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Central to Cal Lutherans reputation for academic excellence is a dedicated teaching
faculty with advanced degrees from some of the finest universities in the world.
For questions concerning international admission for undergraduate or
graduate programs, please contact Director of International Admissions,
Dane Rowley at drowley@CalLutheran.edu.
CalLutheran.edu
Proud founding member of the
American International Recruitment Council
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Dear Colleagues,
Welcome to the 2017 and the 9th Annual
Conference of the American International
Recruitment Council. We sincerely hope that
your time here the next three plus days will
be invigorating, productive and lled with
memories as you meet new and old colleagues
from around the world.
The Conference Committee and the staff at
the AIRC national ofce has put together an array
of sessions to reect our theme of this year’s
conference “A New Outlook on Global Student
Mobility: Recruiting in Changing Times. Today, over
ve million students worldwide cross borders in
pursuit of higher education. The mobility of students
has changed over time as internationalization
of higher education has become a worldwide
phenomenon in the last decade. As a result, our jobs
as international educators are more challenging
today than ever before from all angles – politically,
socially and economically. There is more competition
in recruiting nationally, regionally and globally.
In addition to engaging vigorously in the sessions,
we hope that you will nd time to network with
colleagues during the various social events we
have scheduled for you. Hearing from a colleague
dealing with similar issues is often the most valuable
takeaway I get from a conference event. I encourage
you to be fully engaged, take advantage of this
exciting gathering and have some fun.
Jeet Joshee
2017 Conference Committee Chair
Welcome from
AIRC’s Executive
Director
Welcome from
the Conference
Committee
Welcome
Dear Conference Participants:
Welcome to the 2017 AIRC annual conference.
I hope you will take the time to learn and share with each other in addition to participating in the wide
variety of sessions covering myriad international recruitment topics. We appreciate the generosity of our
conference sponsors and supporters in the exhibit hall. Be sure to visit them.
We are gathered from across the USA and around the world. Welcome back to the many who come every
year and a special welcome to those joining for the rst time. We are indeed “Recruiting in Changing
Times” and I hope AIRC will continue to meet your needs as members and supporters.
Thank you for joining us this year.
Mike Finnell
Executive Director
Conference Committee Members
Abbie Bajaj , Study Metro
Steven Boyd, University of Bridgeport
Sean Cochran, California State University Long Beach
Val Daily, IDP Education
Kay Gunyon, University of Indianapolis
Roberta Hodges, Sonoma State University
Jeet Joshee, California State University Long Beach
George Kacenga,University of Colorado - Denver
Shariful Khan, TPNL
Guido Krickx, San Francisco State University
Erin MacLean, Merrimack College
Alexandra Michel, College Contact
Megan Prettyman, Montana State University
George Sipos, SUNY College at Brockport
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AIRC Board of Directors
David Di Maria, President
University of Maryland, Baltimore County
Jeet Joshee, President-Elect
California State University, Long Beach
Pia Wood, Past President
University of North Texas
Gary Bergman, Agency Delegate
College Study US
Kirsten Feddersen, Institutional Delegate
Southern New Hampshire University
Bryan Gross, Institutional Delegate
Western New England University
Palle Steen-Jensen, Agency Delegate
EDU Danmark
Michael Wilhelm, Institutional Delegate
University of North Carolina, Wilmington
Abhijit Zaveri, Agency Delegate
Career Mosaic
Non-Voting Members
Mike Finnell, Executive Director
AIRC
Sophia Iliakis-Doherty, Certication Commission Chair
Peninsula College
AIRC Staff
Mike Finnell, Executive Director
Jennifer Wright, Associate Director and
Director of Certication
Catherine Marte, Member Services Coordinator
AIRC Certication Commission
Sophia Iliakis-Doherty, Chair
Peninsula College
Derrick Alex,
Indiana University of Pennsylvania
Ismael Betancourt
Upper Iowa University
George Burke
University at Albany, SUNY
Marilyn Cheung
Foothill and De Anza Colleges
Lindsey Garbenis
ELS Language Center, University of Cincinnati
Ryan Grifth
University of the Pacic
Krista Northup
Sannam S4
Greet Provoost
Virginia Commonwealth University, Qatar
Astrid Schmidt-King
Loyola University Maryland
Stephanie Scoby
Green River College
Chunsheng Zhang
University of North Alabama
Conference Event Staff
Tajah Mohr, Conference and Hotel Logistics
Sherry Shay, Conference Program
Chris Telling, Technology Support
Special thanks to our conference volunteers and to
Val Daily of IDP Education for organizing the
Mentorship program.
Conference Information:
Lanyard Colors Key:
Blue: Educator Red: Agency
Green: Sponsor, Exhibitor, Other organization
Conference Wi Network: AIRC2017 Password: studylink
Conference Schedule and Participant List
can be found at this URL:
https://www.airc-education.org/past-conferences
Presentations will be posted to this site following the
conference and archived as a member resource.
AIRC Conference Mobile App
Sponsored by CGACC
For your convenience, the
AIRC conference program is
available as a free mobile
application for iOS, Android
and Windows.
Search AIRC 9th Annual Conference in your app store.
AIRC Leadership
Mission Statement:
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.
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Strategic Partners
ICEF
International Education Advantage-Intead
StudentMarketing
United States Commercial Service
Corporate Sponsors
American Homestay Network
Spark451 Inc.
Sponsors and Advertisers
Access American Education (AAE) - Insert
Air Concepts - Event Sponsor, Exhibitor
American Homestay Network - Exhibitor, Program Ad, Insert
California Lutheran University - Program Ad
Center for the Global Advancement of Community Colleges
(CGACC) - Mobile App
College Study US Inc. - Exhibitor, Tote Bags
Expedition America - Insert
Global Benets Group - Member Communications
Goodwall - Insert, Member Communications
ICEF - Conference Event Sponsor, Exhibitor, Insert
International Education Research Foundation (IERF) -
Program Ad, Member Communications
INTEAD - Insert, Exhibitor
INTO University Partnerships - Hosted Event, Plenary Luncheon
iTEP International - Program Ad, Hosted Event
J1 Sims - Insert, Member Communications, Hosted Event
NOVA Southeastern University - Commemorative Item
Saint Peters University - Commemorative Item, Insert
Spark451 Inc. - Bronze Sponsor, Program Ad, Insert
StudyPortals - Insert
StudyLink Connect - Conference Wireless, Insert
Terra Dotta - Commemorative Item
Ustudy Global - Commemorative Item, Exhibitor
AIRC 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 Ofces
•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
•Condentiality 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
•Condentiality of Records
•Authenticity of Documents
•Surveying Clients
•3-Year Record Keeping
Standard 5: Complaints Process
•Mechanism for Complaints
•Response to Complaints
AIRC Best Practice Guidelines for
Institutional and Pathway Members
•Commitment to Proper Student Support Services
•Accuracy in Marking Information
•Student Recruitment Practices
•Engaged and Strategic Agent Management
AIRC Certied Agency Exhibitors
Abroad Campus
Access American Education
AEMS (Aaditya Education and Migration Services)
Alfa Beta Institute
Beijing New Oriental Vision Overseas Consulting
Beijing Oxbridge Education and Cultural Development Co.
Can-Achieve International Education
Career Mosaic
College Study US
Council for American Education
Edwise International
EEC (Enbee Education Center)
EIC Group
Global Tree
IDP Education
JJL Overseas Education Consulting & Service
Pyramid e Services
The Professional Network (TPNL)
Ustudy Global
Valmiki Group
Wholeren Education
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Other Exhibitors
Academic Assembly
Air Concepts
American Homestay Network
Educational Credential Evaluators
Enrollment Advisory Group
Expedition America
Global Benets Group
ICEF
INTEAD
International Education Research Foundation (IERF)
iTEP International
INTO University Partnerships
J1 Sims
PTE Academic
Sannam S4
Spark 451 Inc.
StudyLink Connect
Sunrise International Education
Terra Dotta
United States Commercial Service
AIRC wishes to thank its strategic
partners, corporate and conference
sponsors for their generous support!
AIRC Corporate Sponsors
Platinum Sponsor
Bronze Sponsor
AIRC Conference Sponsors
AIRC Strategic Partners
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Wednesday, December 6, 2017
TIME EVENT ROOM
8:30 am -
7:30 pm
9:00 am -
4:00 pm
12:00 pm -
7:00 pm
1:00 pm -
4:00 pm
1:00 pm -
4:00 pm
2:00 pm -
4:00 pm
4:00 pm -
4:20 pm
4:30 pm -
4:50 pm
5:10 pm -
5:50 pm
6:00 pm -
8:00 pm
Foyer
Grand Ballroom A
Global Ballroom
B, C, D
Grand Ballroom B
Biscayne
Sanibel
Sanibel
Global Ballroom D
Global Ballroom D
Main Pool
AIRC
Opening Reception
Drinks & Networking
REGISTRATION OPEN
Pre-Conference Workshop: Developing and Implementing a
Comprehensive Recruitment Strategy
EXHIBITOR SET UP
Pre-Conference Workshop: Creative Budgeting to Maximize ROI
Pre-Conference Workshop: Developing Intercultural Communication
Skills for a Successful Agency-Institution Relationship
External Reviewer Wrap Up and Case Study Q & A
Mentor - Mentee Meet Up
AIRC Newcomers Session
AIRC Town Hall
Opening Reception
7:00 - 9:00 Main Pool
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PRE-CONFERENCE PROGRAM
8:30 a.m. – 7:30 p.m. | Registration Open
Foyer
PRE-CONFERENCE WORKSHOPS
Pre-registration required.
Global Minds
Creative Budgeting to Maximize ROI
1:00 p.m. - 4:00 p.m. | Grand Ballroom B
Measuring Return on Investment (ROI) shares sides of a
coin with International Enrollment Management (IEM).
This workshop explores approaches to recruitment
budgeting that capitalize upon ROI data in restrictive
pecuniary environments. Participants will leave the
worship with an understanding of (1) zero-based
budgeting, (2) Key Performance Indicators (KPI) of
recruitment, (3) methodologies for both quantitatively-
and qualitatively-driven ROI analysis, and (4) decision
making processes that are informed, not dictated, by
data. ROI analysis can be difcult, but it is necessary
while “Recruiting in Changing Times.
George Kacenga, University of Colorado-Denver
Jon Maes, Takoma Community College
Developing and Implementing a
Comprehensive Recruitment Strategy
9:00 a.m. - 4:00 p.m. | Grand Ballroom A
Coffee and lunch included.
How does a recruitment strategy evolve to be
responsive to market shifts, while remaining aligned
with the university’s larger global engagement goals
(which are also evolving)? This interactive session will
explore how universities create and implement an
international recruitment strategy as one component of a
comprehensive internationalization strategy. Speakers will
provide insights into conceptualizing the right approach
based on institutional culture and goals, identifying
resources, creating and managing external partnerships,
and monitoring and assessing success. Speakers will bring
the university and recruitment agency perspective to the
discussion. Attendees will gain insights into formulating
the right strategy for their own institutions and how to
adapt that strategy to changing environments.
Andrew Hang Chen, Wholeren Education
Sean Cochran, California State University, Long Beach
Terrence Graham, California State University, Long Beach
Hilka Leicht, IEC Online - International Education for
Wednesday, December 6, 2017
Developing Intercultural Communication Skills
for a Successful Agency-Institution
Relationship
1:00 p.m. - 4:00 p.m. | Biscayne
Develop your intercultural communication skills to
succeed in nurturing relationships between institutions
and agencies through this highly practical workshop
involving real life case studies, simulations, and exercises.
Alexandra Michele,
College Contact GmbH
Vanessa Andrade,
The Tseng College at California State University,
Northridge
Alexander Chang,
College of Extended Learning,
San Francisco State University
Patrick Colabucci, Director,
American Language Center, UCLA Extension
AIRC External Reviewer Wrap Up and Q&A
2:00 p.m. - 4:00 p.m. | Sanibel
Pre-registration and invitation is required for this
interactive session.
Greet Provoost, Virginia Commonwealth University, Qatar
Jennifer Wright, AIRC
AIRC Mentor and Mentee Meet Up
4:00 p.m. - 4:20 p.m. | Sanibel
Pre-registration for the mentor program is required.
AIRC Newcomers Session
4:30 p.m. - 4:50 p.m. | Global Ballroom D
All are invited to attend this session to learn about
navigating and networking at the AIRC conference.
AIRC Town Hall Meeting
5:10 p.m. - 5:50 p.m. | Global Ballroom D
Join the AIRC Board and staff in a question and answer
session about AIRC operations, standards, and strategic
directions.
David Di Maria, AIRC President
Mike Finnell, AIRC Executive Director
Jeet Joshee, AIRC President-Elect
Sophia Iliakis-Doherty, Chair, Certication Commission
Jennifer Wright, AIRC Director of Certication
AIRC Opening Reception
6:00 p.m. - 8:00 p.m. | Main Pool
Drinks and Networking
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AIRC Presenters
Lindsay Addingon
Associate Director, International Initiatives |
National Association for College Admission
Counseling (NACAC)
David Adler
Owner & CEO | Ustudy Global
Jean-Marc Alberola
President | Bridge Education Group
Vanessa Andrade
Associate Director, International Programs
and Partnerships | California State
University, Northridge, Tseng College
Amy Baker
Editorial Director | The PIE News
Nadine Baladi
Director of Operations, USA | ILSC Global
Foundations
Pamela Barrett
Director and CEO | Barton Carlyle
Salma Benhaida
Director of International Recruitment,
Admissions, and Sponsored Student
Services | Kent State University
Gary Bergman
Founder and President | College Study US
GianMario Besana
Associate Provost for Global Engagement
and Online Learning | DePaul University
Steven Boyd
Director of International Admissions |
University of Bridgeport
Ayanna Brady
Client Relations Manager | IDP Education
Weston Brown
Director of International Programs and
Recruitment | Pima Community College
Jared Brueckner
Vice President of Business Development
and Partner Operations | Study Group
Julie Burdick
Vice President for Enrollment |
Ohio Dominican University
David Bycroft
Founder and Executive Director |
MyStay International
Alexander Chang
Director of Recruitment and Partner
Relations | San Francisco State University
Andrew Chen
CEO | Wholeren Education
Sean Cochran
Director, International Recruitment |
California State University, Long Beach
Patrick Colabucci
Director | UCLA Extension
Nate Cronk
Director, International Enrollment |
Canisius College
Val Daily
Client Relations Manager | IDP Education
Geraldine de Berly
Vice Provost for Continuing and
Professional Education | University of
Massachusetts Amherst
David Di Maria
Associate Vice Provost for International
Education | University of Maryland,
Baltimore County
Gretchen Dobson
Vice President, International Alumni |
Academic Assembly
Martyn Edwards
Head of Marketing and Business
Development UK & USA | IDP Education
Stacy Einhorn
Owner | Einhorn International Enrollment
Consulting
Roxanne Escobar Diaz
Administrative Coordinator | California State
University, Stanislaus
Kellie Faulkner
Director of Marketing Strategy | Intead
Kirsten Feddersen
Associate Vice President International
Programs | Southern New Hampshire
University
Jennifer Fernandez-Villa
Director, ISSS | UNC Wilmington
Ryan Fleming
Client Relations and Contracts Manager |
IDP Education
Rachel Fletcher
Managing Director and Co-founder |
UniQuest
Terence Graham
Associate Dean/Executive Director for
International Education | California State
University, Long Beach
Bryan Gross
Vice President for Enrollment Management |
Western New England University
Thomas Grubach
Director of International Recruitment |
Southern New Hampshire University
Bradi Hajjar
Director of International Recruitment and
Student Success | Lesley University
Mike Henniger
VP Sales and Marketing | ICEF
Clay Hensley
Senior Director, International Strategy and
Research | College Board
Ross Jennings
Senior Director, International Education
International Programs and
Extended Learning | Green River College
Jeet Joshee
Associate Vice President & Dean |
California State University, Long Beach
George Kacenga
Director of International Enrollment
Management | University of Colorado,
Denver
Dasha Karzunina
International Education Specialist |
QS Intelligence Unit
Ekaterina Kim
Assistant Vice President | StudyPortals B.V._
the Global Study Choice Platform
Mark Kopenski
President | Global Student Recruitment
Advisors
Walter Kraft
Vice President for Communications |
Eastern Michigan University
Mayumi Kowta
Director, International Programs |
California State University - Channel Islands
Whitney Larimer
Director of Higher Education Partnerships |
Goodwall
Hilka Leicht
Managing Director and Owner | IEC Online
- International Education for Global Minds
Lucy Leusch
Vice President for Enrollment and Financial
Aid | Oglethorpe University
Mitch Leventhal
Professor, University at Albany and
Chairman, Academic Assembly | University
of Albany and Academic Assembly
Cynthia Look
Assistant Director of Int’l Admissions and
Recruitment | University at Albany - SUNY
Gabriela Lozanova
Assistant Director | SUNY - Oswego
Jing Luan
President | San Mateo Colleges of
Silicon Valley
Jon Maes
Assistant Director of International
Recruitment & Admissions | Tacoma
Community College
Kate Mattern
Marketing Manager | Intead, LLC
Joachim Mayer
Director International Center | Hochschule
Worms University
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Opening Plenary:
A Journalist’s View on the
International Recruiting Landscape
Elizabeth Redden,
International Coorespondent, Inside Higher Ed
Elizabeth will present a journalist’s take on how the international recruiting
landscape has evolved over the past decade, and will discuss what she sees as
some of the most pressing questions and challenges for the eld.
About Elizabeth Redden
Elizabeth Redden reports on international education for Inside Higher Ed. She
has more than a decade of experience reporting on such topics as international
strategies of U.S. universities, major trends and developments in higher education
systems around the globe, branch campuses and international partnerships, study abroad, and the recruitment
and experiences of international students. She holds an M.F.A. in nonction writing from Columbia University,
where she taught freshman composition, and a B.A. in English literature from Swarthmore College.
Bill Mena
Director of Boarding Admissions | Sandy
Spring Friends School
Alexandra Michel
Managing Director | College Contact GmBH
Brendt Munro
Chairman | MyStay International
Gavin Newton-Tanzer
President | Sunrise International Education
Krista Northup
Director of Education, North America |
Sannam S4
Nichole Paris
Director of Global and International
Admissions | New York Institute of
Technology
Patrik Pavlacic
Head of Research | StudentMarketing
Megan Prettyman
Director of International Recruitment &
Admissions | Montana State University
Greet Provoost
Assistant Dean, Enrollment and Registration
Services | Virginia Commonwealth
University, Qatar
Rick Rattray
Managing Director | ILSC Global
Foundations
Elizabeth Redden
International Correspondent | Inside
Higher Ed
Alyssa Roberts
Program Coordinator - International Agents
| University of Cincinnati
Jessica Sandberg
Director of International Admissions |
Temple University
Jasmin Saidi-Kuehnert
President | Academic Credential Evaluation
Institute, Inc. (ACEI)
Paul Schulmann
Research Manager | World Education
Services
Mike Schroder
Dean and AVP | California State University,
San Marcos
Stephanie Scoby
Senior Director International Outreach &
Marketing | Green River College
Dwiraj Sharma
Executive Chairman | Alfa Beta Institute
David Silva
Provost | Salem State University
Laura Sippel
Marketing Director | Academic Credential
Evaluation Institute, Inc. (ACEI)
Jon Stauff
Vice President | Monmouth University
Palle Steen Jensen
Founder | EDU Danmark
Sushil Sukhwani
Director | Edwise International
Fai Tai
Associate Director, Finance and Marketing
Ofce of International Education Wichita
State University
Patricia Tozzi
Director of Marketing Strategy | Intead
Emily Tse
Director of Evaluations | International
Education Research Foundation (IERF)
Thijs van Vugt
Director Analytics and Consulting Team
(ACT) | StudyPortals B.V._ the Global
Study Choice Platform
Minna Wang
Content Marketing Manager | Wholeren
Rad Wang
Director of Global Business
Development | Arizona State University
Wei Wang
CEO | Wiseway Global & East and West
Education Group
Ben Waxman
CEO | Intead
Jon Weller
Director of International Admissions |
University of Cincinnati
Eddie West
Director, International Programs |
University of California, Berkeley
Michael Wilhelm
Associate Vice Chancellor International
Programs | UNC Wilmington
Pia Wood
Vice President and Dean of International
Studies | University of North Texas
Abhijit Zaveri
Managing Director | Career Mosaic Ltd
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Thursday, December 7, 2017
TIME EVENT ROOM
7:30 am -
5:00 pm
7:30 am -
5:00 pm
7:30 am -
8:30 am
8:30 am -
9:15 am
9:15 am -
9:45 am
9:45 am -
11:00 am
11:05 am -
12:15 pm
12:30 pm -
1:45 pm
2:00 pm -
3:15 pm
3:15 pm -
3:45 pm
Foyer
Global Ballroom
A, B, C
Global Ballroom
A, B, C
Grand Ballroom
Global Ballroom
A, B, C
Amphitheater
Florida Ballroom A
Florida Ballroom B
Florida Ballroom C
Global Ballroom D
Amphitheater
Florida Ballroom A
Florida Ballroom C
Global Ballroom D
Grand Ballroom
Amphitheater
Florida Ballroom A
Florida Ballroom C
Global Ballroom D
Global Ballroom
A, B, C
REGISTRATION OPEN
EXHIBIT HALL OPEN
CONTINENTAL BREAKFAST IN EXHIBIT HALL
Conference Welcome and Opening Remarks:
Opening Plenary: A Journalists View on the International Recruiting
Landscape
Elizabeth Redden, Inside Higher Ed
COFFEE IN EXHIBIT HALL
Concurrent Sessions & Discussions
1. How Technology is Shaping International Education
2. Pathway Partnerships: Types of Pathways and Goals for Each
3. Navigating School and Agency Relations as a New Normal
4. Selling the Invisible
5. Leveraging and Using Resources to Inform Recruitment Strategy:
A Case Study in India
Concurrent Sessions & Discussions
1. Digital Marketing: The Key to Diversity in International Recruitment
2. International Recruiting... From Your Backyard
3. Know Your Audience: Using Personas to Guide Your Chinese
International Marketing Plan
4. Short but Sweet: The Growing Importance of Semester Abroad
Programs at U.S. Universities
Certication Luncheon Sponsored by INTO University Partnerships
Welcoming Remarks: Frank Merendino
Concurrent Sessions & Discussions
1. The Agent Partnership: How International Students and Institutions
Use Education Agents
2. The Intercultural Aspects of Recruiting for a U.S. Institution
3. Who’s Got Your Back?: Applying Internal Strategic Alignment Towards
International Recruitment Goals
4. Brexit, Trump and the Student Backlash
COFFEE IN EXHIBIT HALL
13
Thursday, December 7, 2017 cont...
TIME EVENT ROOM
3:45 pm -
5:00 pm
6:00 pm -
8:00 pm
Amphitheater
Florida Ballroom A
Florida Ballroom B
Global Ballroom D
Florida Ballroom C
Grand Ballroom
Concurrent Sessions & Discussions
1. Breaking Down Barriers of International Student Recruitment:
Humanizing Mobile Applications
2. Lessons Learned of Community College Recruitment
3. Integrated Multi-Institutional/Country Student Short Term Program -
Graduate Student Recruitment
4. #YouAreWelcomeHere: Navigating Perception Challenges in a
Changing Landscape
5. Lip Service: What Institutions and Agencies Actually Mean When They
Say...
RECEPTION SPONSORED BY ICEF
Registration
7:30 am - 5:00 pm | Foyer
Exhibit Hall Open
7:30 am - 5:00 pm | Global Ballroom A, B, C
Continental Breakfast in Exhibit Hall
7:30 am - 8:30 am | Global Ballroom A, B, C
Conference Welcome and Opening Remarks
8:30 am - 9:15 am | Grand Ballroom
Jeet Joshee, Conference Chair
David Di Maria, President, AIRC Board of Directors
Opening Plenary:
A Journalists View on the International
Recruiting Landscape
Elizabeth Redden,
International Coorespondent, Inside Higher Ed
Coffee in Exhibit Hall
9:15 am - 9:45am | Global Ballroom A, B, C
Thursday,
December 7, 2017
How Technology is Shaping
International Education
9:45 am - 11:00 am | Amphitheater
Levels: All
Keywords: Recruitment Trends, Strategies
It was not that long ago that communication in
International Education departments was accomplished
by fax, Rolodexes, and licking of stamps. How things
have changed! To be competitive today it seems we
need to walk a tightrope between embracing new
technologies and maintaining traditional ways of
communicating, marketing, and delivering education.
This session will examine the digital catalysts in
international education as well as look at current
research on what most interests and engages students.
Mike Henniger, ICEF
Pathway Partnerships: Types of Pathways
and Goals for Each
9:45 am - 11:00 am | Florida Ballroom A
Level: Beginner
Keywords: Pathways, Recruiting, Leadership
Pathways come in many different shapes and sizes,
and they all align to different internationalization and
international recruitment goals. Some Pathways follow
a DIY model, others are controlled by a third party
provider, and there are many varieties between those
two ends of the spectrum. This session will share detail
about the types of pathways, the goals that align to the
Concurrent Sessions and Discussions
14
Concurrent Sessions and Discussions
respective pathway, and correlating commercial models.
Real examples will be given with context added through
the eyes of a third party provider, a university with a
pathway, and an independent agent that works across the
spectrum.
Jared Brueckner, Study Group
Stacy Einhorn, Einhorn International
Enrollment Consulting
Lucy Leusch, Oglethorpe University
Navigating School and Agency Relations
as a New Normal
9:45 am - 11:00 am | Florida Ballroom B
Levels: Beginner, Intermediate
Keywords: Agency Engagement
The moment we sign an agency contract, we have
entered into global trade, law, and cross-cultural
communication for which there is no playbook. This panel
will discuss how best to develop and maintain productive
and educationally sound school-agent relations in a
new world (New Normal). Topics include: a rationale for
engaging agents, unique perspectives toward agents,
the 80/20 rule, agent management strategies, and most
importantly, how the colleges and agents form and
maintain mutually benecial relationships.
Jing Luan, San Mateo Colleges of Silicon Valley
Andrew Chen, Wholeren Education
Dwiraj Sharma, Alfa Beta Institute
Selling the Invisible
9:45 am - 11:00 am | Florida Ballroom C
Levels: Small Institutions, Strategies
Keywords: Small Institutions; Strategies
The session will showcase several small liberal arts
colleges that are hard at work creating an important niche
in the international student recruitment space. Using two
parts patience, one part education agency partnerships,
one part feeder school relations and two parts grit and
determination to recruit international students, these
trench warriors will share their successes, some failures
and total optimism for bringing the world to their often
invisible door step.
Mark Kopenski, Global Student Recruitment Advisors
Julie Burdick, Ohio Dominican University
Nate Cronk, Canisius College
Leveraging and Using Resources to Inform
Recruitment Strategy: A Case Study in India
9:45 am - 11:00 am | Global Ballroom D
Levels: All
Keywords: Recruitment Resources, India
Writing an international recruitment plan is complex,
Thursday, December 7, 2017 cont...
especially with quickly changing, evolving country
trends. Adding to the complexity is the sheer number
of resources available to inform thinking. Reading and
processing newsletters, blogs, and websites has become
a critical part of our work, but it can be daunting and
time-consuming. Join colleagues in this interactive
session to discuss and debate a wide range of education-
focused resources. A general introduction will be
provided for those new to the eld, but experienced
participants will also benet from a deep dive on India - a
complex market which provides an interesting case study.
Krista Northup, Sannam S4
Steven Boyd, University of Bridgeport
Sushil Sukhwani, Edwise International
Digital Marketing: The Key to Diversity
in International Recruitment
11:05 am - 12:15 pm | Amphitheater
Level: Intermediate
Keywords: Marketing; Strategies
A 2016 LinkedIn survey showed that international
students have an average of 3 schools on their shortlist.
66% of those students generated their shortlist prior to
speaking with a counselor, and 91% enroll in a school
from their shortlist. Based on that data it is vital to have
your digital marketing aligned to your diversity goals.
Digital marketing strategies and tactics will be presented
from three perspectives: a university, an independent
agent, and a global pathway provider. Actual campaign
data and cases will be presented to identify strategies
that can be implemented immediately to support your
international recruitment goals.
Jared Brueckner, Study Group
Stefano Papaleo, Lynn University
International Recruiting... From Your Backyard
11:05 am - 12:15 pm | Florida Ballroom A
Levels: Beginner and Intermediate
Keywords: Budget, Strategy
Your recruitment budget is getting tighter and tighter.
It’s time to get creative and maximize your budget
without minimizing your international reach. Its not
always easy to convince the powers-that-be to send
you traveling around the world (especially if they don’t
understand it’s actually hard work). The presenters will
share their insights and best practices for nding and
effectively recruiting international students without
stamping your passport. It is possible to nd your future
international students, if not literally in your backyard,
then at least within your state’s borders!
Concurrent Sessions and Discussions
Concurrent Sessions and Discussions 11:05 - 12:15
Grand Ballroom
12:30 pm - 1:45 pm
Welcoming Remarks:
Frank Merendino | INTO University Partnerships,
Director of Business Development and Partnerships
• Lenn Award Presented to Kishmar Best,
University at Albany, SUNY
• AIRC Certication Commission Report
• Recognition of New Certied Agencies
Luncheon Presenters: David Di Maria
Sophia Iliakis-Doherty
Jennifer Wright
Sponsored by
INTO University Partnerships
15
Luncheon and
Agency
Certication
Ceremony
Thursday, December 7, 2017 cont...
Kellie Faulkner, Intead
Clay Hensley, College Board
Bill Mena, Sandy Springs Friends School
Know Your Audience: Using Personas to Guide
Your Chinese International Marketing Plan
11:05 am - 12:15 pm | Florida Ballroom C
Levels: All
Keywords: Marketing, China
Do you know what motivates and inuences students
from different regions in China? Are you condent that
your current content is resonating with the Chinese
students you’re hoping to recruit? The key to developing
a successful marketing plan starts with understanding
and segmenting your audience. Customer Personas
are a useful marketing tool that should be adopted to
make your international recruitment efforts effective and
powerful. The presenters will guide you through the
process of creating personas. Session participants will
receive worksheets to guide their communications plans
once they return to campus.
Pat Colabucci, UCLA Extention
Jessica Sandberg, Temple University
Gavin Newton-Tanzer, Sunrise International Education
Patricia Tozzi, Intead
Short but Sweet: The Growing Importance of
Semester Abroad Programs at U.S. Universities
11:05 am - 12:15 pm | Global Ballroom D
Levels: All
Keywords: Short-Term Programs; Strategy
In addition to recruiting degree-seeking and ESL
students, an ever-increasing number of U.S. universities
and colleges are developing and promoting short-term
semester abroad opportunities for international students.
Drawing on their own experience, the session presenters
will introduce the concept of semester abroad programs
and their most important features, share best practices on
implementing and successfully running such programs
and - last but not least - demonstrate how they can
constitute an important gateway into study abroad centric
markets in Europe (ex. Germany, Scandinavia), Latin
America and Asia.
Alexandra Michele, College Contact
Mayumi Kowta, California State University,
Channel Islands
Eddie West, University of California, Berkeley
Luncheon Sponsored by
INTO University Partnerships
12:30 pm - 1:45 pm | Grand Ballroom
Concurrent Sessions and Discussions
The Agent Partnership: How International
Students and Institutions Use Education
Agents
2:00 pm - 3:15 pm | Amphitheater
Levels: Intermediate
Keywords: World Regions, Agency Engagement
Given the prevalent use of agents by a signicant
proportion of international applicants from around
the world, this session will provide insights into
student views and unexplored markets. The session
Concurrent Sessions and Discussions
Concurrent Sessions and Discussions 2:00 - 3:15
16
Brexit, Trump and the Student Backlash; the
Shifting Landscape of International Student
Recruitment in Turbulent Times
2:00 pm - 3:15 pm | Global Ballroom D
Levels: All
Keywords: Trends, Inuences, Graduate Recruitment
This presentation will explore recruitment drawbacks
in turbulent times, comparing America and Britain, and
providing recommendations in line with our Brexit report.
We apply our ndings to three of the conference sub-
themes. The trends we predict in key markets and regions
include; a drop in international applicants; uneven
impacts on the UK’s HE sector; German universities to
prot if banks move to Frankfurt. Educational reforms, in
Brexit’s case, are shown to negatively inuence student
perceptions. Finally, proposals are made to maintain
international graduate student recruitment within an
unstable context and to advise recruiters looking to
benet from shifting student attitudes.
Dasha Karzunina, QS Intelligence Unit
Coffee in Exhibit Hall
3:15 pm - 3:45 pm | Grand Ballroom A, B, C
Breaking Down Barriers of International
Student Recruitment:
Humanizing Mobile Applications
3:45 pm - 5:00 pm | Amphitheater
Level: Intermediate
Keywords: Social Media Marketing; Strategy
Generation Z has made mobile their favorite screen
and expect universities to be present and communicate
with them on these platforms. The panelists will present
ways U.S. universities can maximize their mobile
presence and create a new kind of student recruitment
experience to successfully convert students on a global
scale. Case studies will be offered of U.S. universities
that have transformed their mobile experience by using
targeted outreach, personalized content, group chat and
mentoring sessions to build a new dialogue with Gen Z
and increase applications from around the world.
Kirsten Fedderson, Southern New Hampshire University
Thomas Grubach, Southern New Hampshire University
Whitney Larimer, Goodwall
Thursday, December 7, 2017 cont...
intends to deepen institutions’ insight into some of the
complexities of the global agent market as experienced
by students as well as institutions. The session aims to
help inform higher education institutions that already
have relationships with agents as well as those that do not
work with agents to understand the broader market.
Kirsten Feddersen, Southern New Hampshire University
Ross Jennings, Green River College
Paul Schulmann, World Education Services
Fai Tai, Wichita State University
The Intercultural Aspects of Recruiting For A
U.S. Institution
2:00 pm - 3:15 pm | Florida Ballroom A
Levels: Beginner and Intermediate
Keywords: Cross Culture; Agency Engagement
Building bridges across cultures and understanding
the differences in how we work, communicate and use
our time are key elements when trying to achieve great
results within international student recruitment. Not
before understanding how the intercultural aspects
inuence us are we able to identify and articulate clear
objectives and develop a more fruitful relationship
between an institution and an agency. Get both the
institutional and agency perspectives on the intercultural
aspects of recruiting for a U.S. institution from three
non-US citizens.
Thomas Grubach, Southern New Hampshire University
David Adler, Ustudy Global
Gabriela Lozanova, SUNY - Oswego
Who’s Got Your Back?: Applying Internal Stra-
tegic Alignment Towards International Recruit-
ment Goals
2:00 pm - 3:15 pm | Florida Ballroom C
Levels: All
Keywords: Marketing, Strategies
Do you have the team in place to implement your
marketing program efciently? Are you making the most
out of your marketing investments? Do your institution’s
stakeholders understand on the special considerations
international students require for recruitment and once
on campus? The presenters will share insights and best
practices on how to build broad internal support for your
international strategic marketing plan in order to drive
effective international recruitment and service delivery.
Jon Stauff, Monmouth University
David Silva, Salem State University
Ben Waxman, Intead
Concurrent Sessions and Discussions
Concurrent Sessions and Discussions 3:45 - 5:00
17
Thursday, December 7, 2017 cont...
Concurrent Sessions and Discussions
Lessons Learned of Community College
Recruitment: Case Study of Chinese Market
3:45 pm - 5:00 pm | Florida Ballroom A
Level: Beginner
Keywords: Community Colleges, China
An increasing number of community colleges are
actively recruiting overseas. With large capacity, general
education specialization, excellent transfer paths, and
low cost, community colleges have unique advantages.
Chinese students in U.S. community colleges can be the
next high growth area. The presenters will speak from
three years experience of organizing U.S. community
college and Transfer Admission Forums via the U.S.
Community College International Alliance in China.
Presenters will also offer different marketing strategies in
recruiting, services, and transfer pathways
Andrew Hang Chen, WholeRen Education
Weston Brown, Pima Community College
Integrated Multi-Institutional/Country
Student Short Term Program - Graduate
Student Recruitment
3:45 pm - 5:00 pm | Florida Ballroom B
Levels: All
Keywords: Short Term Programs, University Partner
Agreements, Graduate
Come hear about a three country, three partner university
short term program concept and how this model can
be used for graduate student recruitment and student
integration projects.
Mike Schroder, California State University, San Marcos
Joachim Mayer, Hochschule Worms University
#YouAreWelcomeHere: Navigating Perception
Challenges in a Changing Landscape
3:45 pm - 5:00 pm | Global Ballroom D
Level: Intermediate
Keywords: Study in the U.S. Perceptions
How are you adapting recruitment and marketing
strategies to accommodate changing perceptions
about the United States as a study destination?
Hundreds of schools and agencies participate in the
#YouAreWelcomeHere campaign to communicate
that the U.S. is open, friendly and dedicated to student
development. Find out how you can join the campaign
or amplify your role in it. Representatives from Eastern
Michigan, CSU, IDP, and Temple will present case studies,
metrics, and campaign goals for 2018.
Jessica Sandberg, Temple University
Martyn Edwards, IDP Education
Roxanne Escobar Diaz, California State University,
Stanislaus
Walter Kraft, Eastern Michigan University
Lip Service: What Institutions and Agencies
Actually Mean When They Say . . .
3:45 pm - 5:00 pm | Florida Ballroom C
Levels: Intermediate, Advanced
Keywords: Agency Engagement, Practical Tools
“Building relationships.” “Agent training.” “Due diligence.
“Marketing support.” What do we really mean when
we say these phrases in the context of institution/
agency partnerships? This presentation will be a deeper
dive into the phrases and buzzwords commonly used
among agencies and institutions when talking about our
relationships--and how to implement them in practice
rather than just as lip service.
Alyssa Roberts, University of Cincinnati
Ryan Fleming, IDP Education
Reception Sponsored by ICEF
6:00 pm - 8:00 pm | Grand Ballroom
Tonight’s Reception
Sponsored by ICEF
18
Friday, December 8, 2017
TIME EVENT ROOM
8:00 am -
4:30 pm
8:00 am -
5:00 pm
8:00 am -
9:00 am
9:00 am -
10:15 am
10:15 am -
10:45 am
10:45 am -
12:00 pm
12:00 pm -
1:30 pm
1:45 pm -
3:00 pm
3:00 pm -
3:30 pm
Foyer
Global Ballroom A,B, C
Global Ballroom A, B, C
Amphitheater
Florida Ballroom A
Florida Ballroom B
Global Ballroom D
Global Ballroom A, B, C
Amphitheater
Florida Ballroom A
Florida Ballroom B
Florida Ballroom C
Global Ballroom D
Grand Ballroom A
Grand Ballroom B
Grand Ballroom C, D
Amphitheater
Florida Ballroom A
Florida Ballroom C
Global Ballroom D
Florida Ballroom B
Global Ballroom A,B, C
REGISTRATION/INFORMATION DESK OPEN
EXHIBIT HALL OPEN
CONTINENTAL BREAKFAST IN EXHIBIT HALL
Concurrent Sessions & Discussions
1. Mega Shifts 2020
2. China Trend Update: An Innovative Approach in Student Recruitment
by Enhancing Agency and University Partnerships
3. Alumni Relations: The Neglected Resource in Your Strategic
Recruiting Arsenal?
4. Dotting Your i’s and Crossing Your ts: Best Practices in International
Admissions
COFFEE IN EXHIBIT HALL
Concurrent Sessions & Discussions
1. Pathway Program Strategies: Go It Alone or Engage with
A Third Party Pathway Provider
2. International Student Perceptions of Recruiting Agencies in
U.S. Higher Education
3. Location, Location, Location: Segmenting Student Interest by City
4. Strengthening Agent/Educator Relationships -
Examining Fam Trip Models
5. The Complete Approach in Building International Student Numbers
Networking Lunch
Optional Lunch Discussions
1. Discussion A: Study Group / AIRC White Paper on Pathways
2. Discussion B: Regional Hot Topics (China NGO Law, India GST,
Australia Agency Regulations
3. Lunch location with no discussion: (Ballroom C, D)
Concurrent Sessions & Discussions
1. Perspectives on International Contract Negotiation and Management
2. WIIFM
3. David and Goliath: How Small or Specialized Institutions can Outplay
the Giants
4. Transfer Students, Agents and You
5. Why Do Students Study Overseas and What Are They Expecting?
COFFEE IN EXHIBIT HALL
19
Mega Shifts 2020
9:00 am - 10:15 am | Amphitheater
Levels: Intermediate, Advanced
Keywords: Trends
The forces of geopolitics and global regional economies
fundamentally affect international education. This
presentation reviews the changing landscape shaped
by the above two forces in the following: ow of
students, attitude toward studying abroad, agency
business models, school-agency relations, university/
college recruitment practices and national policies
adjustment. The authors provided 8 mega shifts with 4
of them impacting agency and recruitment and 4 others
impacting U.S. domestic policies. Responses to these
mega shifts depend on strategic thinking, fast action,
and steadfast resolve.
Jing Luan, San Mateo Colleges of Silicon Valley
Jeet Joshee, California State University, Long Beach
Friday, December 8, 2017 cont...
TIME EVENT ROOM
3:30 pm -
4:45 pm
5:00 pm -
6:00 pm
6:00 pm -
8:00 pm
Amphitheater
Florida Ballroom A
Florida Ballroom C
Global Ballroom D
Society Lounge
Main Pool
Concurrent Sessions & Discussions
1. Demanding Times: Key Drivers in International Student Recruitment
and Marketing
2. Righting the Partner(Ship)
3. Exploring the Eight Kinds of India - Going Beyond Expectations
4. A Framework for Maximizing Workow Efciency Within an
International Admissions Ofce
AIRC Certied Agencies’ Meeting
RECEPTION SPONSORED BY AIRC AND AIR CONCEPTS
China Trend Update: An Innovative Approach
in Student Recruitment by Enhancing Agency
and University Partnerships
9:00 am - 10:15 am | Florida Ballroom A
Levels: All
Keywords: Joint Programs, Study Abroad, China
The market is changing in China from direct recruitment
to recruitment through joint programs and other
channels, including joint education programs,
collaborative study abroad programs, and high school
international programs. Learn about these trends as
well as policy implications, and changing demands of
students and parents. A case study of a Chinese university
and a U.S. study abroad program will be provided as well
as key factors for success in other ventures.
Wang Wei, Wiseway Global & East and West
Education Group
Cynthia Look, University at Albany, SUNY
International Alumni Relations: The Neglected
Resource in Your Strategic Recruiting Arsenal?
9:00 am - 10:15 am | Florida Ballroom B
Levels: Beginner, Intermediate
Keywords: Alumni, Recruitment Tools
This session will cover how digital marketing can and
should contribute to an overall integrated recruitment
effort. Leverage digital marketing tactics independently
and in conjunction with your agent partner, including
activities to increase brand awareness and make your
in-country visits more effective. Using several scenarios,
Registration/Information Desk Open
8:00 am - 4:30 pm | Foyer
Exhibit Hall Open
8:00 am - 5:00 pm | Global Ballroom A, B, C
Continental Breakfast in Exhibit Hall
8:00 am - 9:00 am | Global Ballroom A, B, C
Friday, December 8, 2017
Concurrent Sessions and Discussions 9:00 - 10:15
20
Friday, December 8, 2017 cont...
we will map out recruitment activities that can be more
successful with a targeted digital strategy.
Gretchen Dobson, Academic Assembly
Kate Mattern, Intead
Dotting Your i’s and Crossing Your ts:
Best Practices in International Admissions
9:00 am - 10:15 am | Global Ballroom D
Levels: Beginner, Intermediate
Keywords: Processes, Leadership, Admissions,
Credentials
International admissions is both a challenging and
rewarding eld. This session covers best practices for
efciently moving applicants through the international
admissions funnel. Not only will such aspects as lead
cultivation and conversion be discussed, but also
what happens after applicants submit their academic
credentials to be assessed for admissibility. The
presenters will also share insights on how to work
effectively with other administrative units to maintain an
optimal admissions process.
David Di Maria, University of Maryland, Baltimore County
Emily Tse, IERF
Coffee in Exhibit Hall
10:15 a.m. – 10:45 a.m. | Global Ballroom A, B, C
Pathway Program Strategies: Go it Alone
or Engage with A Third Party Pathway Provider
10:45 am - 12:00 pm | Amphitheater
Levels: Intermediate
Keywords: Pathways, Strategy, Leadership
Pathway programs are increasingly considered by higher
education administrators to be an important method to
attract and enroll international students. Some institutions
are engaging with third party organizations to develop
pathway programs and others are developing their own
internal pathway programs. This panel will look at both
options based on actual experience. The panelists will
explore the decision-making process behind developing
a pathway program, the key components of the pathway
program, measures of success, and lessons learned.
Pia Wood, University of North Texas
GianMario Besana, DePaul University
Rad Wang, Arizona State University
Jon Weller, University of Cincinnati
International Student Perceptions of Recruiting
Agencies in U.S. Higher Education
10:45 am - 12:00 pm | Florida Ballroom A
Levels: All
Keywords: Pathways, Strategy, Leadership
In 2016 the results of the landmark study “Pace of
Adoption of International Student Recruitment Agencies
by U.S. Institutions” provided an in-depth analysis of
agency engagement and issues and controversies
surrounding the use of agencies and incentive-based
recruitment by U.S. institutions. In this second phase of
research Bridge Education Group and StudentMarketing
analyze the perceptions, experiences, and practices of
agencies from the student perspective. The goal of this
research is to provide both transparency, and actionable
data for agents, universities, accrediting bodies and
other key stakeholders in the area of international
student recruitment.
Jean-Marc Alberola, Bridge Education Group
Patrik Pavlacic, StudentMarketing
Location, Location, Location:
Segmenting Student Interest by City
10:45 am - 12:00 pm | Florida Ballroom B
Level: Advanced
Keywords: Regional Trends, Recruiting, Research
This session presents real-time insights into student
interest for selected U.S. cities and a selection of relevant
cities of origin in India, Korea and Taiwan. These insights
are based on search behavior of over 29 million unique
students from all over the world looking at over 140,000
programs offered by 2,450 universities in 110 countries.
It will answer questions, such as are students in Chennai
interested in the same subjects as students from Delhi,
Seoul, or Taipei? And are students looking to study
in New York City interested in different subjects than
students looking for San Francisco or Detroit?
Thijs van Vugt, StudyPortals B.V.– the Global Study
Choice Platform
Ross Jennings, Green River College
Ekaterina Kim, StudyPortals B.V.– the Global Study
Choice Platform
Strengthening Agent/Educator Relationships –
Examining Fam Trip Models
10:45 am - 12:00 pm | Florida Ballroom C
Levels: All
Keywords: Agency Engagement, Recruiting
Strengthening the agent/educator relationship is a key
component to successful recruitment. One way to aid
relationship building is through familiarization visits.
There are key measures to driving a successful ‘fam’ trip.
Concurrent Sessions and Discussions
Concurrent Sessions and Discussions 10:45 - 12:00
21
Friday, December 8, 2017 cont...
IDP and two of its partner institutions discuss their
familiarization trip models and share insights from
the institution and agent perspective of successful
‘fam’ trips. This session will give practical tips for
implementation, organization, measurement and
execution.
Stephen Boyd, University of Bridgeport
Ayanna Brady, IDP Education
Stephanie Scoby, Green River College
The Complete Approach in Building
International Student Numbers
10:45 am - 12:00 pm | Global Ballroom D
Levels: All
Keywords: Strategies, Brand, Engagement
This session is aimed at those institutions and agents
interested in growing their business and taking
advantage of proven multi-level partnering successes.
Global networking opportunities will also be identied
along with ve simple things that can be introduced
with minimal pain and maximum gain.
David Bycroft, MyStay International
Brendt Munro, MyStay International
Networking Lunch
12:00 pm – 1:30 pm | Optional Lunch Discussions
Conference attendees may choose to pick up their
boxed lunch and participate in a discussion.
Rooms are by topic.
Discussion A: | Grand Ballroom A
AIRC White Paper on Pathways
Moderator: Mike Finnell, AIRC
Facilitator: Jared Brueckner, Study Group,
George Kacenga, University of Colorado, Denver
AIRC and Study Group are undertaking a
comprehensive research project to expound on
pathway programs as an international recruitment
strategy for universities. The research looks at the
spectrum of university-run pathway programs to third
party private partners. The presentation will cover
current international recruitment strategies and align
them to common university recruitment goals with
case studies and trend data.
Discussion B: | Grand Ballroom B
Regional Hot Topics
Facilitator: Bryan Gross, Western New England
University
Concurrent Sessions and Discussions
Bring your questions about China laws that affect NGOs,
the revised India General Services Tax (GST), changes to
Australia Agency Regulations, and other topics.
The following rooms are for lunch networking
with no designated discussion topic:
Grand Ballroom C, D
Perspectives on International Contract
Negotiation and Management
1:45 pm - 3:00 pm | Amphitheater
Level: Beginner
Keywords: Contracts, Agency Partnerships
This session presents an overview of key principles related
to negotiating and managing international contracts.
Presenters will provide perspectives from two different
universities and an agency. The session will begin with an
overview of the key elements of contracts followed by a
discussion of issues that may arise during cross-cultural
negotiation. The session ends with a review of the core
phases of the contract life-cycle.
David Di Maria, University of Maryland, Baltimore County
Megan Prettyman, Montana State University
Palle Steen Jensen, EDU Danmark
WIIFM!
1:45 pm - 3:00 pm | Florida Ballroom A
Level: Intermediate
Keywords: Agency Partnerships
The presentation will convey the meaning of WIIFM
and stress the importance of understanding others
expectations and conveying ‘What’s in it for them’. The
presentation will also highlight the ‘paradigm shift’ that
occurs when the usual way of thinking about or doing
something is replaced by a new and different way, from
the perspective of an agency and institution.
Gary Bergman, College Study US
Nichole Paris, New York Institute of Technology
David and Goliath: How Small or Specialized
Institutions Can Outplay the Giants With
Pointed Recruitment Strategies
1:45 pm - 3:00 pm | Florida Ballroom C
Levels: Intermediate, Advanced
Keywords: Small Institutions, Branding, Recruitment
Growing international student enrollments as a smaller,
or specialized institution presents unique challenges.
Where are your process challenges? How do you get the
attention your programs deserve? How do you develop
Concurrent Sessions and Discussions 1:45 - 3:00
22
Concurrent Sessions and Discussions
Friday, December 8, 2017 cont...
strong relationships in the midst of growing competition?
This interactive workshop will speak to issues unique to
smaller or less-well-known universities. Participants will
come away from the session with immediately-applicable
strategies for their own institutions.
Rick Rattray, ILSC Global Foundations
Nadine Baladi, ILSC Global Foundations
Brad Hajjar, Lesley University
Transfer Students, Agents and You
1:45 pm - 3:00 pm | Global Ballroom D
Levels: All
Keywords: Transfer Students, Regulations
Transfer students are an increasingly important channel
for universities expanding their international student
populations. Students already in the U.S. have established
their interest in studying here and they typically do not
require a new visa. Yet, there are important considerations
from Title IV federal nancial aid and the payment of
international agent commissions. Join the discussion on
this evolving topic and gather information that will guide
your institution’s plans.
Andrew Chen, WholeRen Education
Ben Waxman, Intead
Why Do Students Study Overseas and What Are
They Expecting?
1:45 pm - 3:00 pm | Florida Ballroom B
Level: Advanced
Keywords: Market Research, International Recruiting
Using buyer behavior research we take a journey into the
minds of internationally mobile students and nd out what
they really think about the U.S. and other major study
destinations, and how these trends may have changed in
recent years. We reveal how the U.S. compares to the UK,
Canada and Australia in terms of key attributes such as
safety, affordability, quality and graduate employability.
What motivates students to study overseas and are
their expectations met when they arrive at their nal
chosen institution? The panel will present the practical
implications of these ndings for recruiters and how
institutions can rene and tailor their marketing efforts
accordingly.
Martyn Edwards, IDP Education
Val Daily, IDP Education
Coffee in Exhibit Hall
3:00 pm – 3:30 pm | Global Ballroom A, B, C
Demanding Times: Key Drivers in International
Student Recruitment and Marketing
3:30 pm - 4:45 pm | Amphitheater
Level: Advanced
Keywords: Research, Trends, Strategy
With a focus on emerging markets and the current
diversication imperative, this discussion uncovers some
of the key issues and trends shaping the global demand
for education. Expert panelists will survey the latest
market data and explore the issues to be considered
in shaping a diverse portfolio. Related research will be
shared, including insights from NACAC’s State of College
Admissions report.
Lindsay Addington, National Association for College
Admission Counseling (NACAC)
Pamela Barrett, Barton Carlyle
George Kacenga, University of Colorado, Denver
Righting the (Partner)Ship: Troubleshooting
Issues in International Recruitment
3:30 pm - 4:45 pm | Florida Ballroom A
Levels: Beginner and Intermediate
Keywords: Agency Engagement
Utilizing various examples and case studies, presenters
from an agency and one or two institutions will illustrate
various pitfalls of international recruitment partnerships.
They will, in turn, offer some context and depth into
the root causes of these issues, elaborate on key
considerations from their organizational perspective and
offer some best practice solutions for navigating these
troubles successfully to get things back on track. Example
issues would be: conicting agent claims of a student
placement; unresponsive university partners; turnaround
time complaints; incomplete application packets; and
more. Further examples will be actively solicited from the
audience on an ongoing basis to foster an atmosphere of
open discussion.
Salma Benhaida, Kent State University
Ryan Fleming, IDP Education
Alyssa Roberts, University of Cincinnati
Exploring the Eight Kinds of India –
Going Beyond Expectations
3:30 pm - 4:45 pm | Florida Ballroom C
Levels: All
Keywords: India Regional Focus
India is not one country. There are 8 kinds of India.
This session will reveal the recruitment geographies in
Concurrent Sessions and Discussions 3:30 - 4:45
Reception Sponsored by:
AIRC & AIR Concepts
23
Friday, December 8, 2017 cont...
Concurrent Sessions and Discussions
India and will answer the questions: Where are the
undergrads? How to recruit for Liberal Arts programs?
How to achieve enrollment goals and increase revenue
from applications? Why do Indian students transfer
out and how to retain them? Who said there is no ESL
market in India?
Amit Jalan, EEC - Enbee Education Center Private
Limited
Nichole Paris, New York Institute of Technology
A Framework for Maximizing Workow
Efciency Within an International
Admissions Ofce
3:30 pm - 4:45 pm | Global Ballroom D
Level: Beginner
Keywords: Efciencies, Ofce Organization and
Strategy
This session is applicable to both institutions
and agencies where there is a desire to improve
organization and functioning of an admissions ofce.
Evening Reception
6:00 pm - 8:00 pm
Location Information:
Bonaventure Resort & Spa
Main Pool
The presenters will rst introduce concepts borrowed
from manufacturing to standardize workow and maximize
output. Next, they will apply these concepts to the
admissions ofce by providing the audience with practical
tips and real examples of tactics that may be employed
to increase productivity, minimize disruptions caused by
changeover, and reduce waste. Attendees will leave the
session ready to begin their own process of transforming
their ofces into more efcient, productive, and organized
units.
David Di Maria, University of Maryland, Baltimore County
Megan Prettyman, Montana State University
AIRC Certied Agency Member Meeting
5:00 pm. – 6:00 pm | Society Lounge
Evening Reception
6:00 pm. – 8:00 pm | Main Pool
24
Saturday, December 9, 2017
TIME EVENT ROOM
8:00 am -
12:00 pm
8:00 am -
11:00 am
8:00 am -
9:00 am
9:00 am -
10:15 am
10:15 am -
10:45 am
10:45 am -
12:00 pm
12:00 pm
Foyer
Global Ballroom A, B, C
Global Ballroom A, B, C
Amphitheater
Florida Ballroom A
Florida Ballroom B
Florida Ballroom C
Global Ballroom A, B, C
Grand Ballroom
REGISTRATION/INFORMATION DESK OPEN
EXHIBIT HALL OPEN
CONTINENTAL BREAKFAST IN EXHIBIT HALL
Concurrent Sessions & Discussions
1. Enroll Your Ideal International Class With Strategically Scaled
Operations
2. Case Study of China Market - The “Cheat Sheet”
3. F vs. J: Immigration 101 and Implications on Recruitment and Student
Advising
4. India: S.W.O.T. Analysis
COFFEE IN EXHIBIT HALL
AIRC Closing General Session: Challenged by Changing Times
CONFERENCE ENDS
Enroll Your Ideal International Class With
Strategically Scaled Operations
9:00 am - 10:15 pm | Amphitheater
Level: Intermediate
Keywords: Enrollment Management; Strategies
To stay ahead in an increasingly crowded and turbulent
global market, colleges and universities must ensure
they’re equipped to cost-efciently provide an
exceptional and personalized recruitment experience
at scale that nurtures prospective international student
interest to enrollment. This panel session will walk
through international student conversion trends and
outline a proven approach to scaling international
enrollment operations through the perspectives of
panelists representing both big and small international
teams within their colleges
Nate Cronk, Canisius College
Rachel Fletcher, Uniquest
Mark Kopenski, Global Student Recruitment Advisors
Case Study of China Market -
The “Cheat Sheet”
9:00 am - 10:15 pm | Florida Ballroom A
Levels: All
Keywords: Document Authenticity, Credentials, China
Using expert case studies of the China market, this
session will provide the China perspective of credential
evaluation for U.S.-bound students, best practices for
credential evaluation records, and use real case studies
of Chinese students’ experiences to provide attendees
a better understanding of credential evaluation in the
China market, what documentation and resources are
available from the China perspective, how to detect
fraud and treatment of dishonesty cases, and how to spot
trends affecting the credential evaluation process from
the China perspective.
Jasmin Saidi-Kuehnert, Laura Sippel,
Academic Credentials Evaluation Institute, Inc. (ACEI)
Andrew Chen, Minna Wang, Wholeren Education
Registration Desk Open
8:00 am - 12:00 pm | Foyer
Exhibit Hall Open
8:00 am - 11:00 am | Global Ballroom A, B,C
Continental Breakfast in Exhibit Hall
8:00 am - 9:00 am | Global Ballroom A, B, C
Saturday,
December 9, 2017
25
F vs. J: Immigration 101 and Implications on
Recruitment and Student Advising
9:00 am - 10:15 pm | Florida Ballroom B
Level: Intermediate
Keywords: Regulations, Recruiting
With the increase in U.S. based short-term, non-degree
and internship-driven programs, the differences between
F vs. J visas are becoming more important than ever to
international students. Agents, counselors and admissions
ofcers, along with clients, students and families benet
from a better understanding of medical insurance
implications, Practical Training and Academic Training
employment restrictions and latitudes, and the two-
year home country requirement, all of which should be
discussed during the recruitment and advising process.
Jennifer Fernandez-Villa, University of North Carolina,
Wilmington
Michael Wilhelm, University of North Carolina,
Wilmington
INDIA – S.W.O.T .Analysis
9:00 am - 10:15 pm | Florida Ballroom C
Level: Intermediate
Keywords: India, Trends and Inuences
The presentation will touch on India’s Strength, Weakness,
Opportunity and Threats in the space of Student
Mobility. Institutions need to get updated information
on ground realities with regards to the effort of the Modi
government in the Indian education sector. Recently
two major nancial reforms were implemented in India
- Demonetization & ‘GST’ , inuence by the American
economy and its policies of the Trump administration
towards ‘The Travel Ban‘, ‘H1-B’ review, STEM Rules for
OPT.
Saturday, December 9, 2017 cont...
Sushil Sukhwani, Edwise International
Abhijit Zaveri, Career Mosaic
Coffee in Exhibit Hall
10:15 am – 10:45 am | Global Ballroom A, B, C
AIRC Closing General Session:
Challenged by Changing Times
10:45 AM – 12:00 PM | Grand Ballroom
International educators are facing the forces of political,
social and economic realities all over the world. The
United States of America is still the leading destination
for international students. It dominates with so many top
ranked universities in the world. However, with the waves
of change internally and rising competion globally - is the
United States losing its luster, the attraction, its appeal
and value? Using a point-counterpoint format, speakers
will argue for and against the trends and the perception
of unwelcoming environment in the United States for
internation students. Hear and learn both sides of the
issues in this debate format session. Attendees will also
have ample opportunities to engage and provide their
perspectives.
Moderator:
Jeet Joshee, California State University Long Beach
Panelists:
Jean-Marc Alberola, Bridge Education
Amy Baker, PIE News
Geraldine de Berly, University of Massachusetts Amherst
Mitch Leventhal, Academic Assembly, Inc.
Passing of the Gavel
12:00 p.m. | Conference Ends
Join us for next
years conference!
2018
Bonaventure Resort
Weston, Florida
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26
27
BE SURE TO VISIT THE AHN BOOTH
TO DISCUSS THE BENEFITS OF
PARTNERING WITH US
The American Homestay Network (AHN)
operates throughout the USA!
USA Partnering Opportunities with
www.homestaynetwork.com info@homestaynetwork.com
Proud to be a platinum sponsor of the American International Recruitment Council (AIRC)
FOR AGENTS
We work with Educaon Agents to help
with Homestay soluons throughout the
USA. We adopt best pracce Homestay
standards as iniated by our affiliated
company – the Australian Homestay
Network (AHN).
AHN USA pays Agents for assistance
with student Homestay applicaons.
FOR EDUCATION
PROVIDERS
We offer complete Homestay soluons
for under 18s, as well as welcoming
Homestay orientaon to help over 18s
sele in during their first few weeks in
the US.
We can also assist in linking our
Educaon Provider partners with access
to our Global network of recognized
Educaon Agents.
We set the standards for quality
Homestays.
FOR STUDENTS
Start with AHN. Students will sele
faster, be safer and make beer long term
decisions on their future accommodaon.
AHN Hosts will also help with a person-
alized one on one orientaon (including
assistance with local transport, shopping,
banking as well as introducing and
assisng with networks, mentoring, etc.).
Homestay provides Internaonal Students
with beer immersion into the American
culture and lifestyle, beer academic
results and increased job prospects.
C
M
Y
CM
MY
CY
CMY
K
American Homestay Network full page ad Oct 2017 PRESS.pdf 1 9/10/2017 10:22 AM
28
Ian Cann - icann@icef.com
Learn about ICEF multiple booking rates by
contacting our representative
LEARN MORE ABOUT ICEF
icef.com
Grow and diversify your international enrollments
2018 ICEF Events