AIRC 5th Annual Conference Program

AIRC

American International Recruitment Council

5th Annual Conference Shaping the International Recruitment Industry: Planning Today for Tomorrow

December 4-7, 2013 Marriott Biscayne Bay Hotel Miami, Florida, USA

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www.airc-education.org

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Conference Welcome Dear Conference Participants: It is with great pleasure that I welcome you to AIRC’s 5th Annual Conference - focused solely on the complex issues of international student recruitment. AIRC’s conference is unique - participants enjoy the many opportunities to expand and share their knowledge, skills, and strategies as much as they appreciate the multiple networking opportunities with fellow recruitment professionals from around the world. In the past five years, our premier annual event has significantly grown in size, scope, sophistication, and participant value.

This is a particularly exciting time in the international student recruitment arena. We are pleased to continue working with our colleagues in safeguarding the interests of students and institutions, as well as ensuring ethical standards and best practices in international recruitment.

We also wish to express our appreciation to Mary Marquez Bell, AIRC’s Vice President and Treasurer, for all of her work and guidance throughout the conference planning process and for her contribution of AIRC member pins.

Thank you for joining us.

John Deupree Executive Director

AIRC Wishes to Thank Our Corporate and Conference Sponsors for Their Generous Support AIRC Corporate Sponsors

ICEF Object Next Software/BPO Intelligence Pay to Study Intead i-graduate AIRC Conference Sponsors ICEF - Thursday Reception AIR Concepts - Friday Reception ELS Language Centers - Friday Lunch StudyLink - Conference Wireless INTO - Hosted Breakfast Shinyway International - Conference Notebooks

California Lutheran University - Conference Program Marconis Institute - Conference Program SIEC India - Conference Program University of Windsor - Conference Program Saint Peter’s University – Bag Insert Ustudy - Bag Insert

The Conference Schedule and Participant list can be found at www.airc-education.org/conf or by scanning the QR Code below. Presentations will be posted to this site following the conference.

AIRC Agency Certification Standards Standard 1: Organizational Effectiveness • Mission and Purpose, Long-Term Planning • Governance and Ownership • Management, Hiring, Evaluation and Training Processes Range of Business Offerings and Offices • Sustainability, Fee and Refund Policies, Handling of Student Financial Aid Standard 2: Integrity of Recruitment Process • Training and Knowledge of U.S. Education • Truth in Advertising and Marketing • Respect for Intellectual Property • Staying Current with U.S. Immigration Regulations • Keeping Updated on Institutional Offerings • Accountability for Agents and Sub-Agents Standard 3: Student and Family Engagement Pre- and Post-Enrollment • Written Student Services Contract • Confidentiality of Records • Communication with Family and Handling of Legal Minors • Deliverable Promises and Guarantees • Awareness of U.S. Non-Discrimination Laws • 3-Year Record Keeping and Surveying Students

Standard 4: Institutional Engagement Pre- and Post-Recruitment • Written Institutional Contract • Regular Contact with Partners • Confidentiality of Records • Authenticity of Documents • Surveying Clients • 3-Year Record Keeping

Standard 5: Complaints Process • Mechanism for Complaints • Response to Complaints

AIRC Institutional Best Practice Guidelines • • • •

Commitment to Proper Student Support Services Accuracy in Marketing Information Transparent Student Recruitment Practices Engaged and Strategic Agent Management

AIRC LEADERSHIP AIRC Board of Directors Stephen Foster, Chair & President Wright State University Mary Marquez Bell, Vice President & Treasurer SUNY College at Old Westbury John Pomeroy, Secretary, SUNY University at Albany Ross Jennings, Green River Community College Mark Lucas, iae GLOBAL Network Norman Peterson, Montana State University Wang Wei, Wiseway Global Ex-Officio Members Barry Bannister, Chair, Certification Board Green River Community College John Deupree, Executive Director, AIRC AIRC Certification Board Barry Bannister, Chair Green River Community College Derrick Alex, Pacific University George Beers, Foothill and De Anza Colleges George Burke, Cleveland State University Geraldine de Berly, Syracuse University Sophia Iliakis Doherty, Peninsula College Carol Mandzik, The University of Maine Josep Rota, Ohio University Marcelo Siles, Old Dominion University Joseph Ugras, LaSalle University AIRC Staff John Deupree, Executive Director Jennifer Wright, Associate Director, Certification & Operations Melody Buckholt, Member Support Coordinator Judy Irwin, Senior Outreach Specialist Chris Telling, Technology Officer

AIRC’s Mission The American International Recruitment Council works to safeguard the interests of both international students and enrolling institutions through the promotion of ethical, standards-based international recruitment strategies. www.airc-education.org

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Wednesday, December 4, 2013 AIRC Conference Schedule at a Glance—Wednesday TIME

EVENT

ROOM

8:30 a.m. - 7:00 p.m.

Registration Open

Grand Ballroom Foyer

8:30 - 12:30 p.m.

External Reviewer Training 9:00 a.m. - 5:00 p.m. Pre-Conference Workshop: Implementing an International Strategic Recruitment Plan for U.S. Educational Institutions Pre-Conference Workshop: 2:30 - 5:00 p.m.

All Hands on Deck: Preparing Your Institution to Better Serve International Students Pre-Conference Workshop: 2:30 - 5:00 p.m.

Sharing Best Practices for Agents Approaching Institutional Partners

Salon B

5:15 - 6:00 p.m.

Salon K

Orientation to AIRC

Salons G,H,J

Salon A

Salon C

PRE-CONFERENCE PROGRAM PRE-CONFERENCE WORKSHOPS Pre-registration required

9:00 a.m. - 5:00 p.m.

Implementing an International Strategic Recruitment Plan for U.S. Educational Institutions Target Audience: Educators Salons G,H,J Mary Marquez Bell, SUNY College at Old Westbury Kirsten Feddersen, State University of New York Krista Northup, State University of New York 2:30 - 5:00 p.m.

All Hands on Deck: Preparing Your Institution to Better Serve International Students Target Audience: Educators Salon A David L. Di Maria, Kent State University David Bushey, IDP Sharing Best Practices for Agents Approaching Institutional Partners Target Audience: AIRC Certified Agents Salon C Sophia Iliakis Doherty, Peninsula College Hilka Leicht, IEC – International Education for Global Minds Carol Mandzik, The University of Maine 2

AIRC FIFTH ANNUAL CONFERENCE December 4-7, 2013

5:15 - 6:00 p.m.

Orientation to AIRC Salon K This session is an opportunity to learn about AIRC’s governance and operation, leadership opportunities, and special services.

Stephen Foster, AIRC Chair and President Wright State University John Deupree, AIRC Jennifer Wright, AIRC AIRC Board Members

Conference Presenters Jean-Marc Alberola, President, Bridge-Language & Education Abroad David Anderson, Vice President, ELS Language Centers Markus Badde, Chief Executive Officer, ICEF George Beers, Dean of International Programs, Foothill and De Anza Colleges Mary Marquez Bell, Vice President for Enrollment Services, SUNY College at Old Westbury Gary Bergman, President, College Study US Ian Bushell, Director, Mentor International David Bushey, Manager of University Relations, IDP Ian Cann, Business Development Manager, ICEF Ron Cushing, Director of International Services, University of Cincinnati Geraldine de Berly, Senior Associate Dean, Syracuse University John Deupree, Executive Director, AIRC David L. di Maria, Director, International Programs and Services, Kent State University Sophia Iliakis Doherty, Director, International Student & Faculty Services, Peninsula College Tony Edson, Principal, SAEdson Consultants Kirsten Feddersen, Manager of International Recruitment, State University of New York Travis Feldler, Business Development Manager, Object Next Software Jose Flores, Senior Partner, Licas Yosiat Gimbernard, Business Development Manager, BPO Intelligence John Green, University Account Manager, IDP Bryan Gross, Associate Vice President of Enrollment Management, St. John’s University May Heriza, Agent Partnership Manager, Montana State University Paul Hofmann, California State University – Fresno Michelle Hsu, President, International Academic Alliance Ross Jennings, Vice President of International Programs, Green River Community College Palle Steen Jensen, General Manager and Edupreneur, EDU Jeet Joshee, Associate Vice President, International Education, Dean, College of Continuing and Professional Education, California State University - Long Beach Richard Keating, Vice President, Strategic Initiatives, Western New England University

Hilka Leicht, Managing Director and Owner, IEC – International Education for Global Minds Mitch Leventhal, Vice Chancellor for Global Affairs, State University of New York Ambassador César Bustamante Llosa, Consul General of Peru in Miami Jing Luan, Vice Chancellor, Educational Services & Planning, San Mateo Community College District Mark Lucas, Chief Executive Officer, iae GLOBAL Network Carol Mandzik, Manager of MBA Programs, Executive Education & Internships, The University of Maine Krista Northup, Director of International Recruitment, State University of New York Norman Peterson, Vice Provost for International Education, Montana State University Eduardo Rivadeneria, Consul General of Ecuador in Miami David Shi, Chief Executive Officer, EduGlobal Natalie Steck, Director – Americas and UK/Europe, OCA Group Kristen Summers, Assistant Director, International Recruitment & Admissions, Kent State University Ambassador Miguel Talento, Consul General of the Republic of Argentina in Miami Joe Ugras, Associate Provost, LaSalle University Lorena Sánchez Urpi, Consul General of Costa Rica in Miami Barry Ward, Vice President of Enrollment Management, Marymount California University Michael Waxman-Lenz, Chief Executive Officer, Intead Wang Wei, Chairman, Wiseway International Xiaoying (Jane) Wang, Recruitment & International Support Specialist, University of Cincinnati Jon Weller, Director, International Admissions, University of Cincinnati Eddie West, Director of International Initiatives, NACAC Helise Winters, Dean of Regional Education, SUNY College at New Paltz Pia Wood, Associate Provost, University of Tennessee Jennifer Wright, Associate Director, Certification and Operations, AIRC Abhijit Zaveri, Managing Director, Career Mosaic

www.airc-education.org

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Thursday, December 5, 2013 AIRC Conference Schedule at a Glance—Thursday

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TIME

EVENT

ROOM

8:00 a.m. - 5:00 p.m.

Registration Open

Grand Ballroom Foyer

9:30 - 11:45 a.m.

Opening Plenary Conference Welcome Reflections: AIRC’s First Five Years AIRC Annual Meeting

Salons E,F

11:45 a.m. – 1:00 p.m.

Networking Lunch

Terrace

1:15 – 1:45 p.m.

Plenary Setting the Stage: Findings from the 2013 ICEF Agent Barometer

Salons E,F

2:00 – 3:15 p.m.

Concurrent Sessions & Discussions • Making Your Voice Heard in a Crowded Room: Exploring Various Communication Tools to Keep Your Partners Engaged • Enrolling and Supporting Chinese Undergraduate Students • NACAC Commission Report Review

3:15 - 3:45 p.m.

Coffee Break - Network with Agencies and Sponsors

3:45 - 5:00 p.m.

Concurrent Sessions & Discussions • Thinking of Hosting a Pathway Program at Your Institution?

Do’s, Don’ts, and Other Considerations • Recruit Europe: An Insight into Recruiting Students from Scandinavia, Germany, and Hungary • Discussion: Institutional and Agency Joint Accountability: Four Case Studies - Part One

Salons A,B Salons C,D Salons G,H,J Salons E,F

Salons C,D Salons G,H,J Salons A,B

5:00 - 6:00 p.m.

Network with Agencies and Sponsors

Salons E,F

6:00 - 7:30 p.m.

Reception Sponsored by ICEF

Bayview

AIRC FIFTH ANNUAL CONFERENCE December 4-7, 2013

CONFERENCE PROGRAM PLENARIES OPENING PLENARY

9:30 - 11:45 a.m.

Opening Plenary Salons E,F 9:30 - 9:45 a.m.

Conference Welcome An overview of the program and logistics Introduction of special guests.

John Deupree, AIRC 9:45 - 10:30 a.m.

Reflections: AIRC’s First Five Years The history of AIRC is critical to understanding and appreciating AIRC’s dynamic growth. Four individuals integral to the creation of AIRC since its inception in 2008 will discuss the organization’s creation, progress, and future prospects.

Mitch Leventhal, State University of New York Markus Badde, ICEF George Burke, Cleveland State University David Shi, EduGlobal 10:30 - 11:45 a.m.

AIRC Annual Meeting • President’s Report • Introduction of New Board Members • Executive Director’s Report • Marjorie Peace Lenn Awardee • NACAC Decision-Next Steps • Member Questions and Answers Stephen Foster, AIRC Chair and President Wright State University John Deupree, AIRC Norman Peterson, Montana State University 11:45 a.m. - 1:00 p.m.

Networking Lunch Terrace

1:15 - 1:45 p.m.

Plenary: Setting the Stage: Findings from the 2013 ICEF Agent Barometer Salons E,F The ICEF agent barometer provides insight into market and placement patterns over time. Findings from the 2013 agent barometer will be presented which focus on how projected student mobility patterns, external factors, visa factors, etc. are impacting agent opinions and student recruitment broadly. The insights from this session will be critical to shaping the conversations which are occurring over the following two days.

Markus Badde, ICEF

CONCURRENT SESSIONS AND DISCUSSIONS Program Note: AIRC has adopted a discussion format for certain conference sessions. In the sessions marked “discussion,” instead of a formal presentation, participants will discuss key questions posed by the moderators. The findings of these sessions may be integrated into AIRC resource tools.

2:00 - 3:15 p.m.

Making Your Voice Heard in a Crowded Room: Exploring Various Communication Tools to Keep Your Partners Engaged Target Audience: Agents and Educators Salons A,B Understanding your partners and their information needs is a continuous challenge in the relationship between institutions and their agents. This session will explore the use of websites and other communication tools for keeping stakeholders updated and making sure that the right type and amount of information is provided in a way that targets your key audience. Keeping in mind there are various layers in each organization, how can agencies and campuses alike effectively communicate to their partners and key audience groups using websites and other communication methods? Participants will be led through Thursday Session descriptions continued on following page www.airc-education.org

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Thursday, December 5, 2013 continued 2:00 - 3:15 p.m. continued a case study of a U.S. university which recently launched an agent training website; additional examples of best practice communication tools will be provided. Agency representatives will provide feedback to institutional initiatives and best practice examples.

Kirsten Feddersen, State University of New York Krista Northup, State University of New York Wang Wei, Wiseway Global Enrolling and Supporting Chinese Undergraduate Students Target Audience: Educators Salons C,D China continues to be the top sending country of foreign students. This includes sending the largest share of undergraduate students - the most coveted students by most American universities. Many believe that the peak of Chinese enrollment has not been reached and competition amongst American, Australian, British, Canadian (and other) universities continually increases.

Additionally, the rapid enrollment increase of students from China presents many universities with student support and cultural acclimation issues after the students enroll. This session will cover a wide range of issues regarding Chinese student enrollment, including recent recruitment market developments in China and the University of Cincinnati serving as a case study of both Chinese enrollment success and student support initiatives.

David Shi, EduGlobal Xiaoying ( Jane) Wang, University of Cincinnati Jon Weller, University of Cincinnati NACAC Commission Report Review Target Audience: Agents and Educators Salons G,H,J Members of the NACAC Commission on International Recruitment and NACAC staff will review history of the NACAC Commission Report and subsequent changes to the

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AIRC FIFTH ANNUAL CONFERENCE December 4-7, 2013

Statement of Principles of Good Practice. Ample time will be provided for questions.

Questions covered will include: • What exactly was the NACAC Commission and what were its findings?

• What are the likely implications of the revised Statement of Principles of Good Practice?

• What are take away lessons for both agencies and institutions?

Ross Jennings, Green River Community College Norman Peterson, Montana State University Eddie West, NACAC

3:15 - 3:45 p.m.

Coffee Break - Network with Agencies and Sponsors Salons E,F 3:45 - 5:00 p.m.

Thinking of Hosting a Pathway Program at Your Institution? Do’s, Don’ts, and Other Considerations Target Audience: Educators Salons C,D Engaging with a pathway provider is increasingly attractive to a range of institutions which have reason to believe a private provider may have greater flexibility to manage both marketing and student intake than institutional constraints allow.

This session will explore such questions as: • What are the attributes of institutions which are best suited for pathway partnerships?

• What are different pathway models?

• How do institutions choose between providers?

• How do you get buy in from institutional leadership?

• What are the legal and financial considerations?

Jose Flores, Licas Barry Ward, Marymount California University

Recruit Europe: An Insight into Recruiting Students from Scandinavia, Germany, and Hungary Target Audience: Educators Salons G,H,J In most European countries, higher education is free of charge or tuition fees are paid by a governmental loan scheme. Still, European students are globetrotters and form an important market for universities world-wide. They contribute to quality and diversity amongst international students on campus. However, European students are price sensitive and have certain needs and restrictions, which should influence a university’s regional recruitment strategy.

This session will give an introduction to the type of student that a U.S. university can expect to recruit from Denmark, Germany, Hungary, Norway and Sweden.

Presenters will encourage reflection on the brand, study locations, and programs that suit the European market.

Palle Steen Jensen, EDU Hilka Leicht, IEC – International Education for Global Minds

Discussion: Institutional and Agency Joint Accountability: Four Case Studies-Part One Target Audience: Agents and Educators Salons A,B AIRC is focused on helping its members develop best practices surrounding the core values of accountability, integrity, and transparency. This discussion focuses on four issues of concern to members.

Participants will consider the following questions: • Whose responsibility is it to ensure that the agency representative understands and properly represents institution expectations?

• What are the responsibilities of sub agents to the student and institution?

• Who is ultimately responsible for ensuring student success?

• What assessment mechanisms can be effective in measuring agency performance?

Gary Bergman, College Study US Bryan Gross, St. John’s University Richard Keating, Western New England University

5:00 - 6:00 p.m.

Network with Agencies and Sponsors Salons E,F

6:00 - 7:30 p.m.

Reception Sponsored by ICEF: The Global Leader in Connecting International Educators with Qualified Agents Bayview Drinks and light appetizers

www.airc-education.org

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Friday, December 6, 2013 AIRC Conference Schedule at a Glance—Friday TIME

EVENT

9:00 - 10:15 a.m.

Concurrent Sessions & Discussions • Closing the Loop: Funding Comprehensive Internationalization through Inbound Recruitment – A Performance-Based Reinvestment Model • Recruiting in Latin America • Discussion: Identifying Best Practices for Agency Collaboration with Sub-Agents (Agency Representatives Only)

10:15 -10:45 a.m.

Coffee Break - Network with Agencies and Sponsors

10:45 a.m. - 12:00 p.m.

Concurrent Sessions & Discussions • A Conversation About Higher Education in Selected South American Countries • Maximizing the University-Agent Relationship • Discussion: Working Together to Eliminate Document Fraud

12:00 - 1:30 p.m.

Luncheon Sponsored by ELS Language Centers

ROOM

Salons G,H,J

Salons A,B Salons C,D Salons E,F Salons G,H,J Salons A,B Salons C,D Salons E,F

Recognition of Agencies Certified in 2013 Concurrent Sessions & Discussions • Helping Agencies Match Expectations and Realities • Marketing to the Digital Generation • A Systems Approach to International Enrollment Management

Salons A,B Salons G,H,J Salons C,D

3:00 - 3:30 p.m.

Coffee Break - Network with Agencies and Sponsors

Salons E,F

3:30 - 4:45 p.m.

Concurrent Sessions & Discussions • Everything You Wanted to Know About U.S. Consular Offices But Salons A,B Were Afraid to Ask • Preparing Chinese Students: Articulating Pathway Programs for Salons G,H,J U.S. Bachelor’s and Master’s Degrees • Integrating AIRC Standards into Agency-Based International Salons C,D Recruitment

6:00 - 9:00 p.m.

Reception Sponsored by Air Concepts

1:45 - 3:00 p.m.

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AIRC FIFTH ANNUAL CONFERENCE December 4-7, 2013

Sunset Harbour Yacht Club 1928 Sunset Harbour Drive Miami Beach, FL 33139

9:00 - 10:15 a.m.

Closing the Loop: Funding Comprehensive Internationalization through Inbound Recruitment – A Performance-based Reinvestment Model Target Audience: Educators Salons G,H,J The good news is campus internationalization is a top priority for many colleges and universities. And the bad news – not many resources are available to achieve these goals. Those charged with campus internationalization need to persuade campus leadership to adopt a new funding approach which captures revenue from enhanced international student flows and redirects it to strategic goals.

This session will present three case studies from public institutions which are intended to serve both as inspirations and templates for other universities.

Jeet Joshee, California State University - Long Beach Mitch Leventhal, State University of New York Jon Weller, University of Cincinnati Recruiting in Latin America Target Audience: Educators Salons A,B Effective recruitment in Latin America requires a diverse range of strategies which differs for recruiting into ESL and high school programs, conditional admissions programs, undergraduate and graduate programs, and large and small institutions. Presenters will offer case studies from programs and institutions which incorporate agency use and other successful approaches.

Jean-Marc Alberola, Bridge-Language & Education Abroad David Anderson, ELS Language Centers Ian Cann, ICEF

Discussion: Identifying Best Practices for Agency Collaboration with Sub-Agents Closed Session for Agents and Certification Board Members Only Salons C,D Collaboration and establishment of agent/sub-agent relationships require particular attention by both parties.

AIRC Standards allow Certified agencies to have sub-

agent relationships provided they are responsible for the procedures and actions of their sub-agents.

Participants will discuss the following questions: • What are the reasons for using sub-agents and what are the reasons for the sub-agents to work with agents?

• How do agencies select and train the sub-agents?

• What processes does an agency use to assure sub-agents comply with expectations?

• What are the pitfalls in the agent/sub-agent relationship?

• What are some important items to include in the agent/ sub-agent contract?

Gary Bergman, College Study US Mark Lucas, iae GLOBAL Network Joe Ugras, LaSalle University

10:15 - 10:45 a.m.

Coffee Break - Visit Agency and Sponsor Tables Salons E,F

10:45 a.m. - 12:00 p.m.

A Conversation About Higher Education in Selected South American Countries Target Audience: Educators Salons G,H,J Consul Generals from South American consulates based in Miami will speak about higher education, student mobility issues, government policies, and scholarships in their countries. This session will be bilingual with interpretation.

Geraldine de Berly, Syracuse University Ambassador César Bustamante Llosa, Consul General of Peru in Miami Eduardo Rivadeneria, Consul General of Ecuador in Miami Ambassador Miguel Talento, Consul General of the Republic of Argentina in Miami Lorena Sánchez Urpi, Consul General of Costa Rica in Miami

Friday Session descriptions continued on following page www.airc-education.org

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Friday, December 6, 2013 continued 10:45 a.m. - 12:00 p.m. continued Maximizing the University-Agent Relationship Target Audience: Agents and Educators Salons A,B Fresno State has undertaken a focused initiative to increase international student enrollment. The effort is a comprehensive recruitment plan that incorporates agentbased recruitment as part of a larger strategy that leverages the institution’s limited resources during times of financial constraint.

Using the case study of Fresno State, representatives from IDP Education, Intead, and the University will share and explore systematic strategies implemented to maximize the institution-agent relationship, emphasizing the synergy created by the efforts of all three entities. The session will provide a real time chronicle of Fresno State’s relationships with IDP and Intead and present measurable results.

John Green, IDP Paul Hofmann, California State University – Fresno Michael Waxman-Lenz, Intead Discussion: Working Together to Eliminate Document Fraud Target Audience: Agents and Educators Salons C,D Document fraud is frequently cited as a rationale for limiting the use of agency-based recruitment. It is also a violation of AIRC standards. Agencies state that families, high schools, and other forces all conspire to inflate student records. Critics claim that agencies accept incentive payments for placements at higher-ranking institutions and that lower ranking institutions are often so eager to get students they look the other way. Testing organizations go to great lengths to ensure score validity but testing scandals occur regularly. Who is ultimately responsible for ensuring the integrity of records?

Working groups will consider the following questions: • What Constitutes Fraud?

• What is the Role of the Agency in Preventing Fraud?

• What is the Role of the Institution in Preventing Fraud?

• What are Constraints Placed on the Sending Organization by the Local Environment?

• What are the Constraints Placed on Testing Organizations?

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AIRC FIFTH ANNUAL CONFERENCE December 4-7, 2013

• How can Institutions, Agencies, and Testing Organizations Work Together to Reduce Fraudulent Practices?

Jon Weller, University of Cincinnati Pia Wood, University of Tennessee

12:00 - 1:30 p.m.

Luncheon Sponsored by ELS Language Centers Hosted By David Andersen, Vice President, ELS

Salons E,F Recognition of Agencies Certified in 2013 Barry Bannister, Certification Board Chair Green River Community College Jennifer Wright, Associate Director, Certification and Operations, AIRC

1:45 - 3:00 p.m.

Helping Agencies Match Expectations and Realities Target Audience: Agents Salons A,B Both experienced and newer agencies operating in the U.S. face a growing market which requires a unique set of skills and strategies.

The session will cover such topics as: • Getting Contracts: The Reality of Contract Negotiations • Demographics and Drivers in the U.S. Higher Education System • Comparing and Contrasting the U.S. to Australia/U.K./ New Zealand Regarding Commission and Support • Working with Pathway Partners of Institutions • Using Technology to Overcome Institutional Marketing Deficits Ian Bushell, Mentor International Mark Lucas, iae GLOBAL Network Marketing to the Digital Generation Target Audience: Agents and Educators Salons G,H,J Students are changing, so universities have to change with them. This session looks at the changing dynamics of how

students access information and how new cross media campaigns are a game changer for student recruitment.

Travis Feldler, Object Next Software Yosiat Gimbernard, BPO Intelligence Natalie Steck, OCA Group A Systems Approach to International Enrollment Management Target Audience: Educators Salons C,D International enrollment management is one of the most important, yet misunderstood, challenges impacting higher education today. This session unravels the cognitive complexity surrounding the recruitment and retention of international students by presenting a conceptual framework for thinking about international enrollment management as a complex system comprised of interdependent parts. A case study will be presented to demonstrate how systems theory is applied to practice at one institution in an effort to realize significant increases in enrollment and improvements in retention.

David L. di Maria, Kent State University Kristen Summers, Kent State University

3:00 - 3:30 p.m.

Coffee Break - Network with Agencies and Sponsor Salons E,F 3:30 - 4:45 p.m.

Everything You Wanted to Know About U.S. Consular Offices But Were Afraid to Ask Target Audience: Agents Salons A,B Understand the inner workings of U.S. consular offices with an emphasis on building productive relations with consular officials and preparing students for visa interviews. The former head of visa services at the U.S. Department of State and a senior international student officer will lead an interactive session targeted at helping agency representatives understand the context of U.S. immigration law which drives visa decisions.

Ron Cushing, University of Cincinnati Tony Edson, SAEdson Consultants

Preparing Chinese Students: Articulating Pathway Programs for U.S. Bachelor’s and Master’s Degrees Target Audience: Educators Salons G,H,J American universities face an uphill climb to establish successful partnerships in China, particularly due to a lack of adequate resources and qualified faculty. This session will outline the roles of Chinese educational authorities (e.g., the Ministry of Education), and highlight case studies such as high school bridge programs, ESL programs, and various articulating pathway programs between American and Chinese universities for undergraduate and graduate education.

Michelle Hsu, International Academic Alliance Helise Winters, SUNY College at New Paltz Integrating AIRC Standards into Agency-Based International Recruitment Target Audience: Educators Salons C,D This session will expand upon the AIRC certification process and the AIRC Standards which are used to verify compliance for its certified agencies. For institutions considering agency partnerships, the standards can be used as a tool to preliminarily screen agents and develop contracts. For institutions that already partner with agents, the standards can be used to evaluate the ongoing partnerships. For agencies that are certified, the standards are used for continuous improvement practices.

Jennifer Wright, AIRC

6:00 - 9:00 p.m.

Reception Sponsored by Air Concepts

Sunset Harbour Yacht Club 1928 Sunset Harbour Drive Miami Beach, FL 33139 Cocktails and light appetizers

www.airc-education.org

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Saturday, December 7, 2013 AIRC Conference Schedule at a Glance—Saturday TIME

EVENT

ROOM

8:30 - 9:45 a.m.

Concurrent Sessions & Discussions • Data Driven Recruitment Planning by Lesser Known Colleges • South Asia – Best Entry and Recruitment Strategies for U.S. Institutions • Discussion: Institutional and Agency Joint Accountability: Four Case Studies - Part Two

Salons A,B Salons C,D Salons G,H,J

9:45 – 10:15 a.m.

Coffee Break - Network with Agencies and Sponsors Concurrent Sessions & Discussions • Getting Your Message to Market • Discussion: Agency-Based Recruiting: Where to Start, Where to Go? • Discussion: Transparency in International Recruitment

10:15 - 11:30 a.m.

11:30 a.m. - 12:30 p.m. Closing Plenary Conference Wrap Up : Questions, Comments, and Suggestions 12:30 p.m.

Salons A,B Salons C,D Salons G,H,J Salons E,F

Conference Ends

8:30 - 9:45 a.m.

Data Driven Recruitment Planning by Lesser Known Colleges Target Audience: Educators Salons A,B For many higher education institutions, and community colleges in particular, venturing into recruitment with no or low ranking requires targeted efforts to ensure success.

The presenter will discuss strategies and plans that are informed by data and assisted by unique approaches at a public community college that more than doubled its enrollment in two years.

Jing Luan, San Mateo Community College District South Asia – Best Entry and Recruitment Strategies for U.S. Institutions Target Audience: Educators Salons C,D What are successful recruitment strategies for American universities entering the South Asian Market, including India, Sri Lanka, Nepal, Bangladesh, Thailand and Vietnam? Topics include country dynamics, student interests in terms of study abroad preference, agent networks, setting realistic goals, success stories, and what to avoid. The presenters will also describe methods of recruiting students in the region other than using agents.

George Beers, Foothill and De Anza Colleges Abhijit Zaveri, Career Mosaic

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Salons E,F

AIRC FIFTH ANNUAL CONFERENCE December 4-7, 2013

Discussion: Institutional and Agency Joint Accountability: Four Case Studies - Part Two Target Audience: Agents and Educators Salons G,H,J AIRC is focused on helping its members develop best practices surrounding the core values of accountability, integrity, and transparency. This discussion focuses on four key questions about which members have shared their concerns.

Participants will consider the following questions: • What is Spot Admissions and When is it Acceptable?

• What are the Responsibilities for Both Institutions and Agencies in Adhering to FERPA? • Who Takes Responsibility for Students Transferring Before Commissions are Paid in Full?

• What Issues Affect the Commission Payment Process?

Ron Cushing, University of Cincinnati

9:45 - 10:15 a.m.

Coffee Break - Network with Agencies and Sponsors Salons E,F

10:15 - 11:30 a.m.

Getting Your Message to Market Target Audience: Educators Salons A,B How do leading international student recruitment institutions attract students with their promotional material? How can you achieve the same results while reducing your costs and effort? How can global distribution happen at the click of a button?

May Heriza, Montana State University Krista Northup, State University of New York Natalie Steck, OCA Group Discussion: Agency-Based Recruiting: Where to Start, Where to Go? Target Audience: Educators Salons C,D Colleges new to international student recruitment often find it daunting to figure out where to begin their efforts, given the many vendors, methods, and options to pursue.

Participants will consider the following questions: • How do you Determine Which Country to Target and Which Agencies to Use? • What Recruitment Methods Appear to Work and How Do They Vary in Each Country?

• What are Reasonable Enrollment Projections?

• How do You Demonstrate Success and ROI? Mary Marquez Bell, SUNY College at Old Westbury

Discussion: Transparency in International Recruitment Target Audience: Agents and Educators Salons G,H,J AIRC Standards call on an agency to conduct itself in a transparent manner, and NACAC calls on institutions working with agents on a commission basis to conduct themselves transparently. Yet what does it mean to act in a transparent manner? This discussion session will focus on the concept of transparency and its applicability to institutions and agencies in the process of international student recruitment.

Participants will consider the following questions: • What Does Transparency Mean in the Context of International Recruitment?

• How Does Transparency Apply to the Conduct of Agencies and Institutions?

• Is the Meaning of Transparency Relative to Cultural Norms in Different Countries?

• Are There Degrees of Transparency with Regard to International Recruitment, and, if so, What Level(s) of Transparency Apply to Recruitment Agencies and to Contracting Institutions?

• What Specifically Should be Required of Agencies and Institutions to Operate Transparently?

John Deupree, AIRC Norman Peterson, Montana State University

11:30 a.m. - 12:30 p.m.

Closing Plenary Conference Wrap Up: Questions, Comments and Suggestions Salons E,F The AIRC conference wrap up is a unique event where participants have the opportunity to ask questions and discuss issues which have arisen during the conference.

John Deupree, AIRC Stephen Foster, Wright State University 12:30 p.m.

Conference Ends

Thank you for joining our discussion. www.airc-education.org

13

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AIRC FIFTH ANNUAL CONFERENCE December 4-7, 2013

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AIRC’s 6th Annual Conference

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www.airc-education.org

17

Meet screened, quality agents from around the world Networking events connecting educational institutions with pre-screened, quality student recruitment agents Vancouver May 2014

Miami

Dec 2014

Mexico City Mar 2014

Berlin

Nov 2013

Moscow Mar 2014

Beijing

Oct 2014

Prague

Sept 2014

Dubai Bogotá

Feb 2014

Tokyo

Feb 2014

Seoul

Feb 2014

Bangkok Jun 2014

Mar 2014

Sydney

April 2014

São Paulo Sept 2014

Global Workshops

ICEF is very proud to be working with AIRC and we look forward to welcoming AIRC members to our Workshops.

For educators, service providers and agents from all over the world The ICEF Higher Education Workshop, Prague Sept 13 - 15, 2014 The ICEF Berlin Workshop, Berlin Nov 02 - 04, 2014

Regional Workshops For educators and service providers from all over the world and agents from specific countries and regions The ICEF Dubai Workshop, Dubai Feb 03 - 05, 2014 The ICEF Moscow Workshop, Moscow Mar 21 - 23, 2014 The ICEF Bangkok Workshop, Bangkok June 02 - 04, 2014 The ICEF Latin America Workshop, São Paulo Sept 25 - 27, 2014 The ICEF Asia Workshop, Beijing Oct 15 - 17, 2014

Destination Workshops For educators and service providers from Canada / USA or Australia / New Zealand and agents focussed on these study destinations The ICEF North America Workshop - Miami Dec 08- 10, 2014 The Australia New Zealand Agent Workshop, Sydney Apr 06 - 08, 2014 The ICEF North America Workshop - Vancouver May 12 - 14, 2014

Agent Roadshows For international educators and selected agents from key markets

For more information or to make a booking, contact: John Demer Tel +1 888 371 5556 jdemer@icef.com

The ICEF Japan - Korea Agent Roadshow, Tokyo & Seoul Feb 25 - 27, 2014 The ICEF Mexico - Colombia Agent Roadshow, Mexico City & Bogotá Mar 04 - 07, 2014

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