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Written by Andreas Papatheodorou
Executive Training
Dr Papatheodorou conducts air transport and tourism education seminars organised in Africa and the Middle East by the International Air Transport Association (IATA) and the Arab Air Carriers Organisation (AACO). Executives from Afriqiyah Airways, Air Algerie, Royal Air Maroc, Royal Wings, Saudi Arabian Airlines, Sudan Airways, Syrianair, Tunisair, Yemenia and the Supreme Commission for Tourism of Saudi Arabia have attended seminars by Dr Papatheodorou and subsequently sought his advice on various issues. In particular, Dr Papatheodorou delivers courses in the following (8) topics:
1. Airline Marketing and Sales-(5-day seminar in English or French)
Indicative course contents
The Corporate and Marketing Environment in the Airline Industry, Marketing Concepts in the Airline Industry, Marketing, Customer Satisfaction and Service Quality in the Airline Industry, Market Segmentation and Product Positioning, Product Strategy and Development, Branding, Promotion and Advertising, Marketing Strategy and Research, Pricing, Costs and Yield Management, Fleet Planning and Aircraft Development, Schedules Planning, Civil Aviation Regimes in a Changing World, Airline Alliances – Principles and Implications, Traffic Forecasting, Cargo – Principles and Strategic Outlook, Distribution and Online Airline Sales, Airline Sales Organisation and Techniques.
The seminar was delivered in Amman-Jordan (2004 in English), Tripoli-Libya (2006 in English) and Tunis-Tunisia (2005, 2007, 2008 and 2009 in French) on behalf of AACO.
2. Airline Agreements and Strategic Alliances-(5-day seminar in English)
Indicative course contents
The general trend of the airline industry and its direction, Aero-Politics and New Regulatory trends facing the Airline Industry, The changing landscape of deregulation and Open Skies, Consolidation and mergers, Market Positioning and Code Sharing, Gaining access to slot constrained airports via alliances and/or code sharing, Brand and culture difficulties associated with alliance membership, Equity investment with other airlines, The Strengths of a Frequent Flyer Programme, Integrating Frequent Flyer Programs between airlines, Why join an Alliance, Airline Alliance Groupings and Cargo Alliances, Selecting the best fit alliance partners for your airline (Case Study), An analysis of the benefits adhering from Alliance membership, The building blocks that are required for acceptance to an Alliance, Cementing the partnership between your airline and Alliance members, An analysis traffic, revenue, cost and load factor impact from joining an alliance.
The seminar was delivered in Khartoum-Sudan in 2006 on behalf of IATF-IATA.
3. Aviation Economics-(3-day seminar in English)
Indicative course contents
The Economic and Corporate Environment in the Airline Industry, Principles of Airline Economics: Pricing, Costs and Revenue Management, Civil Aviation Regulation and Deregulation, Fleet Planning and Aircraft Development, Schedules Planning, Airline Alliances – Principles and Implications, Traffic Forecasting, The Airline - Airport Relationship, Cargo Economics – Principles and Strategic Outlook, Economics of the Travel Distribution System.
The seminar was delivered in Damascus-Syria in 2004 on behalf of AACO.
4. Airline Marketing and Tourism Economics-(5-day seminar in English)
Indicative course contents
The Corporate and Marketing Environment in the Airline Industry, Air Transport and Tourism: Parallel Patterns, Marketing Concepts in the Airline Industry, Customer Satisfaction and Service Quality in the Airline Industry, Market Segmentation, Product Positioning and Development, Branding, Promotion and Advertising, Pricing, Costs and Yield Management, Schedules Planning, Air Transport Regulation and Deregulation: Implications for Tourism Development, Economics of Travel Distribution and Online Airline Sales, Corporate Strategies and Competition Issues in Air Transport and Tourism, Sustainable Air Transport Development and Tourism Planning, Air Transport and Tourism: A Common Future.
The seminar was delivered in Tripoli-Libya in 2007 on behalf of AACO.
5. Cost Reduction Management in the Airline Industry-(4-day seminar in English or French)
Indicative course contents
The Economic and Corporate Environment in the Airline Industry, Principles of Airline Economics: Pricing, Costs and Revenue Management, Fleet Planning and Aircraft Development, Schedules Planning, Competitive Position, Traffic Forecasting, Cargo: Principles and Strategic Outlook, Airline Alliances: Principles and Implications, The Airline - Airport Relationship, Travel Distribution and Sales Organisation.
The seminar was delivered in Tunis-Tunisia in 2006 and 2009 (in French) and in Amman-Jordan in 2011 (in English) on behalf of AACO.
6. Leadership Skills in Aviation -(3-day seminar in French)
Indicative course contents
Characteristics of a Leader, High Performance Team Concepts, The Importance of Participative Management, Team Building, Acting as a Team Leader, Communication and Conflict in a Team, Accepting Team Diversity, Group Problem-Solving and Decision-Making, Rewarding Successful Team Performance, Case Studies.
The seminar was delivered in Tunis-Tunisia in 2011 on behalf of AACO.
7. Sales Management-(6-day seminar in English)
Indicative course contents
The Contemporary Business Environment in the Airline Industry, Basic Marketing Concepts in the Airline Industry, Sales Organization and High Performance Teams in the Airline Industry, Planning Sales Management and the Benefits Matrix, The Role of Psychology and Mind Mapping in Sales, The 80-20 Rule and Effective Target Marketing, Identifying Strategic Sales Targets and Key Buying Influences, Gaining Product Knowledge and Service Expertise, Communication, Conflict and Diversity in Sales, Time Management, Action Provoking Systems, Cold Calling and Sales Ethics, Managing Resources and Rewarding Success in Sales, How to Capture more Market Share at Indian, European and Asian Markets.
The seminar was delivered twice in Muscat-Oman in 2009 on behalf of AACO.
8. Team Building-(3-day seminar in English)
Indicative course contents
High performance team concepts, The nature and benefits of a team, The importance of participative management, Stages in building a team, How people work effectively in a team, Communication and conflict in a team, Accepting team diversity, Group problem-solving and decision-making, Rewarding successful team performance, Case studies.
The seminar was delivered twice in Riyadh-Saudi Arabia in 2008 on behalf of AACO.
Dr Papatheodorou has also contributed to executive courses in tourism management and planning organised by the School of Management at the University of Surrey on an ad hoc basis. He has also contributed to seminars in aviation policy organised by the Transport Studies Group at the University of Westminster. Moreover, Dr Papatheodorou has collaborated with OTEK (i.e. the Organisation of Tourism Education and Training in Greece) for a travel agents executive seminar in Cairo-Egypt and Athens-Greece and INEP (i.e. the Training Institute of the National Centre of Public Administration in Greece) on seminars related to cultural tourism.
If you would like Dr. Papatheodorou to conduct similar executive programmes for you, please send an e-mail to:
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