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Conference Archives
Fall 2006 Conference - Miami, FL "Subject Matter Expertise Maximizes the Client-Agency Relationship," presented by Hugh MacNiven, Account General Manager, Carlson Marketing, and Peter Schinasi, Director of Relationship Marketing, British Airways.
In this light and fast-moving presentation, Schinasi and MacNiven will detail how their successful business relationship evolved from a simple understanding of the questions: About the Speakers: Hugh MacNiven is responsible for overall management of the global British Airways relationship, leading a diverse team who provide marketing support to B2B and B2C loyalty programs. Previously at Carlson Marketing, Hugh was the Senior Director of Client Strategy. He led the development of a Post-9/11 Recovery Marketing Plan for British Airways and developed a sales relationship-based model for initiating tactical marketing campaigns. Hugh's experience includes 15 years of designing and producing training materials, product information and selling systems. A particular specialty has been the development of training programs in support of new produts and new strategic initiatives, helping sales organizations to adapt to changing markets and new offerings. With 15 years of experience in marketing and general management, Peter Schinasi has covered a lot of territory. Based in New York, Peter manages British Airways’ communications and relationship marketing strategies for the North American market, and is responsible for loyalty marketing initiatives across consumer, trade and b2b customer segments. Formally, Peter has led BA’s Partnership development area, and held various positions at the airline in Sales and regional marketing. "Registered Traveler – How it is Affecting YOUR Best Customer!" presented by Fred Fischer, Senior VP of Strategic Partnership Sales, Verified Identity Pass.
Fred Fischer is in the thick of the Registered Traveler conundrum. In this session you will learn:
Fred joined Verified Identity Pass in December of 2005 and is responsible for strategic sales of VIP’s CLEAR Registered Traveler program to corporations, travel management companies, airlines, credit card companies and retail partnerships. A thirty two year travel industry professional, Fred was a former Vice President of Global Business Travel Sales at American Express responsible for the Global 100 accounts. Previously at American Express, he held the position of Director of Business Development where he was responsible for commercial card sales to Fortune 100 customers in the New York metropolitan area. Fred's background includes sales management positions at SITA, World Travel BTI, US Airways, and Amadeus. Fred has been a speaker and panelist at the National Business Travel Association (NBTA) and the Association of Corporate Travel Executives (ACTE) global and local events over the past year promoting the Registered Traveler program. He resides in Winston-Salem, NC and in his spare time is a private pilot and college and high school basketball official. "An FTMA Exclusive: The Inner Minds of the Top 2%!"
We will examine the metrics of the sample and you will learn their perspective on: Specific questions can be submitted for inclusion in this survey but must be submitted, along with your registration, by September 1, 2006. Please note that results of the survey are only available to the Fall 2006 FTMA Conference attendees. Panel: Point-Counterpoint: Big Dogs vs. Young Pups, moderated by Joe Mammano, President of The Mallett Group, and a key figure in the early evolution of airline loyalty programs.
Participants include: Jeff Robertson, Delta Air Lines; Mark Sullivan, Continental Airlines; Mark Dority, Frontier Airlines; Phillip Logsdon, JetBlue Airways. Join us for an informative and provocative discussion between members from legacy airlines versus younger low-cost carriers. Topics to be tackled include: About the Moderator: Joe Mammano, a recognized and respected loyalty marketer, formed The Mallett Group approximately nine years ago. The firm offers clients relationship marketing, travel industry and business development consultant services. The company is based in New Milford, Connecticut with support offices located in New York City and Boston. During his previous tenure with Clarion Marketing and Communications, Joe identified a need in the marketplace for senior level involvement to enable clients to develop compelling loyalty and frequency programs with attendant revenue streams capable of supporting viable economic models. Joe’s particular expertise, developed through hands-on management in the travel industry, has empowered him with a unique opportunity to profit from arguably the most successful of relationship marketing programs, the airline frequent flyer program. Joe served as senior consultant on relationship marketing programs for client industries, ranging from travel to financial services to entertainment to telecommunications to automotive to hi-tech. Acquisition, activation and retention are three of Joe’s favorite words. Prior to joining the marketing services industry, Joe hailed from the client-side with Continental Airlines as Director of Marketing, where he guided the carrier’s OnePass frequent flyer program to its 5th and 6th consecutive designation as "Best Frequent Traveler Program" by the readers of Inside Flyer magazine. During his tenure at Continental Joe served as the key point of contact for all interline relationships as well as the negotiator of airline, hotel, car rental, co-branded credit card and telecommunications partnerships. He also held responsibility for the development of marketing alliances with major international carriers including Alitalia and Air France. He held a seat on board of directors of the Airlines Reporting Corporation (ARC). Joe’s airline experience preceding his affiliation with Continental, was with Turkish Airlines where he served as Deputy Director, USA. He was responsible for expanding the carrier’s schedule frequency from a 3X to a 5X weekly operation while increasing revenues by 91%. Joe’s travel industry experience began with an 18-year association with TWA, where he headed the marketing planning department at the time of his departure. Earlier positions were held in marketing, sales, planning, cargo, pricing, reservations and distribution. Joe’s career has charted a flight path that leaves in its wake a distinguished and diversified travel industry background with corollary strength in direct and relationship marketing disciplines. He holds his undergraduate degree in Economics from Queens College, City University of New York. A woodworker by hobby, wine connoisseur by taste and cigar aficionado by nature, Joe and his wife Christine live in New Milford, Connecticut.
Workshop 1: "Getting Real About Retail Programs," presented by Richard Metzner and Howard Schneider, Principals, Metzner Schneider Associates, Inc., a marketing services and consulting practice focused on building lifetime customer value.
But what kind of program to launch? Is a loyalty program the right solution in the first place? Customer relationship veterans Metzner and Schneider will present answers to these and other questions, in a comprehensive overview of retail programs past, present and future. They’ll share best practices; new trends; new technologies; and strategies for success in designing and implementing 21st Century customer loyalty programs. About the Speakers: During Richard’s distinguished marketing career, he has served as President of Brierley & Partners, the company that pioneered the practice of Customer Relationship Management. One of the founders of the firm, Richard established and built Brierley’s highly regarded strategy practice, and served for a number of years as Senior Vice President of Strategy. After graduating from Harvard Business School, Richard began his career as a financial analyst at American Airlines and, later, served as a marketing planner at Western Airlines. From 1995 to 2000, Richard was Vice President - Marketing for Continental Airlines. He has been recognized as both a Brandweek "Marketer of the Year" and as one of Advertising Age’s "Marketing 100." Prior to co-founding MSA, Howard was with Brierley & Partners from 1988-2002. As EVP/Chief Creative Officer, he supervised global creative support for United Airlines, Hilton, Hertz, Norwegian Cruise Line, UPS, EPSON, Sony, Blockbuster, Pacific Bell and others, as well as serving on the agency’s strategy review board and executive committee. Howard has held senior management positions at DMCA and Cohn & Wells/LA, where he was Creative Director and General Manager. He is a Past President of the Direct Marketing Creative Guild. Workshop 2: "CRMx: Relevance, Relationship and Rapid Response," presented by Ned Shannon, VP of Business Development, Exmplar.
About the Speaker: Ned is responsible for client new business development focusing specifically on major brands in the retail, travel and financial services verticals. Ned works closely with Exmplar's clients to develop successful multi-channel marketing campaigns including email, web and print personalization to increase sales and reinforce their branding efforts. Current client experience includes 1800-flowers.com, Staples, and Kraft/Gevalia. Prior to joining Exmplar, Ned was Vice President/New Business Development for Marketing General Inc., a diversified marketing services form specializing in direct marketing, database modeling and web site development. Workshop 3: "Loyalty: Are you building it or buying it?" presented by Steve McKee, President, McKee Wallwork Cleveland, a a full service advertising agency.
About the Speaker: Steve is the president and co-founder of McKee Wallwork Cleveland, a full service advertising agency that in 2004 was recognized by the American Marketing Association with two EFFIE Awards for excellence in marketing communications. In his role as president, Steve is responsible for overseeing the agency’s operations and client strategies. Steve pioneered the agency’s Charrette® planning process, a formalized methodology that serves as the foundation for client marketing programs. The process minimizes client risk by optimizing the use of their marketing resources. Steve is considered a growth company marketing expert and understands the unique challenges growth companies face. He authored The Four Horses, a research study that examines the characteristics and challenges of corporate growth and categorizes growth companies in four classifications – Mustangs, Fillies, Thoroughbreds and Mules. Steve has recently completed the latest phase of growth company research with a sweeping study of more than 400 companies entitledWhen Growth Stalls. |
