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Together, we create and bring to life strategies driving travel retail.

Oystin | Analytics & Strategy

Read our take on what is important for travel distribution, what the major learnings are, and what’s going to stick.

We have developed a structured, yet flexible and highly customizable,
modular approach to distribution strategy solutioning

Prime

Not sure about what’s going on in distribution and how it’s relevant for your airline?

Our “Distribution Primer” workshop is the ideal way to get up to date on airline distribution and put things into perspective for your airline.

Audit

Wondering how your airline’s distribution footprint stacks up against the competition in terms of unit costs, channel shares, etc.?

Our short, but intense “Distribution Audit” module provides a structured and actionable analysis including relevant benchmarks. Our optional distribution factbook allows you to dig deeper and drill down into individual POS or channels.

Strategize

What is the best way forward in terms of distribution?

Our “Distribution Strategy” module develops alternatives 
either from scratch based on your commercial priorities or tailored from a set of topical strategy templates. Either way, we will
 craft the ideal strategy based on an agreed set of evaluation criteria and taking your unique footprint and competitive environment into account.

Implement

How can the strategy be brought to life best?

Our “Distribution Implementation” module ensures flawless execution, by preparing all technological, commercial and organizational prerequisites and by ensuring that all activities are properly orchestrated. 

Capitalize

How will we benefit most from the implemented strategy?

Once the strategy is fully in place our “Capitalize” module maximizes the benefits of the strategy by developing and implementing a pipeline of products and services tailored to the new distribution capabilities.

Prime

Audit

Strategize

Implement

Capitalize

Our Audits offer airlines solutions to specific problems in GDS and NDC distribution

Benefit: Understand your rights and obligations under the existing GDS contracts.​

 

Input: All current GDS contracts, any other relevant information e.g., PSS agreement, NMCs agreements​

 

Deliverable: Structured summary of all relevant GDS contracts incl. implications on mismatch among contracts, restrictions, potential quick wins and recommendations ​

 

Timeframe: Three weeks, after all delivery of materials​

Are there unexploited opportunities or hidden constraints in your distribution contracts?​

GDS Contract Scan

Are you paying too much for distribution?​

GDS Cost Analysis

Benefit: Evaluate your GDS unit cost per POS and GDS and relate to industry benchmarks​

 

Input: BIDT (GDS cost) data of a recent 12-month period and GDS pricing tables ​

 

Deliverable: Unit cost per GDS and POS, benchmark, and observations or findings within the GDS cost structure

 

Timeframe: One week, given all required inputs provided​

Is your distribution mix in line with your business model? ​

Distribution Dashboard

Benefit: Visualize and drill down into your revenue and cost structure by POS, channel, and GDS

Input: Detailed revenue data (ideally on CPN or TKT level) for a recent 12-month period. Separately, aggregated non GDS cost data for same period​​

 

Deliverable: Comprehensive, interactive distribution footprint covering volumes, revenues, and cost​

 

Timeframe: Three weeks, after all required inputs provided​

Are you struggling with a great proposition to increase NDC adoption?​

Benefit: Receive an NDC proposition tailored to local markets based on your distribution strategy for EDIFACT and direct sales​

Input: GDS contracts, Target markets, current and planned functionalities, EDIFACT and direct channel functionality​

Deliverable: Content and functionality roadmap​

Timeframe: Two weeks​

NDC Market Match

Are you uncertain which NDC trade partners you should engage to boost adoption?

 NDC Boost

Benefit: Understand which sellers and aggregators are needed to boost your NDC platform’s volume​

Input: Full-year (12 months) of (sold) revenue data (ideally on agency-POS level)

Deliverable: Target list of sellers and aggregators including their current NDC adoption status with other airlines (anonymised)​

Timeframe: One week​

Is your NDC solution lacking functionality and speed?​

NDC Roadmap

Benefit: Understand how to maintain a reliable API and the functionality needed for your market​

Input: API software development processes, current functionality​

Deliverable: Recommendations for improving API functionality, and a functionality roadmap​

Timeframe: Three weeks​

Could your NDC onboarding process be simpler, faster and more seamless?​

Benefit: Reduce onboarding time to market and boost customer satisfaction​

Input: Current onboarding process including timeframes and teams involved​

Deliverable: A NDC onboarding process map and recommendations for how to implement this new process

Timeframe: Two weeks

NDC Pro-onboard

Is operating NDC a challenge to adapt to?​

NDC Pro-operations

Benefit: Understand how to make your NDC API support and offline servicing teams more efficient and scalable​

Input: Current operational processes​

Deliverable: NDC Operations process map and recommendations increasing efficiency by adopting API-focused tooling

Timeframe: Two weeks​

Could your distribution partners be happier with your NDC solution?​

NDC Partner Insights

Benefit: Receive feedback from integrated partners to improve their happiness and increase channel shift​

Input: List of NDC partners​

Deliverable: Report on NDC product benefits, areas for improvement, and performance compared to other airlines. This covers the API, onboarding and support

Timeframe: Three weeks​

60+

Distribution Assignments Completed

10+

Full Content Exits Prepared

120+

GDS Agreements Negotiated

200+

GDS Agreements Analyzed

5

Continents

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Client Success

Client Success

Star Alliance Founding Member
Western Europe

Prime

Audit

Strategize

Implement

Capitalize

Airline is now recognized as a distribution maverick in terms of distribution freedom, cost recovery and NDC adoption

Challenges mastered were plotting a course through uncharted territory and staying the course in difficult times for airlines

2005-2008, 2012-2014, 2021-2022

Large Flag Carrier 
South America

Prime

Audit

Strategize

Implement

Capitalize

Airline was able to establish improved economics, as well as other terms and conditions after rejecting existing contracts as part of a Chapter 11 process

Challenges mastered were mainly centered around dealing with market communications

2020-2021

Leading Gulf Carrier
Middle-East

Prime

Audit

Strategize

Implement

Capitalize

Airline negotiated more flexible and cost efficient GDS agreements and improved the total cost of ownership of its PSS contract

Challenges mastered were the complex combination of GDS and PSS negotiations and the high uncertainty in the pandemic environment

2020-2021

Large Flag Carrier 
South America

Prime

Audit

Strategize

Implement

Capitalize

Airline negotiated significantly more flexible GDS agreements enabling Opt-In programs, a flexible Full Content Exit and booking fee reductions for NDC content

Challenges mastered were increasing competition by legacy and low-cost airlines and adverse legal regulations in key markets

2017-2019

Dynamically Growing Flag Carrier
Southern Europe

Prime

Audit

Strategize

Implement

Capitalize

Airline achieved cost-efficient Full Content Exit and improved the total cost of ownership of its PSS contract by combining GDS and PSS negotiations

Challenges mastered were the complex combination of GDS and PSS negotiations with a PSS RfP run in parallel as well as guiding a new and largely inexperienced distribution team on the client side

2017-2018

Oneworld Founding Member
Asia-Pacific

Prime

Audit

Strategize

Implement

Capitalize

Airline achieved cost-efficient Full Content Exit and enabled NDC distribution employing GDS by-pass and GDS pass-through (private channels)

Challenges mastered were uncertainties around how to embed NDC content in GDS contracts and dealing with multiple pivots due to distribution dynamics

2016 -2018

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Our Team of Experts
Globally based, culturally aware and experienced

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Felix Dannegger
Oystin
Munich, Germany

Strategy and Negotiations

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Daniel Friedli
Travel in Motion
Zurich, Switzerland

Retail Strategy

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Nick Stott
Travel in Motion
Zurich, Switzerland

Architecture and Technology

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Jason Balluck
Travel in Motion
Chichester, United Kingdom 

NDC Based Distribution and

Content Aggregation

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Rainer Bauer
Oystin
Sydney, Australia

Strategy and
Negotiations

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Larissa Höcklin
Oystin
Frankfurt, Germany

Contract Reviews and

Walk-away Preparation

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Mona Kristensen
Travel in Motion
Zurich, Switzerland

Airline Business Processes

Offer and Order Management

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Daniel Langhage
Oystin
Hamburg, Germany

Quantification and New Content

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Hilary Lewis
Oystin
Auckland, New Zealand

Strategy and

Commercial Negotiations

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Carsten Meyer
Oystin
Larnaca, Cyprus

Strategy and

Walk-away Preparation

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Boris Padovan
Travel in Motion
Zurich, Switzerland

Sales and 

Procurement Processes

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1% For The Future

Oystin realises the privileged situation we are in. Unfortunately, not all the world is as lucky as we are. Oystin donates 1% of every invoice (excluding taxes and expenses) to charitable institutions supporting causes which focus on the long-term wellbeing of our world: nature, children and education. Thus, your business with us supports a sustainable future.

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