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Route Development Training Programme 2008 - 2009

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A few of those who’ve attended our courses! Abidjan Airport (AERIA) Don Quijote Airport Minatitlan Airport ACI Africa Douala Airport Monroe County-Mth Airport ADAC Dubai International Airport Munich International Airport Adelaide Airport Durham/Tees Valley Airport Namibia Airports Company Limited Aena Dutch Regional Airports Nanjing Lukou International Airport Route Aer Rianta Edmonton International Airport Naples International Airport Aerodrom Ljubljana Eindhoven Airport National Airports Corporation Ltd Development Aeroport de Quebec Enschede Airport Twente Newcastle International Airport Aeroport International de Vatry Exeter Airport NMIA Airports Ltd Training Aeroports de Montreal Faro Airport North Carolina Global Transpark Authority Aeroports de Paris Federal Airport Authority of Nigeria (FAAN) Oman Airport Programme Aeroports du Cameroun Florence Airport Operations Limited Africa (ACSA) Frankfurt Airport Orebro-Bofors Airport 2008 – 2009 Airport Authority Hong Kong Fujairah International Airport Oslo Airport Airport Mombasa Moi Ghana Civil Aviation Authority Ostend-Bruges Airport Airports Authority Trinidad and Tobago Goteburg-Landvetter Airport Oxford Airport Airports Company South Grand Rapids International Airport Pacific Airport Group Mexico Airports of Mauritius Guadalajara Airport Paducah International Airport Amsterdam Airport Schiphol Guernsey Airport Peel Airports ANA Aeroportos de Portugal S.A Hamburg Airport Peninsula Airport Company ASA Mexican Regional Airports Harare International Airport Perth Airport Astana Airport Hartsfield Atlanta International Airport Phnom Penh (Cambodia Airport Management ASUR Helsinki Airport Services) Athens International Airport S.A. Hewlett Packard Pisa Airport Auckland International Airport Limited Hochtief Airports Pittsburgh International Airport BAA Stansted Hong Kong Airport Authority Polo Airport Bangalore Airport Huatulco Airport Port Columbus Airport Belfast International Airport Humberside International Airport Porto Airport Benin Airports Istanbul Sabiha Goken Prestwick Airport Berlin International Airport Kalamazoo International Airport Riga International Airport Birmingham International Katowice International Airport Sabah Tourism Board Blackpool Airport Kenya Airports Authority SAVE SpA Venice Marco Bologna Airport Knock Airport Shannon Airport Brisbane Airport Kotoka International Airport Sofia International Airport Bristol International Airport Krakow Airport Southwest Florida International Airport Brussels International Airport Company LFV St Petersburg – Pulkovo Airport Brussels South Charleroi Airport SA Liverpool John Lennon Airport State of Guernsey Budapest Ferihegy Airport Lome International Airport Stuttgart Airport Cagliari Airport London Biggin Hill Sydney Airport Corporation Cancun International Airport London Gatwick Airport Tallinn Airport Cardiff Airport London Luton Airport Tampa International Airport Castellon Airport London Southend Tanzania Airports Authority Christchurch International Airport Lusaka International Airport Tapachula Airport Civil Aviation Authority of Finland Macau International Airport Company Tri-Cities Regional Airport Civil Aviation Authority of Singapore Malaysia Airports Tunisian Airport Authority Civil Aviation Authority of Zimbabwe Malaysian Airports Berhad Veracruz Airport Cologne/Bonn Airport Malmo Airport Verona Airport Copenhagen Airport Manchester Airport Villahermosa Airport Cork Airport Marseille Provence Airport Vinci Airports Cozumel Airport Merida Airport Windhoek Airport Curacao Hato Airport Mexico City Airport Zagreb International Airport Dar Es Salaam International Airport Miami International Airport www.asm-global.com ASM is a registered trademark. No part of this publication can be reproduced or stored in any information storage unit. This publication is correct at time of printing. September 2008. Copyright ASM Ltd. Route Development Training Programme 2008 - 2009 It’s my pleasure to present the ASM Training Programme for 2009. Over the last decade hundreds of people have attended our various programmes around the world and benefitted from the experience, sharing of knowledge and perhaps as importantly the long term relationships that have been established with other airport marketeers. In this year’s programme I am delighted to include a range of new courses that cover both Air Cargo Development and Air Cargo Security; two increasingly important areas for our industry. With a constantly evolving range of case studies and the sharing of practical experience from members of the ASM team I believe that the 2009 programme will offer the most successful and stimulating range of courses for delegates. I look forward to seeing you at one of our training programmes in 2009. Regards John Grant Managing Director, ASM Ltd. Information on the ASM team can be found at www.asm-global.com Contact Details Sadie Platt Training Programme Manager, 113-115 Portland Street, Manchester, M1 6DW, United Kingdom. Tel: +44 (0) 161 234 2700 Fax: +44 (0) 161 234 2727 Email: [email protected] Route Development Training Air Cargo Security Training Airfield Operations & Crisis Management Route Development Training Programme 2008 - 2009 The Fundamentals of Understanding your Route Development* customers A sector-by-sector look at your airline customers, addressing the 16-18th March 2009 (Manchester, UK) following key issues: 27-29th April 2009 (Manchester, UK) What is the operating environment of airlines 1-3rd June 2009 (Kuala Lumpur, Malaysia) How do they operate and what are they looking for in airports How do they make their decisions 6-8th July 2009 (Manchester, UK) How to forecast with credibility Understanding airline operating costs and profitability In the world of route development the airline/airport relationship is now What constitutes a profitable opportunity. centre stage. It is critical that airports understand the airline’s needs in order to maintain existing services as well as to grow. “The Fundamentals…” will help all airports to improve their chances of success in the new competitive Sectors covered: full service scheduled airlines, low cost carriers, tour environment facing the industry. operators and charter airlines, cargo carriers. “The Fundamentals…” is structured in three distinct stages designed to give you a clearer understanding of your airport’s market opportunity, your airline Delivering new routes customers, and most importantly, how best to deliver new routes. From constructing a proposal to airlines to securing that new route, “The Fundamentals…” is more than just a learning experience; delegates this module offers a practical guide to delivering new air services to undertaking the course are expected to undertake the following: your airport: A marketing positioning review and strategy for their airport How to develop a target campaign management system to ensure Route traffic forecasting the optimum approach to winning a new route Route and airline target setting Presenting to airlines Design a target campaign plan, outlining how to win a new route. Financial incentives and their value, implementation and impact Negotiating to secure the airline’s business. The course is a mix of case study and exercise-based sessions drawing upon the issues faced by the participating delegates and supplemented with real-life examples from our experienced training team. * suitable for all levels of experience Understanding your market Researching your market - Assessing your market strengths Exploiting your catchment area The value of your market to airlines. This is an interactive module designed to help you develop a true understanding of the market opportunity your airport presents, appraise competition and understand your current position. Route Development Training Programme 2008 - 2009 Route Support Meeting and Presenting Cargo Route and Incentives to Airlines Development for Airports 2nd March 2009 (Manchester, UK) 9th July 2009 (Manchester, UK) 17th-18th November 2008 (Manchester, UK) In the current competitive climate, airlines are demanding more financial This course focuses on the key skills to ensure your meetings are amongst 13-14th July 2009 (Manchester, UK) support and incentive programmes for new routes and existing services. On the best and shows how your airport can stand out from the crowd in an this course delegates will learn about the latest approaches to route support increasingly competitive environment. Developing your airport’s cargo strategy as part of its route development strategy. All airports should ideally have a well developed cargo strategy. from around the world, examine the policy and legal framework within which This course provides a blend of study on key meeting and presentation skills. this activity sits and looks at the practical application of route support when Aimed at route development managers who are not so familiar with cargo, negotiating with airlines. The airline audience as well as more experienced cargo managers: What interests airlines Route support today The process of cargo What ‘turns off’ airlines Airline expectations and the need for route support The links in the supply chain The art of structuring meetings content and presentation formats Custom and practice worldwide Understand how influential your airport is Presentation and document formats. Resource gathering, stakeholder support and management. What flies and why Meeting skills The importance of cargo revenue to airlines’ route development Policy and legal guidelines Generating value added
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