding total T&E; costs to most travel managers.
Manual expense management processes and major change management issues
often encumber achievement of these goals. This session explores the
opportunities and challenges of realising a fully integrated end-to-end
travel expense management solution, including the available tools and
platforms (ERP-based systems or ASP solutions) and project management
considerations—should finance, procurement, or travel management lead
the effort? Or is it another opportunity for outsourcing?
Presenters:
Shane Bruhns, Executive Director, Spendivision
Spencer Hanlon, Managing Director, International Ltd
Marcie Verdin, Vice President, Global Large Market
Segment Head, Commercial Payment Solutions, MasterCard International
M102: From Security to Privacy Invasion: Finding the Right
Balance
The international environment has become increasingly dangerous
for travellers since the terrorist attacks on the World Trade Center.
Has the situation actually worsened or were the risks always there?
This seminar examines the relationship between travellers' security
and data privacy concerns, as well as how attitudes towards risk acceptance
have evolved. A security expert and a civil rights advocate discuss
the legal implications for both corporations and suppliers of travel
in the age of terrorism, as well as weigh in on the latest security
initiatives in the U.S. and Europe.
Moderator:
Michael Dempsey, freelance journalist and media consultant,
Media Pilot Ltd.
Presenters:
Russell Howell, Vice President, EMEA Travel Technologies,
American Express
Gus Hosein, Visiting Fellow, Information Systems, London
School of Economics
Jeroen Terstegge, Corporate Privacy Officer, Legal
Counsel, Philips International BV
Kate Wheadon, Security Consultant, ARUP Security Consulting
M103: Online Servicing
- How Will Touchless Touch You?
Technology has matured in touchless, automated travel processing
to accommodate permutations and volume not envisioned a short time ago.
However, confusion reigns in an environment abundant with a variety
of options and differing degrees of touch. This course focuses on definitions
and process flow options for the traditional model (“full touch”), new
vertical entity model (“touchless”), and hybrid model (“semi touch”).
Gain valuable insights on how to build your online programme and understand
the value of each service option within your corporate context.
Moderator:
Todd Kramer, Account Management Director, Travent Limited
Presenters:
Suzan Kereere, Vice President, General Manager Service
Delivery EMEA, American Express
Jean-Pierre Remy, President, Expedia Corporate Travel
- Europe
Florian Tinnus, Manager Processes & Systems, Travel
Management Europe & RoW, DaimlerChrysler AG
M104: Optimising
Online Usage
Adoption rates for self-booking tools still vary widely across Europe
with room for improvement. As many travel managers can attest, installing
an on-line booking tool is easy—getting high utilisation is not. This
seminar is designed to help you understand what travel purchasers can
do to increase on-line booking tool utilisation and improve ROI. Featuring
results from a white paper on Today’s Self-Service Culture and the Impact
on Travel Purchasing, this seminar focuses on overcoming the cultural
barriers—both geographic and corporate—to increasing adoption rates.
Moderator:
Walter Schmitt-Figgener, Vice President Product Management
EMEA APAC, TQ3 Travel Solutions
Presenters:
Alex Bruce, Director, Facilities Services, Merrill
Lynch
Marcos Isaac, Director of Corporate and Distributor
Channels, Amadeus
Brannon Winn, Director, Account Management & Partnerships,
GetThere EMEA
M105:Going Global
Implementing a global travel management programme is a common goal for
many multinational corporations and promises significant payoffs in
terms of supplier leverage, cost savings, and better MIS capability.
This session will bring into focus the challenges and benefits of establishing
and measuring consistent standards of service and delivery around the
world, in addition to exploring the technology and data management capabilities
that enable and at times flummox these endeavors.
Presenters:
Margaret Hansen, Director, Corporate Travel, A.T. Kearney.
Inc.
John Skinner, Director, Global Business Partnerships,
American Express (UK)
16.15 - 17.30
Educational Sessions: The Marriage of Travel and Procurement
Explore how to effectively leverage corporate purchasing power by combining
best-in-class travel and procurement purchasing practices; focusing
on the creation of solid, long-term partnerships, a rigorous application
of discipline, and the establishment of continuous improvement methodologies.
These create value reflected directly on the bottom line.
M201: Performance Measurement
Successful companies have taken great care setting up their multinational
travel programme. How do these companies know how well it is working?
More important, how do they use this information to their advantage?
This course shares how leading-edge companies measure the performance
of travel programmes involving multiple countries, currencies, policies,
supplier agreements, and spending patterns. This session will explore
ways to define available metrics for service agreements and the appropriate
KPIs to track and improve your programme’s performance and value.
Presenters:
Cyriaque Benoist, Travel Director, Corporate Purchasing
& Sourcing, Alcatel
Jean-Michel Kadaner, President, Key Corporate Solutions
Xavier Loeffel, Group Chief Procurement Officer, Capgemini
Peter Sijbers, Global Commodity Managers, Philips Electronics
M202: Optimising Hotel Spend
Hotel spend typically accounts for 30-40% of a corporation's total
travel spend and yet, traditionally, it has received much less attention
than air. Optimising hotel spend is a challenging task due to the fragmented
nature of the spend and the market itself along with the traditionally
uncontrolled behaviors of travellers in this area. This session explores
the key levers for corporations to optimise their hotel spend, including
group travel and meetings. Savvy travel managers and hoteliers will
share how to create an intelligent hotel management programme and improve
savings and satisfaction for all parties.
Presenters:
Luc Genest, Global Sales Director, UK & Ireland,
Rezidor SAS
Veronique Lapointe, Director, Global Accounts, ACCOR
Mike Mannix, Director, Hotel Solutions, Carlson Wagonlit
Travel
M203: Strategic
Meetings Management - The Last Frontier of T&E Cost Control
It is becoming ever more apparent that corporate meeting spend in multinationals
can be up to a half of the total T&E; budget. However, companies still
struggle to control and streamline internal and external meetings organisation.
This seminar looks at the reasons behind the complexity of controlling
costs associated with group gatherings and what process and policy changes
are needed. The session will provide concrete information about today's
technological solutions available to optimise meeting management partnered
with the industry’s best practices.
Presenters:
Dale Beckles, President, Arcaneo
Karen Penney, Vice President, Account Development,
American Express Commercial Card
Birgit Roeterdink, Director, Global Travel Procurement,
NV Organon
Didier Scaillet, Director of European Operations and
Global Development, MPI European Office
M204: Corporate Social
Responsibility - Pioneering the Green Movement in Managed Travel
Businesses realise that, as major users of aviation, they are
responsible for significant CO2 emissions which contribute to global
warming. With increasing pressure to conduct their affairs responsibly,
some pioneers are introducing an environmentally conscious dimension
to their travel programme. This is accomplished partly by reducing the
amount of emissions their travellers produce (switching to virtual conferencing,
switching to rail, using ‘cleaner’ suppliers etc.) and partly through
‘offsetting’ emissions by contributing to environmental projects.The
panel will discuss whether organisations really can ‘green’ their travel
programme or if this new trend is tokenistic lip service to an insoluble
problem.
Moderator:
Amon Cohen, Contributing Editor, Business Travel News
Presenters:
Jan-Peter Bergkvist, Director of Environmental Sustainability,
Hilton International
Tom Morton, Director, Climate Change
Francis Sullivan, Adviser on the Environment, HSBC
Richard Tams, Head of Corporate Sales, UK & Ireland,
British Airways
M205 Emergency Response - Business Continuity
The tragic events of this past summer-- the bombings in London
and Hurricane Katrina underscore the need for business travel professionals
to have solid crisis management plans in place. This session will help
you develop a concrete plan for dealing with unforeseen events--from
the ability to track and communicate with travelers to understanding
a corporation's operational risk management demands in today's business
environment.
Presenters:
Lionel Benjamin, Director of Operations, Hilton London
Metropole
Maria Cohrs, European Regional Manager iJET Intelligent
Risk Systems
Stephen Etchells, Vice President, General Manager UK
& Ireland, American Express Business Travel
TUESDAY, 25 OCTOBER
11.00 - 12.00
Educational Sessions: Regional Spotlights I
This series of regional spotlights provides first-hand insight into
how multinational companies successfully establish managed travel programmes
in the world’s fastest growing markets. Learn about the realities
of doing business with and within each region from a cross-section of
experienced travel industry executives who describe the particular commercial,
cultural, and travel management opportunities and challenges relevant
to each area.
T101: Asia-Pacific - Dealing With Diversity
Asia is incredibly heterogeneous with 23 different countries, 14 different
styles of government, and dozens of different languages and dialects.
It is still a highly regulated marketplace with protectionist tendencies
and intense competition. This combination of diversity and regulation
often presents significant challenges to companies conducting business
in Asia. A panel of experts will advise on choosing an agency partner,
obtaining buy-in from travellers resistant to change and directives,
and handling supplier selection where personal relationships typically
drive business decisions.
Moderator:
Jeremy Findley, Director Business Development, Asia
Pacific, American Express Business Travel
Presenters:
Mike Bezer, Vice President, Sales & Account Management,
Asia-Pacific, Carlson Wagonlit Travel
Karina Harris, Asia Pacific Travel Manager, BP
T102: China
- Transcending the Business Boom
Industry experts describe the emergence of the business market in China
as nothing less than explosive. Adding to this bustle of commerce is
multinational corporations’ extension of managed travel programmes into
China. This session will focus on recent progress as well as upcoming
changes in establishing managed travel as a practice that includes complex
electronic distribution, confusion of payment systems, and a culture
that in some cases offers non-traditional business procedures.
Presenters:
Margaret Chew, Director, Global Business Partnerships
China, American Express
James Stevenson, General Manager, BTI
Dong Wenliang, Supplier Chain Manager, Greater China,
Japan, Korea, Schlumberger Oil Field Service
T103: Central and Eastern Europe (CEE) - The Metamorphosis
of the Business Climate
The expansion of the European Community in May 2004 to include ten new
members, primarily from Central and Eastern Europe, has been one of
the most significant changes in European Union (EU) history. It has
been the fifth and most important enlargement of the EU, adding approximately
75 million people to the Single Market. CEE countries operated under
a communist-based centrallyplanned economy, and all continue to struggle
while making the transition to a market economy. A cross-section of
experienced travel industry experts will outline the commercial and
travel management challenges in CEE, and will describe the political
and economic landscape of the region, and special issues travellers
face, from language barriers to safety threats.
Presenters:
Jolan Babarczi, Managing Director, BTI Hungary
Thomas Faller, Group Travel Manager, ABB Management
Support GmbH
Marko Vidic, Director of Sales and Account Management,
TQ3 Czech Republic
T104: India
- Dealing With Demand
India made the astonishing transformation from one of the world’s least-developed
nations to a global player in many industries including pharmaceuticals,
cement, and supercomputers. India has a distinct edge in global competition
due to its highly skilled managerial and technical workforce and a middle
class whose size exceeds the population of both the U.S. and European
Union. However, the rapid pace of business development has created an
environment wherein demand for travel products and services far outpaces
supply. This session will explore the unique challenges of travel management
in India’s dynamic market.
Presenters:
Bicky Carlra, Managing Director & Senior Vice President,
Pacific, TQ3 Travel Solutions
Megan Stowe, Global Sourcing Manager, Intel
T105: Latin
America - Integrating the Americas
Latin America is one of the world's fastest growing markets, with opportunities
as well as obstacles for managers of T&E; processes. Although two major
languages dominate in the region, Latin American countries utilise multiple
currencies, boast vastly different cultures, and differ in degree of
economic development. In addition to discussing the above differences’
impact on T&E; management, experts will report on the implications of
doing business in a “high touch” service environment, the special MIS
requirements, and the challenges of content aggregation within an evolving
distribution scheme.
Moderator:
Mike Premo, Senior Vice President, TQ3 Travel Solutions
- Latin America
Presenters:
Marco Guardia, Travel Operations Manager - Latin America,
IBM Global Services
Aitor Marin, Head of Competence Center - Latin America
, Amadeus Online Solutions
T106: Middle East - Navigating the Nuances
Despite political upheavals in areas of the Middle East, many countries
have seen their economies blossom and diversify over the last decades.
The United Arab Emirates (UAE) is a perfect illustration of a country
focusing on the travel industry for future sources of revenue as exemplified
by the growth of locally-based airlines that are among the most profitable
carriers in the world. This session will explore how this region is
approaching travel management differently than Western Europe or North
America and why travel management companies in that region are likely
to continue to see their travel budgets grow in the coming years. In
addition, participants will learn how to take advantage of the sky-rocketing
MICE market as well as examine the various cultural nuances of doing
business in the Middle East.
Presenters:
Sumit Acharya, Regional Director, TQ3 Dubai
Nigel Page, Senior Vice President, Commercial Operations,
Americas, Emirates
Sundar Vasudaven, Principal Consultant, TRS Consulting
Bill Walshe, Chief Sales & Marketing Officer, Jumeirah
12.15 - 13.15
Educational Sessions: Regional Spotlights II
This series of regional spotlights provides first-hand insight into
how multinational companies successfully establish managed travel programmes
in the world’s fastest growing markets. Learn about the realities
of doing business with and within each region from a cross-section of
experienced travel industry executives who describe the particular commercial,
cultural, and travel management opportunities and challenges relevant
to each area.
T201: Asia-Pacific - Dealing With Diversity
With 23 different countries, 14 different styles of government, and
dozens of different languages and dialects, Asia is incredibly heterogeneous
with a number of paradoxes. It is still a highly regulated marketplace
with protectionist tendencies and intense competition. A panel of experts
will offer guidance on choosing an agency partner, obtaining buy-in
from travellers resistant to change and directives, and handling supplier
selection where personal relationships typically drive business decisions.
Moderator:
Jeremy Findley, Director Business Development, Asia
Pacific, American Express Business Travel
Presenters:
Mike Bezer, Vice President, Sales & Account Management,
Asia-Pacific, Carlson Wagonlit Travel
Karina Harris, Asia Pacific Travel Manager, BP
T202: China
- Transcending the Business Boom
Industry experts describe the emergence of the business market in China
as nothing less than explosive. Adding to this bustle of commerce is
multinational corporations’ extension of managed travel programs
into China. This session will focus on recent progresses as well as
upcoming changes in establishing managed travel as a practice that includes
complex electronic distribution as a challenge, confusion of payment
systems, and a culture that in some cases offers non-traditional business
procedures.
Presenters:
Margaret Chew, Director, Global Business Partnerships
China, American Express
James Stevenson, General Manager, BTI
Dong Wenliang, Supplier Chain Manager, Greater China,
Japan, Korea, Schlumberger Oil Field Service
T203: Central and Eastern Europe (CEE) - The Metamorphosis
of the Business Climate
The expansion of the European Community in May 2004 to include ten new
members, primarily from Central and Eastern Europe, has been one of
the most significant changes in European Union (EU) history. It has
been the fifth and most important enlargement of the EU, adding approximately
75 million people to the Single Market. This region ranks among the
top growing passenger market in the world, including countries such
as Poland, Hungary, and the Czech Republic, where the 2004-2008
passenger's average annual growth rate is approximately 10 percent.
Though the CEE countries are considerably different in terms of culture
and business development, they share a common bond. All operated under
a communist-based centrally planned economy, and all continue to struggle
while making the transition to a market economy. Today, the economies
of CEE offer a low-cost, and in some cases, a low-tax environment, but
the question of how they will evolve remains. A cross-section of experienced
travel industry experts will outline the commercial and travel management
challenges in CEE, and will describe the political and economic landscape
of the region, the status of travel management disciplines among regional
and multinational corporations based in the region, and special issues
travellers face, from language barriers to safety threats.
Presenters:
Jolan Babarczi, Managing Director, BTI Hungary
Thomas Faller, Group Travel Manager, ABB Management Support
GmbH
Marko Vidic, Director of Sales and Account Management,
TQ3 Czech Republic
T204: India
- Dealing With Demand
India made the astonishing transformation from one of the world’s
least-developed nations to a global player in many industries including
pharmaceuticals, cement, and supercomputers. India has a distinct edge
in global competition due to its highly skilled managerial and technical
workforce and a middle class whose size exceeds the population of both
the U.S. and European Union. However, the rapid pace of business development
has created an environment wherein demand for travel products and services
far outpaces supply. This session will explore the unique challenges
of travel management in India’s dynamic market.
Presenters:
Bicky Carlra, Managing Director & Senior Vice President,
Pacific, TQ3 Travel Solutions
Megan Stowe, Global Sourcing Manager, Intel
T205: Latin America - Integrating
the Americas
Latin America is one of the world's fastest growing markets, with opportunities
as well as obstacles for managers of T&E processes. Although two
major languages dominate in the region, Latin American countries utilise
multiple currencies, boast vastly different cultures, and differ in
degree of economic development. In addition to discussing the above
differences’ impact on T&E management, experts report on the
implications of doing business in a “high touch” service
environment, the special MIS requirements, and the challenges of content
aggregation within an evolving distribution scheme.
Moderator:
Mike Premo, Senior Vice President, TQ3 Travel Solutions
- Latin America
Presenters:
Marco Guardia, Travel Operations Manager - Latin America,
IBM Global Services
Aitor Marin, Head of Competence Center - Latin America
, Amadeus Online Solutions
T206: Middle East - Navigating the Nuances
Despite political upheavals in areas of the Middle East, many countries
have seen their economies blossom and diversify over the last decades.
The United Arab Emirates (UAE) is a perfect illustration of a country
focusing on the travel industry for future sources of revenue as exemplified
by the growth of locally-based airlines that are among the most profitable
carriers in the world. This session will explore how this region is
approaching travel management differently than Western Europe or North
America and why travel management companies in that region are likely
to continue to see their travel budgets grow in the coming years. In
addition, participants will learn how to take advantage of the sky-rocketing
MICE market as well as examine the various cultural nuances of doing
business in the Middle East.
Presenters:
Sumit Acharya, Regional Director, TQ3 Dubai
Nigel Page, Senior Vice President, Commercial Operations,
Americas, Emirates
Sundar Vasudaven, Principal Consultant, TRS Consulting
Bill Walshe, Chief Sales & Marketing Officer, Jumeirah
