Sixth Annual Conference Program - 2014

AIRC

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www.airc-education.org

American International Recruitment Council

6th Annual Conference December 3-6, 2014Marriott Biscayne Bay Hotel

Miami, Florida, USA

Dear Conference Participants:

It is with great pleasure that I welcome you to AIRC’s 6th 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 six years, our premier annual event has significantly grown in size, scope, and sophistication, and has been highly valued by the participants.

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 Geraldine de Berly, Senior Associate Dean, Syracuse University for all of her work and guidance throughout the conference planning process.

Thank you for joining us.John DeupreeExecutive Director

Welcome from AIRC’s Executive Director

The Conference Mobile App including the Schedule and Participant List can be found at this URL or by scanning the QR Code below. Presentations will be posted to this site following the conference.

www.airc-education.org/conf

AIRC Conference Mobile App Sponsored by CGACC

For your convenience, AIRC has the conference

program available as a mobile application for iOS,

Android, and Windows.

www.airc-education.org 1

Welcome from AIRC’s Executive Director AIRC LEADERSHIPAIRC Board of DirectorsMary Marquez Bell, Chair & President,SUNY College at Old WestburyRoss Jennings, Vice President & Treasurer,Green River Community CollegeSabine Klahr, Secretary, University of UtahStephen Foster, Wright State UniversityMark Lucas, iae GLOBAL NetworkJohn Pomeroy, SUNY University at AlbanyWang Wei, Wiseway Global

Non-Voting MembersBarry Bannister, Chair, Certification Commission,Green River Community CollegeNorman Peterson, Chair, Advocacy Committee,Montana State University, RetiredJohn Deupree, Executive Director, AIRC

AIRC Certification CommissionBarry Bannister, Chair,Green River Community CollegeGeorge Beers, Foothill and De Anza CollegesGeorge Burke, Cleveland State UniversityGeraldine de Berly, Syracuse UniversitySophia Iliakis Doherty, Peninsula CollegeLindsey Garbenis, Hawaii Pacific UniversityJeet Joshee, California State University- Long BeachCarol Mandzik, The University of MaineKrista Northup, Cambridge Education GroupJosep Rota, Ohio UniversityMarcelo Siles, Old Dominion UniversityJoseph Ugras, LaSalle University

AIRC StaffJohn Deupree, Executive DirectorJennifer Wright, Associate Director for Certification & OperationsLaura Hirst, Member Services CoordinatorChris Telling, Technology OfficerRachel Foster, Technical Support

Conference Event StaffTajah Mohr, Conference and Hotel LogisticsMary Swarna, Conference Program

AIRC VolunteersFrauke Festersen, ICEFLouisa Soto, ELS Educational Services Jane Xiaoying Wang, University of Cincinnati

AIRC 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 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

2 AIRC SIXTH ANNUAL CONFERENCE December 3-6, 2014

AIRC wishes to thank its corporate and conference sponsors for their generous support!

AIRC Corporate Sponsors

AIRC Conference Sponsors


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.

Exhibitors and AdvertisersAcademic Credentials Evaluation, Inc. Admission TableAgent Management Solutions Air ConceptsAssociates in Cultural Exchange BPO IntelligenceCalifornia Lutheran University Educational Credential Evaluators, Inc.ELS Language CentersICEF, Corporate Sponsori-GraduateINTEAD International Education Research Foundation, Inc. PearsonSaint Peter’s UniversityStudyLinkTerra DottaUStudyUnited States Commercial ServiceVedu

AIRC Certified Agency ExhibitorsAbroad CampusBeijing New OrientalCan AchieveCanam ConsultantsCareer MosaicEduShanghaiEdwise ConsultantsEIC GroupELS Educational ServicesFuture Link ConsultantsGeeBee EducationIDPIEC - International Education for Global MindsPAC AsiaStudy Overseas GlobalThe Professional NetworkUStudyWorld Education GroupWiseway Global


PRE-CONFERENCE PROGRAM

8:30 a.m. - 7:00 p.m.Registration Grand Ballroom Foyer

PRE-CONFERENCE WORKSHOPSPre-registration required

9:00 a.m. - 5:00 p.m.Implementing an International Strategic Recruitment Plan for U.S. Educational InstitutionsWatson IslandThe workshop is designed for educators at educational institutions which are interested in expanding their enrollment of international students. The focus will be on working with agents who specialize in recruiting students for the U.S. market. Presenters are AIRC members with significant experience with agent-based recruitment. Participants will have the opportunity to begin developing their own agent-based recruitment plan.Mary Marquez Bell, SUNY College at Old Westbury Mark Lucas, iae GLOBAL NetworkPia Wood, University of Tennessee

Wednesday, December 3, 2014

2:30 - 5:00 p.m.

Maximizing Relationships with U.S. Consulates: Communication, Visa Processing, Student RecruitmentSunset Island This train-the-trainer session takes an in-depth look at building stronger relationships with U.S. Government offices abroad, communicating the role of agencies and international student recruitment activities to those offices, and better preparing students for visa interviews. AIRC presenter, consultant Tony Edson, was a senior consular official with the Department of State and will help provide insight into consular officer perceptions of student visa applicants and of the internal dynamics of State Department offices abroad.Tony Edson, SAEdson, LLC

Advanced Agency Management for U.S. Educational InstitutionsBiscayne IslandAIRC has developed Institutional Guidelines for Best Practice that center on institutions’ commitment to

AIRC Conference Schedule at a Glance—Wednesday, December 3, 2014TIME EVENT ROOM

8:30 a.m. - 7:00 p.m. Registration Open Grand Ballroom Foyer

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

Watson Island

2:30 - 5:00 p.m. Pre-Conference Workshop:Maximizing Relationships with U.S. Consulates: Communication, Visa Processing, Student Recruitment

Sunset Island

2:30 - 5:00 p.m. Pre-Conference Workshop:Advanced Agency Management for U.S. Educational Institutions

Biscayne Island

3:00 - 5:00 p.m. External Reviewer Updates and Training (By Invitation) San Marco Island

4:30 - 5:30 p.m. AIRC Town Meeting Salon A, B, C

5:30 - 7:00 p.m. AIRC Opening ReceptionThe conference opening reception recognizes AIRC’s certified agencies, sponsors, and exhibitors.

Salon D, E


engaging in close collaboration and clear procedures for sustainable agent-institutional relationships. This in-depth workshop will present baseline and best practice approaches for agency management. Topics will include institutional readiness in terms of support, staffing, training and financial resources; vetting and selecting agency partners; what agencies expect from institutions; effective agency engagement and training; and the institutional – agency financial relationship.Krista Northup, Cambridge Education GroupBrett Prim, EIC Group

4:30-5:30 AIRC Town MeetingSalon A, B, CAIRC Board and staff members will host a question and answer for members on AIRC’s operations, standards, and strategic direction.John Deupree, Executive DirectorStephen Foster, AIRC Board, Wright State University

5:30 - 7:00 p.m.Opening Reception in Exhibit Hall Salon D, EEnjoy drinks and light appetizers while networking with AIRC certified agencies, sponsors, and educators.

Save the Date“Strategies for International Student Success: Recruitment to Alumni”

A Thematic Forum of The Association of International Education Administrators (AIEA)

Hosted by the University of Tennessee and the American International Recruitment Council (AIRC)

Location: Knoxville, TennesseeDates: April 8-9, 2015

The Forum will provide an intensive, interactive workshop for individuals who wish to enhance their knowledge of the theory and practice behind developing programs to provide the best possible experience for international students from the “first touch” in recruitment to after they leave and become alumni. Over 1 ½ days, the Forum will engage experienced individuals to lead a sequential set of sessions designed to follow the path of a typical international student. Participants will be encouraged to participate actively in all sessions and time will be set aside for questions and discussion. Six sessions: 1) What does the data tell us? 2) Strategies for Successful Recruitment 3) Transition Strategies (Orientation Programs) 4) Integration and Support Strategies 5) International Student Retention: Theory, Data, and Strategies 6) Successful International Alumni Strategies.

Workshop Leaders:Host: Dr. Pia Wood, University of TennesseeDr. Darla Deardorff, AIEADr. David di Maria, Montana State UniversityDr. Gretchen Dobson, Global StrategistDr. Mark Bryant, University of TennesseeMr. Richard Garrett, i-graduate

Find application details in upcoming editions of the AIRC Insider, email newsletter.


Conference Presenters

David Adler, Chief Executive Officer, UStudy

Jean-Marc Alberola, President, Bridge-Language & Education Abroad

Derrick Alex, Director of International Admissions and Recruitment, Pacific University

David Anderson, Vice President, Recruitment and Partner Support, ELS Language Centers

Marcos Avilez, Director, International Relations, Universidad Católica de Valparaiso

Diane Arguijo, District Director of International Education, San Mateo County Community College

May Arthur, Executive VP, Business Development, EC Language Centers

George Beers, Dean of International Programs, Foothill and De Anza Colleges

Mary Marquez Bell, Vice President for Enrollment Services, SUNY College at Old Westbury

Salma Benhaida, Assistant Director of International Recruitment and Admissions, Kent State University

Dominic Berardi, Regional Director, South and Southeast Asia, Shorelight Education

Gary Bergman, President, College Study US

Amiya Bhaumik, CEO and Vice Chancellor, Lincoln University College

Linda Bridges, Senior Director, Academic Affairs, Shorelight Education

Ryan Buck, Executive Director of International Student Affairs, Brooklyn College - CUNY

David Bushey, Head of Client Relations, IDP Education

Basil Cleveland, Senior Vice President and Co-Founder, Shorelight Education

Ron Cushing, Director, UC International Services, University of Cincinnati

Valeriana Daily, International Outreach Manager, Full Sail University

Geraldine de Berly, Senior Associate Dean, Syracuse University

John Demer, Director, Americas, ICEF

Duleep Deosthale, Admission Table

John Deupree, Executive Director, AIRC

David Di Maria, Associate Provost for International Programs, Montana State University

Tony Edson, Principal, SAEdson Consultants

Kirsten Feddersen, Director of Global Outreach, Southern New Hampshire University

Richard Ferrin, President and CEO, WE Group

Lily Fong, Assistant Director of International Recruitment, John Carroll University

Stephen Foster, Associate Vice President of International Affairs, Wright State University

Penny Gerdeman, Director, International Admissions, University of Findlay

Garett Gietzen, Assistant Director for International Partnerships, University of Wisconsin-Milwaukee

Larry Green, Managing Director/EVP Higher Education, Study Group

Arlene Griffiths, Director of Client Relations and Business Development, IDP Education

William Guo, Vice General Manager, Can-Achieve Consultants

Mandy Hansen, Director, International Admissions and Recruitment, Northern Arizona University

Clay Hensley, Senior Director, International Strategy & Outreach, The College Board

Christina Hilpipre-Frischman, Director, International Admissions, University of St. Thomas

Ross Jennings, Vice President of International Programs, Green River Community College

Palle Steen Jensen, General Manager, EDU Danmark

Carol Johnson, Enrollment Manager, Monterey Institute of International Studies

Jeet Joshee, Associate Vice President, International Education, Dean, College of Continuing and Professional Education, California State University - Long Beach

George Kacenga, Director of International Enrollment Management, University of Colorado, Denver

Emily Kirsch, International Marketing & Recruitment Coordinator, Humboldt State University

Hilka Leicht, Managing Director and Owner, IEC – International Education for Global Minds

Mitch Leventhal, SUNY-Albany Professor of Professional Practice & Entrepreneurship and Academic Entrepreneur-in-Residence, Shorelight Education

Mark Lucas, Managing Director, iae GLOBAL Network

Dominic Milne, Deputy Head of the International Office, University of Aberdeen (via Skype)

David Moore, Vice Provost of International Programs, Broward College



Krista Northup, Director of University Partnerships, Cambridge Education Group

Alejandra Meneses Ortiz, Coordinator of International Mobility, Universidad Autonoma de Chile

Mark Pettitt, Director, BPO Intelligence (Live video session)

Carlos Pizarro, Regional Director, Latin America, Bridge - Language & Education Abroad

Brett Prim, Assistant Director, U.S. Education Center, EIC Group

Greet Provoost, Director, Office of International Programs, University of Mississippi

Amy Ryan, Senior International Trade Specialist, U.S. Commercial Service

Kjetil Sandvoll, CEO, Study Outside Norway

Margit Schatzman, President, Educational Credential Evaluators, Inc.

Sam Skinner, Director of International Admissions, University of Hartford

Conference Presenters continued

Juan Tavares, Director of International Admissions and Services, Western Michigan University

Emily Tse, Director of Evaluations, International Education Research Foundation, Inc.

Joe Ugras, Associate Provost, LaSalle University

Ganesh Valmiki, Chairman and Managing Director, Valmiki Group

Pat van Rooyen, Head Navitas Operations University of Massachusetts, Navitas

Ben Waxman, Chief Operating Officer, Intead

Michael Waxman-Lenz, Chief Executive Officer, Intead

Pia Wood, Associate Provost, University of Tennessee

Jennifer Wright, Associate Director for Certification and Operations, AIRC

Abhijit Zaveri, Managing Director, Career Mosaic

Rong Zhou, Senior Consultant, Beijing New Oriental Vision Overseas Consulting

Opening Plenary SpeakerKarin Fischer is a senior writer at The Chronicle of Higher Education, where she covers the globalization of higher education, the business of international education, and the relationship between colleges and the economy. She has reported extensively on international-student recruitment practices, including the use of agents, the growth of pathways programs, and the problem of fraud in international applications, and her work has appeared in The New York Times, The Washington Monthly, and George magazine. In 2010, she was selected for the East-West Center’s Jefferson Fellowship program for reporting

in Asia. A graduate of Smith College, she received the Poynter Institute News Reporting & Writing Fellowship for College Graduates, which recognizes outstanding young journalists.


Thursday, December 4, 2014AIRC Conference Schedule at a Glance Thursday, December 4, 2014TIME EVENT ROOM

8:00 a.m. - 4:30 p.m. Registration Open Grand Ballroom Foyer

8:00 a.m. - 5:00 p.m. Exhibit Hall Open Salon D, E

8:00 - 9:00 a.m. Coffee in Exhibit Hall Salon D, E

9:00 - 10:15 a.m. Welcome and Opening Plenary • Conference Welcome• “Changes at Home, Reverberations Abroad”

Salons F, G, H, J, K

10:15 - 10:45 a.m. Coffee Break in Exhibit Hall Salon D, E

10:45 a.m. -12:00 p.m. Concurrent Sessions & Discussions• Beyond the Rankings: Marketing ‘Right Fit’ to Chinese Students• Utilizing the UK’s Expertise in Agent Relationships to Map a

Course for the U.S.• Discussion: Sharing Best Practices for Engaged and Strategic

Agency Management

Salon A, B, CWatson Island

Bayview

12:00 - 1:30 p.m. Networking Lunch Terrace

1:45 - 3:00 p.m. Concurrent Sessions & Discussions• Falsification of Educational Credentials: Partners in Fraud Detection

& Elimination• Recruiting in Small Markets - Pros and Cons• Innovative Data Use in International Recruitment/Marketing – How

Does Your Organization Compare?

Salon A, B, C

Watson IslandBayview

3:00 - 3:30 p.m. Coffee Break in Exhibit Hall Salon D, E

3:30 - 4:45 p.m. Concurrent Sessions & Discussions• In-Market Agency Collaborations and How They Can Expand

Opportunities for U.S. Institutions • The Student Perspective- Agent Use, Services & Satisfaction• Discussion: Pathway Programs: Myths vs. Reality; Potential vs.

Pitfalls

Biscayne Island

Watson Island

Salon A, B, C

5:30 - 7:00 p.m. Reception Sponsored by ICEF Network with agencies, educators, and sponsors over light appetizers and drinks

Bayview


Thursday Session descriptions continued on following page

Thursday, December 4, 2014

10:15 - 10:45 a.m.Coffee Break in Exhibit HallSalon D, E

Concurrent Sessions and DiscussionsProgram 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.

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

Beyond the Rankings: Marketing ‘Right Fit’ to Chinese StudentsSalon A, B, CSchool ranking is often a starting point for Chinese students and a headache for the majority of colleges. However, with the help of partner agencies and targeted recruitment efforts, more Chinese students are looking beyond rankings and choosing schools which are a ‘right fit’ for education and beyond. This session focuses on effective and specific ways in which institutions can market and promote their strengths to attract Chinese students - first to apply, and finally to enroll. Participants will understand the history of the study abroad market in China, shifts and the differences between recruitment agencies and consultancies in China.Ross Jennings, Green River Community CollegeRong Zhou, Beijing New Oriental Vision Overseas Consulting

Utilizing the UK’s Expertise in Agent Relationships to Map a Course for the U.S.Watson IslandThe use of agents as a best practice is still in the infancy stage in the U.S., but other markets have been using them for decades. In this session, we hear from a U.S. institution that is relatively new to the agent arena as well as a UK

CONFERENCE PROGRAM

8:00 a.m. - 4:30 p.m.Conference Registration Grand Ballroom Foyer

8:00 a.m. - 5:00 p.m.Exhibit Hall OpenSalon D, E

8:00- 9:00 a.m.Coffee in Exhibit HallSalon D, E

PLENARIES9:00 - 10:15 a.m. Welcome and Opening PlenarySalons F, G, H, J, K

Conference WelcomeJohn Deupree, AIRC Executive DirectorGeraldine de Berly, Conference Chair

Conference Plenary“Changes at Home, Reverberations Abroad”Karin Fischer, Senior Writer, The Chronicle of Higher EducationThe doors of American higher education today are open wider to students from overseas than ever before. With their growing prominence on U.S. college campuses, and their increased importance to universities’ bottom lines, the issues surrounding the recruitment and education of international students are front and center. No longer are matters like overseas recruitment practices or foreign-student acculturation to be fretted about solely by the international admissions officer or adviser – they’re the subject of conversation for presidents, provosts, faculty members, and suites of administrators. While there’s much good from the elevated attention, it also has changed -- and sometimes complicated -- the discussion in ways that have consequences for those in colleges’ international offices as well as those involved with student recruitment in foreign countries.


institution that has been utilizing agents for years to see what the future could look like for the U.S. market now that this practice is becoming more commonplace.Arlene Griffiths, IDP EducationDavid Bushey, IDP EducationSam Skinner, University of HartfordJuan Tavares, Western Michigan UniversityDominic Milne, University of Aberdeen (via Skype) Discussion: Sharing Best Practices for Engaged and Strategic Agency ManagementBayviewAIRC has developed Institutional Guidelines for Best Practice that center on institutions’ commitment to engaging in close collaboration and clear procedures for sustainable agent-institutional relationships. In this session we present the AIRC Issue Brief, Best Practices for Engaged and Strategic Agency Management, which defines focus areas to ensure well-communicated and strong relationships. Session participants will share their thoughts on the paper topic which will further inform AIRC’s public guidance on the issue. Krista Northup, Cambridge Education GroupValeriana Daily, Full Sail UniversityKirsten Feddersen, Southern New Hampshire UniversityBrett Prim, EIC Group

12:00 - 1:30 p.m.Networking LunchTerrace

1:45 - 3:00 p.m.

Falsification of Educational Credentials: Partners in Fraud Detection & EliminationSalon A, B, CAgents and institutions want practical tools, manageable processes and reliable partners to address the problem of falsified documents. Learn how to reduce fraud, detect fraudulent documents and how to obtain document verification. Approaches to dealing with those who

Thursday, December 4, 2014 continued

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

submit forged or altered documents will be examined and discussed.Margit Schatzman, Educational Credential Evaluators, Inc.Mark Lucas, iae GlobalEmily Tse, International Education Research Foundation, Inc.

Recruiting in Small Markets - Pros and ConsWatson Island Small countries / small markets are often overlooked by many education institutions. The panel will discuss the advantages and disadvantages of recruiting in a small market. Presenters will include an analysis showing which types of U.S. institutions would benefit from recruiting in small markets and which institutions should avoid taking that approach. Step-by-step tips on how to identify a small market, how to approach it, best practices in recruiting in small markets and how to avoid making mistakes will also be addressed.David Adler, UStudyPalle Steen Jensen, EDU DanmarkHilka Leicht, IEC – International Education for Global MindsKjetil Sandvoll, Study Outside Norway

Innovative Data Use in International Recruitment/Marketing – How Does Your Organization Compare?BayviewThe College Board and Intead provide distinct perspectives and AIRC member comparison data to monitor and evaluate your current activities and new opportunities for international strategy development and enrollment, including marketing and financial aid benchmarks. John Carroll University, Brooklyn College and AIRC Certified agency, IDP, will provide practical examples of data usage for its recruitment strategy.

The presenting organizations will share their perspectives and access to different data sources, operational priorities and strategic needs. Each player serves a different purpose in the international student enrollment field for their members, clients and their own


academic institution. Learn how their thinking can inform your own activities.Clay Hensley, The College BoardRyan Buck, Brooklyn College - CUNYLily Fong, John Carroll UniversityArlene Griffiths, IDPMichael Waxman-Lenz, Intead

3:00 - 3:30 p.m. Coffee Break in Exhibit HallSalon D, E

3:30- 4:45 p.m.

In-Market Agency Collaborations and How They Can Expand Opportunities for U.S. InstitutionsBiscayne IslandThe presenters will describe how their agencies have established connections and collaborations with local secondary schools and other institutions that offer expanded opportunities for U.S. institutions that are recruiting in their markets.Ganesh Valmiki, Valmiki GroupWilliam Guo, Can-Achieve Consultants

The Student Perspective- Agent Use, Services & SatisfactionWatson IslandThis presentation discusses student use of agents by nationality, level and other characteristics, plus correlations between agent use and post-enrollment satisfaction, drawing on data from the International Student Barometer (ISB). The presentation also offers an institutional perspective from University of Cincinnati, a long-time user of agents and the ISB.Ronald Cushing, University of Cincinnati

Thursday, December 4, 2014 continued

Discussion: Pathway Programs: Myths vs. Reality; Potential vs. PitfallsSalon A, B, CWith several pathway models, what seem to be critical success factors? How do institutions and pathway providers wrestle through academic control, transfer credit and staffing issues? How to manage internal politics, particularly when money and enrollments are front and center? Discussants include two pathway program experts and one former university executive.Richard Ferrin, WE GroupLarry Green, Study GroupPat van Rooyen, Navitas

5:30- 7:00 p.m.Reception Sponsored by ICEFBayviewNetwork with other conference participants Light Appetizers and Drinks


Friday, December 5, 2014AIRC Conference Schedule at a Glance—Friday, December 5, 2014TIME EVENT ROOM

8:00 a.m. - 4:00 p.m. Registration/Information Desk Open Grand Ballroom Foyer

8:00 a.m. - 5:00 p.m. Exhibit Hall Open Salon D, E


9:00 - 10:15 a.m. Concurrent Sessions & Discussions• The Do’s and Don’ts of Agency Recruitment• Discussion: Collaborative Data Sharing on International Recruitment

Strategies• Discussion: Integrated Digital Marketing: The Next Frontier

Watson IslandSalon A, B, C

Bayview


10:45 a.m. - 12:00 p.m. Concurrent Sessions & Discussions• Emerging Markets: Malaysia and Myanmar• Best Practices in Transnational Education: Expanding Education

Access and Delivery• A Consular Officer’s Perspective on Visa Processing• Corporate Sponsor Session: BPO Intelligence Brochures…Like

You’ve Never Seen Before

Watson IslandSalon A, B, C

BayviewSan Marco Island

12:00 - 1:30 p.m. Luncheon Sponsored by ELS Language Centers

President’s ReportRecognition of Newly Certified Agencies

Salons F, G, H, J, K

1:45 - 3:00 p.m. Concurrent Sessions & Discussions• The Full Picture: What is Involved to Become and Be AIRC Certified?• Opportunities for Student Recruitment in Chile• Discussion: Agency and Educator Dialogue Session I

Salon A, B, CWatson IslandBayview

3:00 - 3:30 p.m. Coffee Break in Exhibit Hall Salon D, E

3:30 - 4:45 p.m. Concurrent Sessions & Discussions• What Recruiting Institutions and Agencies Need to Know about

Rules, Regulations and Risk • Why Including the U.S. Commercial Service in Your Recruiting Plans

Makes Sense• Corporate Sponsor Session: ICEF Leveraging ICEF’s Agent

Workshops to Increase Your International Student Enrolments

Bayview

Salon A, B, C

Watson Island

6:00 - 9:00 p.m.(Transportation at 5:30 p.m.)

Cocktails and Dinner at Sunset Harbour Yacht Club Sponsored by Air Concepts USA (Tickets Required)

Sunset Harbour Yacht Club1928 Sunset Harbour DriveMiami Beach, FL 33139


8:00 a.m. - 4:00 p.m.Registration/Information Desk OpenGrand Ballroom Foyer

8:00 a.m. - 5:00 p.m.Exhibit Hall OpenSalon D, E

8:00- 9:00 a.m.Coffee in Exhibit HallSalon D, E

9:00 - 10:15 a.m.

The Do’s and Don’ts of Agency RecruitmentWatson IslandDuring this session, the presenters will provide an experience-based outline of best and worst practices in initiating and maintaining relationships between institutions and agents. The discussion will focus on day-to-day communication, training, operations, commission payments, and fair participation, among other topics. The presenters will provide specific examples from both the institutional and the agency side, and these will make up the foundation for the discussion. Participants are encouraged to prepare for the session by thinking of specific examples from their own work with institutions/agents in order to contribute to the discussion.Kirsten Feddersen, Southern New Hampshire UniversityDavid Adler, UStudyGeorge Beers, Foothill and De Anza Colleges

Discussion: Collaborative Data Sharing on International Recruitment StrategiesSalon A, B, CStrategic recruitment is dynamic and AIRC members are developing new strategies each year to improve student success. What data or data gathering tools are AIRC members developing in areas such as prospect tracking, enrolled student success, retention, and agency management? What role can or should AIRC play in

Friday Session descriptions continued on following page

Friday, December 5, 2014

collecting and informing members of these tools? Pia Wood, University of TennesseeRon Cushing, University of Cincinnati

Discussion: Integrated Digital Marketing: The Next FrontierBayviewTechnology has the power to improve relationships and connections...when used to its fullest potential. Learn about the ways in which different digital marketing methods and channels can be integrated, advancing digital marketing to the next frontier. The next phase of engagement will go beyond traditional social media and will allow for greater customization, personalization and marketing management. This session will explore tools, strategies and important considerations for institutions, pathway providers and agents who want to take their relationship development to the next level through integrated digital marketing. An institution with first hand experience will also provide their insights.Ben Waxman, InteadMichael Waxman-Lenz, InteadGarett Gietzen, University of Wisconsin-MilwaukeeDuleep Deosthale, Admission Table

10:15 - 10:45 a.m.Coffee Break in Exhibit HallSalon D, E

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

Emerging Markets: Malaysia and MyanmarWatson IslandMalaysia and Myanmar present two emerging markets for expansion of international student mobility. Malaysia aspires to be a regional education hub by 2020 with valid international accreditation policies in place. Myanmar has recent developments within its higher education community that provide opportunities for engagement. The discussion for this session will include an overview of the existing higher education context, needs and


recommendations to support partnerships and exchange and student mobility trends. Participants will gain an understanding how to recruit students from Malaysian and Myanmar institutions, consideration for study abroad, and how to pursue collaborative partnerships. Amiya Bhaumik, Lincoln University CollegeDiane Arguijo, District Director of International Education, San Mateo County Community College Mandy Hansen, Northern Arizona University

Best Practices in Transnational Education: Expanding Education Access and DeliverySalon A, B, CTwo data-driven approaches describing international student recruitment are discussed and debated: student choice as viewed through the Feature-Access Model, a combination of traditional campus feature marketing and expanding access channels, and the Opportunity-History Model, capitalizing on student interests through communal affinities and historical precedent. Recruitment options, including direct, third party, and transnational delivery, will be discussed.Basil Cleveland, Shorelight EducationLinda Bridges, Shorelight EducationDavid Moore, Broward CollegeMitch Leventhal, SUNY-Albany and Shorelight EducationDominic Berardi, South and Southeast Asia, Shorelight Education

A Consular Officer’s Perspective on Visa ProcessingBayviewAIRC consultant Tony Edson, a retired senior US consular officer, will provide insight into the best ways to prepare student visa applicants for interview and the concerns and considerations of consular officers when they are adjudicating visa applications. Tony Edson, SAEdson, LLC

Corporate Sponsor Session: BPO Intelligence Brochures…Like You’ve Never Seen BeforeSan Marco Island Gone are the days of impersonal generic brochures. The new way to create brochures is here. With Easy

Friday, December 5, 2014 continued

Brochure Builder institutions can customize a brochure to prospective students based on the student’s selection matching criteria and personal profile. Everything is automated and customized to student/institutional interests. You even get all your qualified lead data with Google map integration for further follow up. Or, we can easily add auto follow-ups for you to increase applications and enrollments. See how the system can save you time and money while generating more students.Mark Pettitt, BPO Intelligence (Live Video Session)

12:00 - 1:30 p.m. Luncheon - Sponsored by ELS Language Centers Salons F, G, H, J, K

Welcoming RemarksPresident’s ReportRecognition of Newly Certified Agencies

David Anderson, ELS Language CentersJohn Deupree, Executive DirectorMary Marquez Bell, AIRC PresidentGeorge Beers, Vice Chair, AIRC Certification CommissionJennifer Wright, AIRC Certification Commission

1:45 - 3:00 p.m.

The Full Picture: What is Involved to Become and Be AIRC Certified?Salon A, B, C AIRC Certification of agencies is often erroneously compared to agency screening that is conducted by national regulation bodies, agency association groups and agency/institutional networking companies. Session presenters representing the AIRC Certification Commission, external reviewer team and staff will describe how AIRC Certification is a uniquely rigorous process modeled after regional institutional accreditation through public comments, on-site review and independent voting by the

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



AIRC Certification Commission as well as its emphasis on agency continual self-evaluation and commitment to best practice.Jennifer Wright, AIRCGeraldine de Berly, Syracuse UniversityJoe Ugras, LaSalle University

Opportunities for Student Recruitment in ChileWatson Island Learn about opportunities in Chile, an overlooked yet growing marketplace for international student recruitment. This session will discuss BECAS Chile, the Chilean government’s international scholarship program as well as an overview of the education system, recruiting fairs and agency partnerships. We will also hear the perspective of Chilean universities on their efforts toward internationalization and student mobility. Jean-Marc Alberola, Bridge- Language & Education AbroadCarlos Pizarro, Bridge- Language & Education AbroadAlejandra Meneses Ortiz, Universidad Autonoma de ChileMarcos Avilez, Universidad Catolica de Valparaiso

Discussion: Agency and Educator Dialogue (Session I)BayviewAIRC’s conference is the best opportunity for agency and institutional representatives to learn from each other how to best serve students. This open discussion will be a forum on issues relevant to this critical partnership. The session will feature short presentations from a leading agency and institutional representative on the following questions:

What do agencies most want institutions to understand?What do institutions most want agencies to understand?

Following that presentation the audience will offer discussion questions to which the panelists respond briefly followed by an open exchange. Note: This discussion is being offered in two different times to minimize schedule conflicts.May Arthur, EC Language CentersMary Marquez Bell, SUNY College at Old WestburyGary Bergman, College Study USMark Lucas, iaeGlobal

3:00 - 3:30Coffee Break in Exhibit HallSalon D, E

3:30 - 4:45 p.m.

What Recruiting Institutions and Agencies Need to Know about Rules, Regulations and Risk Bayview The panelists will present the basics of managing risk and being compliant with institutional and Federal regulations. The session will provide information on: contracts and institutional attorneys, understanding the insurance indemnification that universities need, completing tax forms such as the W-8BEN, risk management procedures at universities, concerns universities may have about FERPA and enrollment information in hands of third party recruiters, and boiler plate contract language. Jeet Joshee, California State University - Long BeachEmily Kirsch, Humboldt State University Krista Northup, Cambridge Education Group Corporate Sponsor Session: ICEF Leveraging ICEF’s Agent Workshops to Increase Your International Student EnrollmentsWatson Island Learn how US educators are using ICEF’s Agent Workshops to increase their international student enrollments. ICEF offers twelve annual Workshops bringing together educational institutions with carefully screened high quality student recruitment agents from around the world. At ICEF’s 2013 Workshops, almost 2000 educators met over 2500 ICEF-screened agents from 70 countries.John Demer, ICEF

Friday Session descriptions continued on following page


Why Including the U.S. Commercial Service in Your Recruiting Plans Makes SenseSalon A, B, COutlining the mission and function of the U.S. Commercial Service and how they help U.S. institutions recruit more international students through multiple channels. Participants will learn about the variety of virtual and in-country services available to institutions. The two university presenters will describe why, how, and which of these services they used. The three presenters will give 2 examples (case studies) each of the successful outcomes institutions achieved and plenty of time for Q&A.Carol Johnson, Monterey Institute of International StudiesChristina Hilpipre-Frischman, University of St. ThomasAmy Ryan, U.S. Commercial Service

Saturday, December 6, 2014

6:00 - 9:00 p.m. (transportation begins at 5:30 p.m.)Cocktails and Dinner at Sunset Harbour Yacht ClubSponsored by Air Concepts USA

SPACE LIMITED. TICKETS REQUIRED AND MUST BE OBTAINED AT AIR CONCEPTS TABLE IN EXHIBIT HALL ALONG WITH TRANSPORTATION INFORMATION

Sunset Harbour Yacht Club1928 Sunset Harbour Dr.Miami Beach, FL 33139

AIRC Conference Schedule at a Glance—Saturday, December 6, 2014TIME EVENT ROOM

8:00 a.m. - 12:00 p.m. Registration/Information Desk Open Grand Ballroom Foyer

8:00 a.m. - 11:00 a.m. Exhibit Hall Open Salon D, E


9:00 - 10:15 a.m. Concurrent Sessions & Discussions• Ethical Issues in Student Recruitment and Visa Processing• South Asia - Best Entry and Recruitment Strategies for North

American Institutions• Discussion: Campus Services for International Students: Basic and

Best Practices

Salon A, B, CWatson Island

Bayview


10:45 a.m. - 12:00 p.m. Concurrent Sessions & Discussions• From Faux Pas to Finesse: Intercultural Competence in International

Student Recruitment• What U.S. Educational Institutions Need to Know About The Role of

Sub-Agents in Agency-Based Recruitment• Discussion: Agency and Educator Dialogue Session II

Salon A, B, C

Watson Island

Bayview

12:00 p.m. Conference Ends

3:30 - 4:45 p.m. continued



8:00 a.m. - 12:00 p.m.Registration/Information Desk Open

8:00 - 11:00 a.m.Exhibit Hall OpenSalon D, E

8:00-9:00 a.m. Coffee in Exhibit Hall Salons D, E

9:00- 10:15 a.m.

Ethical Issues in Student Recruitment and Visa ProcessingSalon A, B, C This session will look at some of the grey areas in international student recruitment. When does preparing students for visa interviews cross the line and become inappropriate coaching? What guidance do you give an F-1 applicant who plans to look for permanent work in the US after graduation? What is the agency’s responsibility in cases where the student may not seem capable of successfully completing the US course of study, for either academic or financial reasons?Tony Edson, SAEdson, LLCRon Cushing, University of Cincinnati

South Asia - Best Entry and Recruitment Strategies for North American InstitutionsWatson Island What are successful recruitment strategies for North American Universities entering the South Asian Market, including India, Sri Lanka, Nepal, Bangladesh, Thailand and Vietnam? Topics covered include country dynamics, student interests in terms of study abroad preference, agent networks, setting realistic goals, success stories, and what to

avoid. The session will also describe methods of recruiting students in the region other than using agents, as well as issues of visa problems for students who are applying through agents.Abhijit Zaveri, Career MosaicDerrick Alex, Pacific UniversityGeorge Beers, Foothill and De Anza Colleges

Discussion: Campus Services for International Students: Basic and Best PracticesBayview AIRC’s Institutional Guidelines for Best Practice in International Recruitment call for institutional and pathway members to make a “commitment to proper student support services.” In this session, authors of a recently released AIRC issue brief on support services for international students discuss both basic and best practices for ensuring suitable support for international students. Discussion will follow the presentation to allow AIRC members the opportunity to share their own best practices and discuss challenges.David Di Maria, Montana State UniversityGeorge Kacenga, University of Colorado, Denver

10:15- 10:45 a.m. Coffee Break in Exhibit HallSalon D, E

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

From Faux Pas to Finesse: Intercultural Competence in International Student RecruitmentSalon A, B, CRecruiters are expected to travel internationally, overcome language barriers and navigate the complexities of cultural difference. When cultures clash on campus, these individuals are often sought out for concrete solutions to diffusing tensions. However, not all recruiters have a background in intercultural communication. This session will focus on critical intercultural considerations

Saturday, December 6, 2014 continued

Saturday Session descriptions continued on following page


in international student recruitment. Key insights from the academic and professional literature will be shared along with practical advice that may immediately be implemented to enhance the experience of recruiters and international students alike.David Di Maria, Montana State UniversitySalma Benhaida, Kent State University.

What U.S. Educational Institutions Need to Know About The Role of Sub-Agents in Agency-Based RecruitmentWatson Island Representatives of institutions recruiting internationally with the assistance of education agencies need to be aware of the various agency business models that exist and, in particular, the practices around sub-agency relationships. The panelists will present best practices developed by AIRC members in the Issue Brief on Sub-Agencies. Joe Ugras, LaSalle UniversityMark Lucas, iae Global

Thank you for joining our discussion.

Saturday, December 6, 2014 continued

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

Discussion: Agency and Educator Dialogue (Session II)BayviewAIRC’s conference is the best opportunity for agency and institutional representatives to learn from each other how to best serve students. This open discussion will be a forum on issues relevant to this critical partnership. The session will feature short presentations from a leading agency and institutional representative on the following questions:

What do agencies most want institutions to understand?What do institutions most want agencies to understand?

Following that presentation the audience will offer discussion questions to which the panelists respond briefly followed by an open exchange with the audience.Penny Gerdeman, University of FindlayMandy Hansen, Northern Arizona UniversityHilka Leicht, IEC – International Education for Global Minds

12:00 p.m.Conference Ends


The Index of Academic Calendars and Dates provides:

• Academic calendars for over 50 countries• Guidelines on regions with different calendar systems• Conversion tips for dates by country or language • A handy resource for admissions officers • All in one convenient publication

Pre-order your complimentary copy at the IERF booth.

CELEBRATING

years of service

with a gift to you!45

Website: www.ierf.org Email: [email protected]

INTERNATIONAL EDUCATION RESEARCH FOUNDATION, INC

SAVE THE DATEAIRC’s 7th Annual Conference

December 2 - 5, 2015Miami, Florida

www.airc-education.org

São Paulo Sept 2015

Miami Dec 2015

Moscow Mar 2015

Dubai Feb 2015

Beijing Oct 2014

Glasgow Sept 2015

Berlin Nov 2015

Montréal May 2015

Seoul Feb 2015

Bogotá Mar 2015

Tokyo Feb 2015

Mexico City Mar 2015

Auckland Apr 2015

For more information or to make a booking, contact: John Demer

Tel +1 888 371 [email protected]

Global WorkshopsFor educators, service providers and agents from all over the worldThe ICEF Higher Education Workshop, Glasgow Sept 12 - 14, 2015

The ICEF Berlin Workshop, Berlin Nov 01 - 05, 2015

Regional WorkshopsFor educators and service providers from all over the world and agents from specific countries and regions

The ICEF Dubai Workshop, Dubai Feb 02 - 04, 2015

The ICEF Moscow Workshop, Moscow Mar 27 - 29, 2015

The ICEF Latin America Workshop, São Paulo Sept 2015

The ICEF Beijing Workshop, Beijing Oct 14 - 16, 2015

Destination WorkshopsFor 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 07 - 09, 2015The Australia New Zealand Agent Workshop, Auckland Apr 28 - 30, 2015

The ICEF North America Workshop - Montréal May 10 - 12, 2015

Agent RoadshowsFor international educators and selected agents from key markets

The ICEF Japan - Korea Agent Roadshow, Tokyo & Seoul Feb 24 - 26, 2015

The ICEF Mexico - Colombia Agent Roadshow, Mexico City & Bogotá Mar 10 - 13, 2015

www.icef.com

Networking events connecting educational institutions with pre-screened, quality student recruitment agents

Meet screened, quality agents from around the world

ICEF is very proud to be working with AIRC and we look forward to welcoming AIRC

members to our Workshops.

Subscribe today for free industry news at

www.icefmonitor.com

ICEF advert 2014 for AIRC's 6th Annual Conference v2.indd 1 19.09.2014 11:58:32

Sixth Annual Conference Program - 2014

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