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Questions We Help Answer

Prime

Audit

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Strategize

Implement

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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 can 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?

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Deliverables

Prime

Audit

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Strategize

Implement

Arrow_edited.png

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

  • Contract obligations and freedoms

  • Competitive position

  • Up-to-dateness

  • Strengths to build on

  • 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