redefining airline retail sales for agents and planners
DESCRIPTION
What is the best way to sell consumers and business travelers the airline experience? Where do the best sales techniques intersect with the most efficient merchandising tools? Furthermore, how can travel agents, corporate travel planners and other travel buyers learn more about the newest airline merchandising technology? With IATA’s controversial NDC project as backdrop, Tnooz and Travelport present a FREE webinar to answer these and more questions. Travelport and EasyJet led a discussion of Travelport’s Merchandising platform and the opportunities it presents airlines, agents and planners. The webinar investigates: Transformation of indirect distribution into a contemporary retail channel An airline’s delivery of content, ancillaries, product descriptions and fare families Merchandising airline product through visually appealing tools rather than codes and commands Panelists: Andrew Hodges, director of sales, distribution and business, EasyJet Derek Sharp, managing director for global distribution sales and services, TravelportTRANSCRIPT
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 [email protected]
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Thank you!