Speaker Biograghy: Paul is a global sales and marketing leader with a proven track record of winning strategic new business through a combination of deep client relationships and strong business and commercial acumen. He utilises more than 20 years of aviation industry and market knowledge to lead and direct Ultra’s business development activities in the Americas, and as a member of the executive team contributes to day-to-day operational management of the organisation and long-term business planning.


Day 1 - 14 March
Session: Technology: Passenger Journey

11:00 - 11:30 - Benefits of terminal operators engaging in long-term partnership alliances
Synopsis: Historically airports and terminal operators felt that maximum efficiency and cost savings could be obtained by tendering a RFP each time an important AOS solution approached end-of-term. However, we feel that a significant paradigm shift has transpired in this arena and that by choosing to grow and evolve collectively with strategic partners – instead of looking to replace them every five years – greater efficiency, stronger and more meaningful relationships and notable costs savings are realised.

Audience will learn:

• The value that long-term engagements offer with select partners
• Maximum efficiency and cost benefits are realised through mutual growth and evolution
• To re-evaluate long-held beliefs and misconceptions regarding the repeated RFP procurement process