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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
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
Our Team of Experts
Globally based, culturally aware and experienced
Felix Dannegger
Oystin
Munich, Germany
Strategy and Negotiations
Daniel Friedli
Travel in Motion
Zurich, Switzerland
Retail Strategy
Nick Stott
Travel in Motion
Zurich, Switzerland
Architecture and Technology
Jason Balluck
Travel in Motion
Chichester, United Kingdom
NDC Based Distribution and
Content Aggregation
Rainer Bauer
Oystin
Sydney, Australia
Strategy and
Negotiations
Larissa Höcklin
Oystin
Frankfurt, Germany
Contract Reviews and
Walk-away Preparation
Mona Kristensen
Travel in Motion
Zurich, Switzerland
Airline Business Processes
Offer and Order Management
Daniel Langhage
Oystin
Hamburg, Germany
Quantification and New Content
Hilary Lewis
Oystin
Auckland, New Zealand
Strategy and
Commercial Negotiations
Carsten Meyer
Oystin
Larnaca, Cyprus
Strategy and
Walk-away Preparation
Boris Padovan
Travel in Motion
Zurich, Switzerland
Sales and
Procurement Processes
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.