• Defining your strategy and identifying your target market
  - Flag carriers
  - Low cost carriers
  - Charter
  - Business Jets
• Growing your market share
• Managing costs
• Raising land side revenue
• Future regional airports trends

• Key aviation sector trends, and particular implications for regional airports
• The changing dynamics of the relationship between airports and airlines
• Recent changes and future trends in the Asia Pacific aviation sector
• Opportunities created by liberalisation of the Indian aviation market
• Effectively working with regional and local government

• What airlines want and need from airports
• Flag carriers, low cost, and charter – what does the future hold?
• Strategies for enhancing commercial performance
• Financing growth
• Future airport trends

• Who bears the costs of enhanced security?
• Other major operational costs
• Reducing costs by being more efficient: increasing operational efficiency
  - Air side
  - Landside
• Deciding with your customers on areas where costs can be cut
• Maintaining service while reducing costs
  

• Before you start: Defining your strategy and identifying your target market
• Different strategies and tactics for growing your market share of:
  - Classic or legacy carriers business
  - Low Cost Carriers business
  - Charter business
  - The rapidly expanding Business Jets market
• Effectively working with regional and local government and tourism authorities to market your airport to airlines
• Working with airlines to market your destination to customers

• Retail
  - Overcoming the negative impact on retail revenue from enhanced security measures
• Parking
• Real estate
• Advertising
• Revenue from hotels and car rental through partnerships and alliances

Speed networking is an exciting, quick and non-pressured way to meet fellow Congress attendees and industry peers in one 50-minute session. These brief meetings are the starting point for conversation and networking throughout the Congress. This is where long-lasting and profitable business relationships begin.

• Meet…..move on….meet….move on….meet
• Form long-lasting and profitable business relationships
• Exchange business cards with fellow Congress attendees and industry peers
  

• What airlines want and need from airports
• Opportunities for airports to work more effectively with airlines
  - Marketing
  - Operational efficiencies
• Future growth areas
  - Regional
  - Business versus leisure
• Flag carriers, low cost, and charter – what does the future hold?

• Market positioning - regional or low cost?
• Capacity considerations, limits to growth and solutions
• Commerical and retail opportunities
• Funding options, securing investments and managing the risks in a global economy
• Costs, costs, costs
• Regional airports - competing with major hubs - attracting new customers
• Building your brand

• What airlines want and need from airports
• Opportunities for airports to work more effectively with airlines
• Working more effectively with local government to deliver greater customer service
• Future growth areas
  - Regional hot spots
  - Business versus leisure
• Flag carriers, low cost, and charter – what does the future hold?

• A special session examining investment opportunities, business development, and other opportunities in Central and Eastern Europe.
  Future growth areas
  - Regional
  - Business versus leisure
• Carriers
  - Flag carriers
  - Low cost carriers
  - Charter
  - Business Jets
• Investment opportunities
• Effectively working with regional and local government and tourism authorities to market your airport to airlines
• Working with airlines to market your destination to customers

• What is state aid and when do the guidelines apply?
• Airport infrastructure and services
• Start up aid for airlines
• Eighteen months on: state aids and the guidelines in practice: some case studies

• Developing the business model
• Developing relationships with LCCs
• Specific needs of an LCC terminal
• Financing the project

• Planning and feasibilty
• Planning permission
• Terminal development
• Other landside development projects
• Minimising airport disruption
• Funding and financing options

A special session looking at new investment projects in the GCC states

• Future growth areas
  - Regional
  - Business versus leisure
• Carriers
  - Flag carriers
  - Low cost carriers
  - Charter
  - Business Jets
• Investment opportunities

In recent years, a number of regional airports have successfully attracted new air services, while others have struggled to secure new flights.  Those who have successfully developed new air services have seen substantial increases in flight movements and passenger traffic – two key revenue drivers for airports.  However, in a surprising number of cases, these airports have experienced significant financial losses since the new air services were introduced.

The workshop presenters contend that this is due to a combination of three primary factors: a) inappropriate air services (wrong carriers/routes), b) inappropriate airline incentives (wrong structure or amount), and c) lack of appropriate facility planning.

The proposed two-part workshop will teach participants how to:
• Identify and secure air services that are appropriate for the market,
• Evaluate and structure airline incentive programs to achieve the objectives of the airport and community, and
• Develop low-cost airport facilities that ensure maximum benefit and profitability is extracted from the new air services.

The workshop will be of benefit to airports just starting their air service development process, as well as those who have already experienced air service development success and traffic growth.

Presenter:  John Weatherill, InterVISTAS

Purpose:  to provide attendees with practical steps for securing new air services by:

• Undertaking a market research program to quantify market size & demand
• Creating an air service development strategy and implementing an air service development program
• Evaluating, negotiating and structuring airline incentive programs

Preliminary Session Outline:

Introduction and background

1. Understanding the objectives of airports and airlines

Market Research Program

2. Components of a valuable market research program

Air Service Development Strategy

3. Completing an air service deficiency analysis
4. Creating an air service development strategy
5. Creating effective airline presentation packages
6. Regulatory Considerations

Developing an Airline Incentive Policy

7. Types of financial incentives
8. Criteria for successful air service incentives
9. Regulatory implications on incentive programs
10. Case studies
11. Future trends in airline incentives

Presenters:  Johan Schölvinck, Paul Beck & Mick Werson –
NACO Netherlands Airport Consultants

Purpose:  To help airport management ensure that as passenger demand for their airport increases as a result of successful air service development, appropriate planning is put into facility development, to maximise airport profitability.  This requires shifting the airport business model from one which relies primarily on core aeronautical revenues, to one which takes full advantage of non-aviation revenue generators.

Preliminary Session Outline:

What is a low-cost airport?

1. Everyone knows a low-cost carrier, but what is a “low cost airport” (LCA)?

Prerequisites of LCA Development

2. LCC Operations - Fundamentals of an LCC Business Model, versus
3. LCA Operations - Fundamentals of a LCA Business Model

Key components of LCA Development Plan

4. Masterplanning
5. Land-use planning
6. Terminal Area plan
7. Functional Terminal Design
8. Raising non-aviation revenues
9. Financial Masterplan & Business Model Wins
10. Phased Development Plan
11. CASE STUDIES FROM A WELL-KNOWN LCA

Success Factors of LCA Development

12. The TEN COMMANDMENTS of sustainable LCA development