Day 1 – Thursday 6th May 2004

0900

 

Coffee and Welcome

0930

 

Norman Buckberry

Introduction and Pulse of the Industry

Please come prepared to share your current hot topics, and to give a quick summary of the state of your business, and the key issues you face today. This session is intended to help introduce everyone, and help with networking during the event, as individuals explain what their key interests are. It will also help to identify potential topics for future conferences.

1100   

 

Coffee

1130 Phil Lawman
Hewlett Packard

P & L Analysis and Understanding the “buttons and levers”

This session will enable you to see how the cost of running your training business compares to other training companies. We will review the cost of instructors, classrooms, equipment, courseware, sales and marketing as a percentage of your revenue and discuss why these vary from company to company highlighting  what the "buttons are that you can press" and the "levers are that you can pull" to impact the overall profitability of your training business.

1230  

Lunch

1315   

Phil Lawman
Hewlett Packard

Fixed versus Variable delivery costs

Several years ago most of our training delivery costs were fixed. However, over the last three years there has been a significant reduction in people attending face to face classroom training and in order to maintain an acceptable level of profitability we have all had to look at replacing many of our fixed costs with variable costs that we only incur when we run a course. This session will review exactly what options are available and the pro’s and con’s of doing this.

1500  

Tea

1530 Simon Maskrey,
SUN

Outsourcing

A new business model option developing is to "outsource". A guest speaker from Accenture Leaning Services, a leading outsourcing provider, will address the business rationale and benefits of outsourcing. Sun Microsystems, who have recently implemented such a model, will speak to the reasons for doing so and why they chose Accenture.

1700   

 

Close

 

 

Evening social event

Dinner on Amsterdam Canal Boat

 

 

Day 2 – Friday 7th May 2004

0900  

Norman Buckberry

Impact of e-Learning on the P&L

Looking at costs and possible financial models involved in offering of e-learning: e-learning, cost and overheads factors; Components and configurations, who's paying for what; Content versus courses; Outsourcing options; Blended models

1030

 

Coffee

1045

Simon Maskrey,
SUN

Using indirect sales models to increase sales

Using a 3rd party training channel is a common business model in the IT industry. Does it enable you to increase sales? And if it affect volumes, how does it affect the bottom line? What are the financial and P&L implications, the pros and cons, of making the decision to use this route to train your customer base?

1245  

 

Lunch

1315

Lisa Clark
SAP

 

Pricing Models – public scheduled, last minute, discounted, on site

In this session we shalll be discussing the different ways in which we price both public scheduled and tailored training.  We will explore the “airline pricing model” and how it could fit our business as well as sharing any other discounting approaches which we currently apply.

1515 All

Annual General Meeting, Coffee and Planning the Next Conference

1600

 

Close

6-7 May 2004

Hewlett Packard

Amstelveen, Netherlands