redefining airline retail sales for agents and planners

Redefining Airline Retail Sales for Travel Agents

Webinar23 July 2013

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Kevin MayEditor & Moderator

Gene QuinnCEO & Producer

Your hosts

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Derek SharpTravelportManaging DirectorGlobal Distribution

Sales & Services

Andrew HodgeseasyJetDirector of Sales,Distribution & Business

Your panelists

Derek Sharp, Travelport23rd July 2013

Airlines & agents:redefining retail

Different paths to growth, ancillaries and consumer needs

Spirit Airlinescharges

for overhead bags

Customers demand recognition

Delta rolls out Economy

Comfort seats to agencies

worldwide

…codeshare partnerships

BA’s A380s & 787s

land in Heathrow

How Emirates grows…

46

240

How Etihad grows…

…aircraft on order

New players, skies opening up, agents must ‘sell’

Revenue from ancillaries 45 billion by 2015

European LCCs

increasing capacity @

14 times

the rate of legacy carriers:

85%

of agents want to sell ancillaries

Indian government accepts ancillary charges

Qantas and Virgin Australia

domestic dog fights

Airlines want to differentiate: agents need the knowledge

Who charges for bags?Who doesn’t?How much?What’s the weight limit?

Allowance policies?

4” more leg room?6” more leg room?50% more recline?30% more recline?

This is the inside of what airline?

TravelportMerchandisingPlatform

TRAVELPORT MERCHANDISING PLATFORM

airline.com

Industry centricCommon to all airlines

Airlines have choice: no technology restrictions

FlexibleDynamicCustomer centricUnique to your airline

Corporations

OTAs

Travel Agencies

Social MediaWeb

Airline Agent

Mobile

API

Airlines Choose The Right Approach For Them

Industry Standards

Consistency for consumers across all channels

Travelport Merchandising Platform

Right information, at the right time: across all points of sale

A common workflow:across all points of sale

Sell all content:across all points of sale

TRAVELPORT MERCHANDISING PLATFORM: Aggregated Shopping

f

f

TRAVELPORT MERCHANDISING PLATFORM: Ancillary Services

TRAVELPORT MERCHANDISING PLATFORM: Rich Content & Branding

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THE FUTURE IS HERE TODAY

Enable agents to access all airline content in their normal workflow in anyway that they choose

Enable airlines to distribute their products in a new dynamic way

easyJetAndrew HodgesDirector of Sales, Distribution & Business

July 2013

Key easyJet facts5.3

£bn market cap*.

61FTSE 100 rank*

22 Bases

211Aircraft

(Airbus A319/320)

640Routes

* As at 18th July 2013

60m passengers pa

10m business

passengers pa

Europe’s no. 1 air travel network

Leading punctuality

Initiatives launched to drive operational performance and minimise disruption included:

• The easyJet turn project• On-going twice daily

operational calls• Investment in easyJet’s

operations control centre

Some recent product improvements

Allocated seating

Fast track security for flexi

customers

2121

Flexible Fares

£100 more£ 50-100 more£ 20-50 more£ 0-20 more£ 0-20 cheaper£ 20-50 cheaper£ 50-100 cheaper£100+ cheaper

Standard Fares

£100 more£ 50-100 more£ 20-50 more£ 0-20 more£ 0-20 cheaper£ 20-50 cheaper£ 50-100 cheaper£100+ cheaper

We are cheaper than our competitors*:

• standard fares - on 80% of occasions

(by more than £100 on 55% of flights)

• flexible fares - on 92% of occasions

(by more than £100 on 65% of flights)

* Source: independent market survey, 2012

easyJet

easyJet

Relentless focus on delivering value

Evolution of our Distribution strategy

easyJet & Travelport• Launched Jan 2008. All agents worldwide

• Challenge now to unlock full potential

Direct Sales: Contact Centre

Direct Sales: Web

Multi channel

Benefits of booking easyJet via GDSFor easyJet:

• strategy is to carry more, higher yielding business passengers

• GDS is the preferred channel for managed corporate travel

• GDS shopping and booking process for easyJet fares should be the same as booking high fare airlines

For TMCs/corporates:• standard booking processes improve operational efficiency

• simpler management of bookings

• easier access to lower fares

2424

Partnership with TMCs & Corporates

• Standard approach, tailored & managed by market

• Targeted incentives that drive incremental yield, not volume

• Range of products & channels to suit different needs

• Designed to make business travel easier and more affordable

easyJet for Business

Questions ?

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Q & A

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Replay and presentation from today’s webinar will be available at www.tnooz.com

Please send your questions to kevin@tnooz.com

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Thank you!