TRAVEL-RETAIL'S EVOLUTION IN THE BALTICS & SCANDINAVIAEXPANDING HORIZONS

PROGRAMME

19-22 JUNE 2017 • TALLINN, ESTONIA • TALLINK SPA & CONFERENCE HOTEL

HOST PARTNERS

ASSOCIATE SPONSORS

PORTFOLIO & PEN SPONSOR

LANYARD & BADGE SPONSOR

COCKTAIL RECEPTION SPONSORLUNCH SPONSOR

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WELCOMEWelcome to Tallinn for the 2017

annual Duty-Free News International conference;

Expanding Horizons. While this year marks DFNI’s 30th

anniversary, 2017 also sees the magazine celebrate its 10th annual travel-retail and duty-free conference. Each year, DFNI receives feedback from readers and delegates on the topics and regions they require more insight. From last year’s fantastic India Rising Conference in Mumbai, celebrat-ing the country’s burgeoning travel-retail market, to analysing Russian traveller spending habits and unearthing opportunities on the African continent – we have guided the travel-retail industry through some of the most unique areas of interest and opportunity.

This year, DFNI returns to the region to examine and celebrate the evolution of travel-retail across airports, ferries, inflight and border channels and subsequent opportunities that have arisen since the 2010 DFNI Scandinavian and Baltic travel-retail conference, in Riga, Latvia.

Scandinavia has been one of travel-retail’s key markets since the launch of the duty-free concept. Due to heavy taxation in domestic markets, duty-free shopping has become synonymous

with travelling for the majority of these Northern European travellers. Now, as aviation routes expand and regional airports develop, Scandinavia’s success in duty-free and travel-retail is streaming into surrounding emerging markets in the Baltics – providing new and fresh opportunities for the industry.

The Baltic and Scandinavian region’s popularity is gaining momentum as an exciting region of exploration for global travellers, particularly millennials: from experiencing the Danish art of Hygge, marvelling at the Northern Lights or discovering Medieval Tallinn and Riga, the experiences are unique and “Instagram worthy”– resulting in a growing prospect of opportunities for the Baltic airport, cruise and ferries channels, Scandinavian border stores and inflight markets.

Meanwhile, an increasing demand for air travel from Asia, particularly China,

to Europe is apparent from the emergence of direct

routes in recent years. The development of Finnair’s routes to the East, providing the “shortest route between Asia and Europe” has meant the region has seen an influx of travel-lers from high-spending nationalities such

as Chinese and Japanese travellers via the gateway of Helsinki.

The 2017 DFNI conference: Expand-ing Horizons features a top line-up of speakers who will discuss how to drive sales from European and Asian travel-lers alike, tackle the various challenges in conducting business in the region, update delegates on the latest con-sumer insight research and regulatory movements and learn from retailers’ and brands' experience in the region.

In addition, DFNI and our partners will host excellent networking and social events including a welcoming cocktail, gala-dinner and tour of medieval Tallinn, where you will experi-ence the city’s history and culture.

This event would not be possible without the wisdom of our expert speakers and support of our sponsors. I would like to thank everyone taking to the stage and sharing their insight and our sponsors Riga International Airport, Tito’s Handmade Vodka, Oris, JTI, Baltona Duty Free, Liviko, Perfetti Van Melle, Mondelez International, Infinity, Champagne Lanson and Lambretta Watches.

I am sure you will find this a reward-ing and enjoyable event and look forward to learning about the Baltic and Scandinavian’s buoyant travel-retail market.

Kapila GohelEditor

Duty-Free News International

4 www.DFNIonline.com#DFNIExpanding Horizons@DFNI

AGENDA 8:30 Registration & Coffee

9:00 Welcome and introduction • Kapila Gohel, Editor, DFNI

9:05 • Keynote: Janek Stalmeister, CEO, Tallink

9:30 Travel and tourism in the region • Ott Sarapuu, Estonia Tourist Board • Jerome Goldberg, ForwardKeys

10:00 Case study: Tallinn Airport authority As the conference’s host city’s Tallinn Airport

(Tallinna Lennujaam) prepares for a new retail concession, representatives from the airport and its partners speak of opportunities ahead.

• Eero Pärgmäe, Tallinn Airport Chief CommercialOfficer • Nick Taylor, The Design Solution

• Baltona speaker TBC

11:00 Understanding regional passenger behaviour M1ndset Travel Retail Research Director Clara

Pérez Perucchi presents exclusive research on Scandinavian & Baltic duty-free shoppers, with a particular focus on the ferries channel.

11:30 COFFEE BREAK

12:00 Realisation of a strong partnership: Riga Airport and ATU Duty Free

Riga Airport has embarked on an ambitious transformation, developing and expanding its operational facilities to service regional growth, while its commercial offer is being redesigned in partnership with master concessionaire ATU Duty Free. Riga Airport Director of Commercial department Arturs Saveljevs & ATU Duty Free Chief StrategyOfficer-Strategy&BusinessDevelopment Ahmet Kotehne discuss this transformation.

12:50 Burning issues ETRC Deputy Secretary General Julie Lassainge

discusses navigating threats to the regional travel-retail industry from the WHO, terrorism, regulation and other factors.

13:15 LUNCH Sponsored by

14:30 Panel: Maxing out on the new Asian traveller

Scandinavia and the Baltics have become a new gateway beween East and West resulting in an influx of travellers from Asia. The session will include exclusive research into The Asian traveller in the region and the experiences of travel-retail brands and experts.

• Ahn Sang Joon, Bangalore International Airport Vice President

• Garry Stasiulevicuis, Counter Intelligence Retail President • Mr. Matthias Attila Klute, Oriental General TradingCo-founder

16:00 COFFEE BREAK

16:30 Crafting innovation in the product offer Redefining the travel-retail value proposition

from price and product to experience via local specialities, craft and new categories.

• Tito’s Handmade Vodka Managing Director International John McDonnell

• Viking Line Purchasing and Sales Manager Beauty&Fashion Eva Rehnström offer brand and retailer perspectives.

17:30 END OF DAY ONE

CONFERENCE DAY 1: TUESDAY JUNE 20

CONFERENCE DAY 2: WEDNESDAY JUNE 21

9:00 COFFEE & NETWORKING

9:30 Keynote: Finavia Senior Vice President and Helsinki Airport Director Ville Haapasaari

The development of Helsinki as a hub providing the “shortest route between Asia and Europe” has introduced a lucrative passenger mix to the Baltics and Scandinavia, to the benefit of travel retailers and brands alike. Finavia Senior Vice President and Helsinki Airport Director Ville Haapasaari highlights this achievement.

10:00 Lithuanian airports accelerate into the future 2017 is set to be an exciting year for Lithuanian

airports, which is set to reveal its first walkthrough concept at Kaunas Airport in June with Gebr Heinemann, and launch a new tender for 1200sq m duty free concession in Vilnius Airport in September. Lithuanian Airports Head of Non-aviation Services Justinas Stepšys outlines its plans.

10:30 Harnessingtheinflightappeal With the growth of hybrid carrier airBaltic, which

last year achieved +10% passenger growth and is set to accelerate that to +16% in 2017, has propelled Riga, Latvia as the aviation hub of the Baltics. With routes set to further expand, airBaltic Senior Vice President E-Commerce, Sales & Marketing Jouni Juhani Oksanen outlines its inflight commercial successes and plans.

11:00 COFFEE BREAK

11:30 Supplier and brand panel discussion Navigating the challenges and opportunities

of growing a brand in the Baltic and Scandinavian region and driving sales to an evolving customer base.

• Peter Rasmussen, Export Director at Liviko • Dmitry Schipakov, Regional Sales Director –

Travel Retail, Swarovski • Ailing Seah-Langeland, Regional Sales Director

LL International

12:30 Riding the evolution of Nordic travel-retail growth

The Nordic region experienced strong passenger growth in countries such as Sweden and Finland in 2016. With further growth expected this year, Dufry Group leverages on its 15 years in the region and is primed to capitalise. Dufry Director of Business Development for Division (UK, Central & Eastern Europe) Fernando Pérez-Peña discusses opportunities within the increasing passenger mix – from the strong Nordic traveller base to Asian and Russian passengers.

13:00 A sense of place Bringing brand and environment to life through

design. Jordan Design Managing Director Ben Jordan presents the dynamics of creating a sense of place in travel-retail, with examples from brands and stores at airports and on ferry and cruise terminals.

13:30 Creating a digital marketplace in travel-retail FLIO CEO Stephan Uhrenbacher considers how

airports, airlines, retailers and brands can leverage digital to increase revenues and communicate with travellers from the beginning to the end of their journey.

14:00 Closing remarks • Kapila Gohel, Editor, DFNI

14:10 LUNCH

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SPEAKERS

Ahmet Kotehne, Chief Strategy Officer of ATU Duty Free, has been with the company since 2006. Previously he was the Deputy General Manager in charge of Operation Units.He graduated from Radford University with a double degree and holds an MBA from the same school. He has previously worked at AT&T, Garanti Bank Luxem-bourg, Mezun.com.

Chief Strategy OfficerATU Duty Free

Ahmet Kotehne

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Senior Vice President E-Commerce, Sales & MarketingAirBaltic Corporation

Jouni Juhani Oksanen

Jouni has a strong experience and proven record of success of business management, digital strategy creation, sales, product, project/program and operations management on highly international environment. He has worked on customer interface in many different levels, from engineers to VPs to CTOs, in B2B and B2C environments.

Garry Stasiulevicuis is the President of travel-retail analyst, researcher and category development company Counter Intelligence Retail, formed after extensive experience working for leading retailers and brand owners. CiR provides industry analysis and intelligence, global traveller statistics, market, shopper and consumer re-search, EPOS data handling, advanced category management and retail design and execution.

PresidentCounter Intelligence Retail (An NDP Group company)

Garry Stasiulevicuis

Ahn is chief marketer of Olldu, which provides a digital platform for global duty-free shoppers, retailers and brands. Its mission is connecting the discon-nected shopping experience and providing duty-free customized market-ing tools. Previously Ahn worked with leading airports in Asia and the Middle-East. Especially he had taken leading roles in commercial development and travel-retail.

Ahn Sang JoonVice PresidentBangalore International Airport

Fernando Pérez-Peña is Dufry Business Development Director – UK, Central and Eastern Europe and has held the role since January 2016 when he returned to London from Spain following Dufry’s ac-quisition of World Duty Free Group.Involved with the duty-free sector since 1999 when he joined Aldeasa, Pérez-Peña held various director roles for Aldeasa and World Duty Free Group be-tween 2005 and 2014.

Fernando Pérez-PeñaDirector of Business DevelopmentDufry

Kapila Gohel is Editor of Duty-Free News International (DFNI), the leading monthly subscription-based news publication for the global travel-retail industry. She joined DFNI in 2013 as Digital and Deputy Editor responsible for covering the global duty-free industry and the magazine’s online counterpart DFNIonline.com. In 2014, she successfully oversaw the re-launch of DFNIonline.com.

Kapila GohelEditorDuty-Free News International (DFNI)

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Jérôme Goldberg is Global Retail and Travel Retail Division Director at ForwardKeys, which helps companies operating in the travel ecosystem with real-time, global analytics. He also manages JMG-Research, a competi-tive intelligence consulting company, working on ad-hoc analysis, as well as annual syndicated research on traveller behaviours.He has an MA in Marketing and a BA in Management.

Global Retail & Travel Retail Division DirectorForwardKeys

Jérôme Goldberg

#DFNIExpanding Horizons@DFNI

SPEAKERS

Managing DirectorJordan Design Ltd

Ben Jordan

Jordan Design Managing Director Ben Jordan founded his design agency in 1994. It specialises in premium and luxury brands in the duty-free sector. Clients include Edrington, Beam Global, Whyte & Mackay, Diageo, Heineken and JTI. Recent projects in the Baltic region include a shop-in-shop for Highland Park, The Macallan and Famous Grouse at Scandlines’ Puttgarden Bordershop.

John McDonnell began his career at Joseph E. Seagram & Sons in domestic and global sales and marketing. In January 2005 he joined Patrón as Chief Operating Officer and he is now Managing Director International at Tito’s Handmade Vodka, which in just two years has grown to 100 international locations.

Managing DirectorInternationalFifth Generation Inc, home of Tito's Handmade Vodka

John McDonnell

Stephan Uhrenbacher is the founder and CEO of FLIO, the global airport app which was launched in 2015.Previously Stephan founded Qype which he built into Europe’s largest local review website, first as CEO then on the board of directors until Qype was acquired by Yelp in 2012. He founded several other internet companies such as the short-term lettings platform 9flats.com and Germany’s leading eco-market place avocadostore.de.

Founder & CEO FLIO The Global Airport App

Stephan Uhrenbacher

Since July 2012 Ville Haapasaari has been Finavia Airport Director at Helsinki Airport. For the previous two years he was line manager at Finnlines HansaLink, and prior to that he was Baltic Sea Liner Services Vice President. He graduated in forestry at the University of Helsinki.

SVP, Airport DirectorFinavia Corp.

Ville Haapasaari

Julie Lassaigne joined ETRC in 2013 where she is responsible for managing some of the key challenges affecting the duty-free and travel-retail sector including product information to consumers, alcohol policy, air passen-ger rights and transport security. Based in Brussels, Julie is the representative of ETRC with EU institutions and key partners.

Julie LassaigneDeputy Secretary GeneralEuropean Travel Retail Confederation (ETRC)

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Head of Non-aviation Services at Lithuanian Airports for the past three years, Justinas Stepsys was previously Head of Non-aviation Services unit at Vilnius Airport. He has a project man-agement diploma from IATA Training & Development Institute, a master’s degree in real estate management and a degree in civil engineering.

Justinas StepsysHead of Non-aviation ServicesLithuanian Airports

Since finishing his military career in 1995 Peter has been working with international wine and spirits companies, among others Altia OY – Finland, Marie Brizard W & S – France, Spirit France - France and now in AS Liviko – Estonia. Based in Tallinn and managing Liviko Export together with rest of the dynamic export team.

Peter RasmussenExport DirectorLiviko AS

#DFNIExpanding Horizons@DFNI

Arturs Saveljevs is Director of the Commercial department at RIGA International Airport. He assumed this role in September 2007 and is responsi-ble for the airport’s non-aviation commercial activities.Arturs began his aviation career in 2003 when he joined RIGA International Airport Operations. In 2005, he was appointed the Non-Aviation Marketing Manager and later the Director of the marketing department.

Arturs SaveljevsDirector of Commercial DepartmentRIGA International Airport SJSC

Dmitry Shchipakov joined Swarovski in 2004. Now Regional Sales Director he assumes the full responsibility for a customer portfolio that comprises the world's leading travel-retail operators and the biggest independent partners of Swarovski's consumer goods business ranging from companies listed on stock exchange to local jewellery chain stores.

Dmitry SchipakovRegional Sales Director Travel RetailSwarovski

Clara leads the team of analysts working on travel-retail research projects at m1nd-set, and manages m1nd-set’s consultancy work for global clients from various categories in travel-retail, as well as industry associations and several leading retailers. She has often been invited to speak and share m1nd-set’s insights on the global traveller and shopper at various industry conferences.

Clara Pérez PerucchiTravel Retail Research Directorm1nd-set SA

Matthias A. Klute is the Co-Founder of Oriental Group, established in the 1997 with head offices in Dubai, U.A.E.The family-owned diversified business sets its focal point on creating & producing high quality private tobacco brands for the world market. Having an extensive experience in catering tailor-made brand concepts to a growing universal client base, Oriental Group also entered the duty-free business segment by having commenced its own Duty Free Shops operations in Central and East Asia.

Co-FounderOriental General Trading

Matthias Attila Klute

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SPEAKERS

Ott Sarapuu studied economy and journalism at Tartu University, Estonia. Since 2009 he has been responsible for the exhibition of Seaplane Harbour and for development projects at Estonian Maritime Museum.In 2014 he joined Estonian Tourist Board. His responsibilities include brand management, marketing campaigns, media relations and press visits, digital marketing.

Marketing DirectorVisit Estonia/Estonian Tourist Board

Ott Sarapuu

Current: Purchasing and Sales Manager Beauty & Fashion at Viking Line Abp• Started at Viking Line as Shop & Concept Developer • Then moved into the Beauty category as Category Manager Beauty• Chairperson at Nordic Travel Retail Group since 2015• Prev. Member of the Board • University Degree: Master of Science from Helsinki School of Economics

Eva RehnströmPurchasing and Sales Manager Beauty & Fashion Viking Line Abp

Executive Director (design) at The Design Solution, Nick has 20 years’ experience in the design of major global retail projects and has undertaken work for DAA, Dufry & King Power (Thailand). He has worked with brands including Hennessey, Remy and JTI on airport duty-free projects, and has thus gained a thorough understanding of their de-mands and latest merchandising concepts.

Executive Director (Design)The Design Solution

Nick Taylor

A graduate of the University of Tartu in Estonia, Eero Pärgmäe has been Chief Commercial Officer at Tallinn Airport since November 2015. Prior to this he was Development Manager at Tallinn Science Park Technopol which followed eight years as Deputy Secretary General for transport at the Ministry for Economic Affairs and Communications for Estonia. Previous to this, at Enterprise Estonia, which promotes business and regional policy in Estonia.

Eero PärgmäeChief Commercial OfficerTallinna Lennujaam AS

Drinks ReceptionMonday 19 June 201719:00, Conference Centre Foyer & TerraceTallink Spa and Conference Hotel

Gala DinnerTuesday 20 June 201719:00, Energy Discovery Centre,Tallinn

Liviko Brewery & City TourThursday 22 June 2017Departing at 9:30am fromTallink Spa and Conference Hotel

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