• Is the government’s vision for the future of Russian aviation realistic?
• Policy pros and cons – overcoming the key challenges for the airlines?
• Aeroflot’s vision for the future of the Russian aviation industry

• Competition, cutting costs and maintaining the status of a market leader
• Strength in numbers – mergers, acquisitions and alliances
• A business model to ensure maximum revenues at maximum efficiency

• Finance, investment and the consolidation of the Russia aviation market
• Entering capital markets and assessing credit risk
• Legal considerations and advice on structuring deals

• Airport expansion and terminal planning – planning for the future
• How are airports reacting to the growing needs of the airlines?
• Attracting airlines from outside the region – the potential and the competition

• Status of current agreements and plans for the future
• Increased opportunities vs. increased competition

• An overview of EU – Russia aviation policy
• Regulation and competition – Russian and European perspectives

• Does the Russian civil aviation industry allow for open competition?
• What are the opportunities for non-Russian airlines?

• Bilateral agreements for “open skies” – a timeline for implementation
• Potential impact on passenger and cargo routes through Europe, Russia and the CIS
• Fees and discrimination – trans-Siberian over flight fees
• Are Russian airlines ready and do joint ventures and alliances offer any suitable solutions?

Session moderator: Roman Lopatko, Principal Consultant, Airline Sales & Marketing, Sabre Airline Solutions

• Analysing consumer behaviour and accurately segmenting the market
• Brand position and marketing strategies in the Russia and CIS market
• Strategies for controlling distribution costs

• Improving  GDS content processing
• Catering for traditional carrier business model evolution (security access fees, baggage fees, seat fees etc.)
• Incorporating API based low cost carrier content and fare models
• Ensuring alignment and usability of rail and high speed rail content
   

• Successful distribution models for the Russia and CIS market
• Electronic ticketing – a key to growth in the Russia and CIS aviation market?
• Web 2.0, new technologies and the latest innovations

• What are the options and what are the choices that need to be made?
• Examples of various strategies and approaches to ancillary revenues
• Marketing ancillaries – how do customers respond to ancillary products and services?

• Introducing mass passenger travel insurance 
• Can this be a viable and profitable ancillary revenue for airlines?
• Examples of specific projects and current results
  
  Tatiana Merkulova, Deputy General Director, Avicos-Afes

• Introduction to loyalty marketing for the aviation industry
• Merging marketing, sales and service procedures to create a customer centric approach
• Maximising cross selling opportunities with aviation industry partners with a similar client base

• Why migrate to a low cost business model?
• What exactly are the various low cost business models?
• What are the key features of each model?
• Which is likely to work best in the Russia and CIS aviation market?

• An overview of the current status of the LCC market in Russia and the CIS
• How has the emergence of LCCs influenced the Russian market?
• Running a successful LCC in Russia – the Sky Express business model
• Strategy, positioning, marketing, distribution and ancillary revenues – options for a Russian LCC

• How attractive is the Russia and CIS LCC market?
• What are the opportunities for a European LCC in the region?
• Obstacles to starting operations in the region – restrictions, regulation and anti-competitive behaviour
• What is the predicted future potential of the market for a European LCC

• The growth of LCCs in the region vs. other developing markets
• Key drivers for LCC growth in Russia and the CIS
• To what degree will LCCs contribute to the continued growth of the region’s aviation industry?
• What is the potential for expanding into Europe, the Middle East and Asia

• Finance, investment and the consolidation of the Russia aviation market
• Comparing various methods of financing fleet expansion – what works best in this market?
• Entering capital markets and assessing credit risk
• Legal considerations and advice on structuring deals

• Investment and development strategies – what makes an enticing proposition?
• The investors view on the opportunities within the Russia & CIS aviation market
• Intelligent fleet expansion and modernisation and the consolidation of the Russian manufacturing market
• Innovations in aircraft leasing, financial vehicles and forecasting the future of aircraft finance in the region

• Fleet allocation options – increasing services on existing routes
• Forecasting the growth of new routes in, out and around the Russia and CIS region
• Building a business case – quantifying demand for new air services and understanding the competition
• Sustaining growth throughout the region through effective route analysis and accurate forecasting

• What do airlines want from airports and how can airports meet the expectations of the airlines
• What do passengers want and how can airports and airlines deliver?
• Competition and market share – considerations for both airports and airlines
• Improving relationships and negotiating costs (and financial incentives) to ensure mutual benefits

• What are the best ways of managing expansion and development?
• Pros and cons of various customer profiles 
• Why LCCs are potentially very good customers
• Providing the correct airport management models to satisy varying customer demands

• Industry growth and the implications (and opportunities) for airports
• Airport expansion and terminal planning – planning for the future in terms of capacity
• Airport management models and methods for optimising operational efficiencies
• Balancing core and non-core revenue streams and optimising the commercial potential
  
  Andrew Cowley, Deputy CEO, Macquarie Airports
  Johannes Michael Ehmanns, Managing Director, Aviation Consultants Ehmanns
  Ilya Gutlin, Regional Vice-President for Central & Eastern Europe, SITA

AN OUTLINE OF SOME OF THE TOPICS TO BE COVERED

• The complete range of products and services that can be offered
• How customers respond to ancillary products and services
• Examples of what different airlines do
• Secrets on how to maximise non-ticket revenue
• How much can be earned from ancillary revenues
• What ancillary revenues contribute to profit
• Which companies supply services?
• What are the costs involved? 

• Ancillary revenues – an exciting new area of opportunity in Russia & the CIS
• Lessons learned from current experiences (with relation to previous presentations)
• Tying it all together to create a solid, unified and profitable ancillary revenue strategy

• Understanding the difference between business and consumer purchasing patterns
• Learn from the failure of the Euroset’s OneGlobe project
• The Western distribution approach to the Russian market – limitations, risks and opportunities
• Build your own distribution model and learn to control distribution behaviour
• Methods of driving down distribution costs and leveraging direct channels
• Strategies for revenue maximization based on multi-channel sales and marketing approaches
• How to capitalise on cross selling opportunities, loyalty programmes and ancillary product distribution
• Driving the industry into the 21st century – the pre-paid aviation ticket and distribution via mobile phones

Lunch and refreshments will be provided at appropriate times.