April 23-25, 2007
Shanghai, China

Education Session Descriptions

Sessions by Day:

Tuesday April 24

8:00-9:30
China – The Corporate Travel Market of the Future
The Chinese economy continues to grow at breakneck speed.  The Chinese corporate travel market is now the 4th largest in the world and as it continues to grow and evolve, the "how" is still a question.  What are the specifics of the China’s business travel industry? What are the trends, opportunities and challenges that lie ahead? 
Speaker:  David Radcliffe, CEO, Hogg Robinson Group
Slides

9:45-11:15
Corporate Travel Management: People, Data and ROI
This 90-minute seminar discussed the basic concepts of corporate travel management.  It addressed the three major components of a corporate travel program as they apply in China:
Moderator:  Carol Salcito, President, Management Alternatives

1) Role and Responsibilities of the Travel Manager
This discussion focused on the historic evolution of the profession and provided some basic guidelines on creating and managing a corporate travel policy.
Speaker:  Martha Jiang, Finance Manager, Grundfors Pumps (Shanghai)
Slides

2) Role and Responsibilities of the Travel Management Company (TMC) or Travel Agency
Discussed how TMCs distinguish their value to the corporate buyer. Differences between local and multinational companies were addressed.
Speaker:  Galen Zhang, Managing Director, RADIUS China CYTS Business Travel International
Slides

3) Data Consolidation and Cost Management
Focused on basic requirements for gathering data on a local level and consolidating it on a global level.
Speaker:  Hung Cheng Liang, Regional Operations Manager, UATP
Slides

12:00-12:50
Understanding the Chinese Airline Market
The Chinese domestic airline market is the second biggest and fastest growing in the world.  Yet, it is not well understood.  Who are the carriers?  Which carriers fly where?  What are the fare structures? In addition to answering these questions, the session discussed full-service airlines vs. smaller private airlines, and  addressed the various distribution channels. Attendees learned major principles of negotiating strategies and developing relationships with the airlines.
Moderator:  Will Tate, Vice President, Management Alternatives
Panelists:  Sandeep Bahl, General Manager, China, Northwest Airlines
Derek Sadubin, Chief Operating Officer, CAPA (Centre for Asia Pacific Aviation)
Slides

13:00-14:30
Technology – Myths and Realities in the China Market
Are self-booking tools available in China? Are they currently functioning? How do they function? Just what is working today?
Speaker:  Michael Whitesage, President, PRISM Group
Slides

15:45-17:00
Hot Topics
This interactive session provided insight into those business travel issues of greatest importance to the corporate travel buyer.  What issues are of utmost concern in today’s changing marketplace?
Moderator:  Carol Ann Salcito, President, Management Alternatives
Panelists :  Michael Lyons, Travel Manager, HR Operations & Administration, HSBC
Norma Serra, CCTE, Corporate Travel Manager, EMC Corporation

15:45-17:00
Supplier Education Session: Knowing Your Potential Client
This session provided useful guidelines for suppliers who "need to know" how to respond to request from buyers with whom they have no prior knowledge or experience.  Should the supplier turn down the request or respond without complete knowledge of the buyer?
Moderator:  Phil Dunphy, Global Travel Director, Pfizer 
Panelists:   Michael Meade, Senior Vice President - Sales & Marketing, Jin Jiang International Hotel Management
Gregor Lochtie, Vice President & General Manager, CITS  American Express Business Travel
Tim Ramage, General Manager – Greater China, Carlson Wagonlit Travel
Slides

Wednesday April 25

9:00-9:50
Hotel Industry - Selection and Booking Trends in 2007
This session  focused on the latest industry trends, as well as the preferred methods of booking in today’s environment of internet and direct channel capabilities.  The discussion was led from the perspective of a travel manager selecting hotels for a corporate travel program.
Moderator:  Michael Lyons, Travel Manager, HR Operations & Administration, HSBC
Panelists:  Raphael Saw, Vice President, Sales & Marketing – Asia Pacific, Millennium & Copthorne International
Norma Serra, CCTE, Corporate Travel Manager, EMC Corporation
Slides

11:00-11:50
Distribution Channels in China - Today's Reality
This session described the distribution channels that are available today in the Asian and the local Chinese market, who is using them, and how successful they are to date. The discussion addressed such topics as the use of the Travelsky GDS and the difficulty in e-ticketing in China and how these aspects affect corporate travel management.
Moderator:  Matt Miller, Director – Asia/Pacific, Pricing & revenue Management, Continental Airlines
Panelists:  Liang Haifeng, Deputy GM, Travelsky Technology
Nick Law, Manager, Passenger Sales Planning & Marketing - China Region, Japan Airlines
Slides

11:00-11:50
Supplier Education Session: Communicating Your Value Proposition to the Buyer
Communicating the value of your product is an ever growing concern for the seller, especially if the product is a “service."  This session  provided helpful suggestions on how to succeed in getting your message clearly understood by the potential buyer.
Moderator:  Carol Salcito, President, Management Alternatives
Panelists:   Dr. Zinan Liu, Director of Sales & Account Management, HRG
Michael Lyons, Travel Manager, HR Operations & Administration,  HSBC 
Ali Hakim,  Asia Pacific, Akamai Technologies
Slides- Michael Lyons
Slides- Ali Hakim

12:00-14:00
Communication Workshop: Speak with Strength!
Communicating successfully with your clients, subordinates and superiors is crucial to get your message out accurately, effectively and in a timely manner. Your choice of words has the power to secure support, build rapport and improve compliance – or do just the opposite! This session focused on how to communicate and conduct business across different cultures and backgrounds.
Speaker:  Marjorie Woo, CEO, Keystone Leadership
Slides

 Education program content developed with the support of Carol Ann Salcito, CCTE, President, Management Alternatives, Inc.