CAPA Airline Leader Summit: Making Money 2019

Dublin, Ireland
2-3 May 2019

Thursday 2 May 2019

Registration, Networking & Coffee
Chairman’s Welcome
CAPA Industry Outlook: The world is changing: Towards a new world order
CAPA - Centre for Aviation, Executive Chairman, Peter Harbison [Download Presentation]
Economic & Financial Aviation Outlook
A compelling review of latest global economic and trade trends, and what’s in store for 2019/20. You’ll walk away with numerous insights on how your business and sector will fare, and what it means for aviation around the world.

CAPA - Centre for Aviation, Chief Financial Analyst, Jonathan Wober [Download Presentation]
Addressing the corporate and business travel markets more effectively
There are no more valuable market segments than the repeat travellers in corporate programmes and SMEs. Yet airlines have mostly failed to capitalise fully on these opportunities. Imagination, innovation and new technology are opening up new avenues for exploitation.

Understanding the needs of these segments more effectively – because they are part of the same economic environment and also feeling the pain – will pay dividends, both in the short and long term.

In a downturn, corporate travellers are increasingly vital but what do they want?
Corporate travel is the lifeblood of full service airlines and an increasingly high yield source of business for LCCs and hybrids. What’s more, in a downturn, it’s a more reliable and consistent source of traffic when leisure demand becomes more fickle. 

Moderator: Sixt Rent a Car, Managing Director, Growth, Lisa Akeroyd

  • Air China, Vice President & General Manager, North America, Zhihang Chi
  • American Express, Vice President, Travel Strategy & Partnerships, Johnny Thorsen
  • CTM, Global COO, Laura Ruffles
  • Microsoft, Global Employee Experience Lead, Julia Fidler
Coffee Break & Networking
Improving the stickiness of the airline product through innovation
Combatting commoditisation is a constant battle. But there are many peripheral areas – most effectively around FFPs – available to airlines to expand their offerings. The list is long, and there are many variations on the theme, all of them involving direct additions to revenue, but more importantly capturing the loyalty of the passenger.

Moderator: On Point Loyalty, Managing Director, Evert de Boer


  • Amadeus, Senior Manager, Solution Management, Luca Balbiani
  • Amazon Web Services, Head, AWS Travel, Massimo Morin
  • Lufthansa Group, Manager Passenger Experience Design, Ole Lindner
  • Saudia, VP Sales, Richard Nuttall
  • Volantio, CEO, Azim Barodawala
Accelerating investment in innovation and technology
As innovations affecting distribution increasingly challenge the status quo, opportunities abound for those airlines which have the flexibility and insights to understand the trends and the ability to adapt rapidly.

This can take the form of direct investment in resources and skills, as well as securing strategic technology partnerships with forward looking operators. The result: better merchandising opportunities and more effective marketing, at a time when players like google are taking on a dominant role.

Successfully delivering the 2020 vision

  • What is the end point?
  • What are the complexities of the process?
  • What impact will this have on your bottom line?

Moderator: Travelport, Global Head of New Distribution, Ian Heywood [Download Presentation]

  • IATA, Director Industry Distribution Programs, Yanik Hoyles
  • Farelogix, CEO, Jim Davidson
  • OpenJaw Technologies, CCO, Bryan Porter
  • SkyTeam, VP Customer Experience & Commercial, Mauro Oretti
Lunch & Networking
Innovation in generating ancillary revenues
Large strides have been made in generating non-ticket revenues. Yet technological advances are making wider opportunities available. Not only new forms of distribution, but also using more straightforward methods such as incentivising staff and expanding the use of inflight wifi to generate totally new sources of income. A focus on enhancing customer experience rather than a reliance on unbundling also provides more attractive relationships.

Capturing more of the passengers’ travel wallet: Capturing more of the passengers’ travel wallet not only improves an airline's own economics but makes it more relevant to the passenger and hence improves their stickiness/loyalty (e.g. premium passengers are not just looking to reduce their air spend but their entire travel spend so if if airlines can leverage their buying power with hoteliers and other suppliers and offer good value bundled travel packages to their passengers through their holidays brand)

Maximising ancillary revenues: Given ancillary revenues are typically not part of the initial purchase decision they are more resilient than air fares. But they must be merchandised (right offering to the right person at the right time and at the right price) rather than merely being passively offered.

Moderator: APEX, CEO, Dr. Joe Leader [Download Presentation]

  • CellPoint Mobile, SVP, Head of Global Sales, Airline and Hospitality, Noel Connolly
  • easyJet, Head of Proposition, Kim McDonnell
  • PROS., Principal, Travel Division, Surain Adyanthaya
  • Ryanair, CMO, Kenny Jacobs
  • Sabre, VP & Regional General Manager, Alessandro Ciancimino
Airline partnerships, alliances, competition law and sustainability:
Developing more productive relationships with airports and other partners
By virtue of its very nature the airline industry is highly dependent on partnerships of one kind or another. In times of stress, reliance on these partners – and enhancing shared goals – becomes a high priority. These partners range from all parts of the supply chain, notably airports, to fellow airlines and agencies.
  • Have you got the right partnerships?
  • Who you do business with can be a key determinant of success or failure.
  • Undergoing a transformation can put pressure on business partners, suppliers and other stakeholders.

Moderator: Skylight Aviation, Senior Advisor and former easyJet Group Strategy & Network Director, Cath Lynn

  • Gatwick Airport, Head of Airline Relations, Stephen King
  • Ryanair, COO, Peter Bellew
  • Travelport, Global Head of Air, Travel Partners, Damian Hickey
  • UATP, Commercial Director, Europe, Gabrielle Hoffman
Coffee Break & Networking
Exploring the European Market and mobile-optimised offerings for today's traveller
Skyscanner, Senior Director, Strategic Partnerships, Hugh Aitken
The role of the airline conglomerate – making it a foundation for durability
There are one or two examples of effective airline groups, notably IAG. But other opportunities exist. The regulatory system limits options where international airlines are concerned, so an element of creativity is necessary – but that can lead to problems, as is evident from the present issues in Air France-KLM. Domestically the regulatory constraints don’t constrain multi-brand operations in the same way, yet few airlines have embarked on the opportunities that flow. Qantas/Jetstar is a prime example.

Moderator: John Byerly, Consultant, Consultant, John Byerly


  • AAPA, Director General, Andrew Herdman
  • Croon Callaghan Aviation Consulting, Partner, Jim Callaghan
  • European Aviation Club, Chairman, Rigas Doganis [Download Presentation]
Keynote: Making low-cost long haul work
Norwegian Air Shuttle,
EVP Strategic Development, Tore Østby [Download Presentation]
Closing remarks
End of Day 1
Pre-Dinner Drinks
Dinner Debate hosted by Travelport