Questions We Help Answer
Prime
Audit
Strategize
Implement
Capitalize
What are major trends and recent developments in airline distribution?
What does all this mean for us as an airline in a competitive environment?
How can we keep up?
How does our distribution footprint compare to industry benchmarks?
Are our unit cost competitive?
What are our strategic, commercial and technological pain points?
What is the best distribution strategy for my airline?
Is it better for us to be a first mover, a fast follower or late to the party?
How do we achieve a channel mix balancing reach and economics?
How do we regain/retain control of our offer and of our distribution cost?
How can we best engage with our passengers without an intermediary whenever possible?
How do we develop and distribute targeted offers based on customer segments and needs?
How do we best prepare for negotiations with distributors (GDS) and travel agents?
What is our best alternative to a negotiated agreement? (BATNA)
How do we best recover channel specific distribution cost?
How can we anticipate what my customers are looking for and where they will be looking for it?
How can we best leverage upsell potentials?
Deliverables
Prime
Audit
Strategize
Implement
Capitalize
Comprehensive understanding of the role of distribution and the different players in the value chain
Overview of current distribution dynamics in terms of strategy, commercials and technology
Conclusions on “What does all this mean for my airline?”
Ideas on “How can my airline keep up?”
Open Q&A session
Comprehensive status quo assessment of distribution and sales priorities and supporting IT infrastructure highlighting
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Contract obligations and freedoms
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Competitive position
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Up-to-dateness
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Strengths to build on
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Recommended improvements
Scan for quick wins
High-level options for evolving the current distribution approach
Suggestion for next steps including timeline
Alternative distribution strategies
BATNA definition (Best Alternative to Negotiated Agreement) to negotiate with confidence
Quantitative and qualitative evaluation
Recommendation for most suitable distribution strategy
GDS negotiation goals
Refinements based on airline’s feedback
High-Level Distribution transformation game plan
Continuous drive for and support of implementation
BATNA readiness
Negotiation approach, sequence and team
Financial model for negotiations
Continuous steering of and guidance through negotiations
Review and comment on legal drafting
Distribution product development in line with new strategy
New distribution contracts in effect
New products
Channel and agency steering set up
New distribution governance and processes established
Amended distribution organization
Change management concluded