Event Review
WHAT WE LEARNED...
→ Airlines must have a better understanding of their passengers' needs
→ The airline industry is rapidly evolving to become retail-focused
→ The younger generation is more willing to pay for services than their older counterparts
→ Whatever the passenger is buying on the high street can be served in the air
→ Airlines should sell to passengers via their smartphone as they drive to the airport
→ Instant gratification and gamification will come wth increased mobility
the information is sent in real time [via inflight connectivity] so they can check the money is available in the passenger’s account.”
Clifford suggests that “Everybody is going this way” because the wireless technology required to give passengers access to a virtual shopping centre on their wifi-enabled devices is the same as that used to stream IFE content."
Keynote speaker at ARC, Jochen Schnadt, until recently commercial director at Monarch, spoke of airlines missing a huge opportunity by not ‘selling’ to passengers all the way along the booking and flight process. "Passengers are sitting targets and airlines know a lot about them and should tailor their products to each individual following the shopping basket concept." he said.
Raymond Kollau, regular contributor to OnBoard Hospitality and owner of
Airlinetrends.com commented: “As AR becomes a major revenue source for airlines – if not the lifeline for many – airlines are thinking of more ways to increase the average revenue per passenger. Airlines know they have critical data on passengers, but the key is figuring out how to monetise that information.
Travel retail solutions provider, Datalex, believes that airlines have only reached the tip of the ancillaries iceberg, as their opportunities for growth include selling a much broader range of products and services before, during and after the flight.
According to Datalex ceo Cormac Wheler: “The
This year's Airline Retail Conference took place at the Espace Grand Arche in Paris (top right)
airline industry is rapidly evolving to become retail-focused and airlines will have to reinvent themselves as retailers. Airlines could learn a lot from retail chains like Wal-Mart and Tesco, especially offering the right product to the right customer at the right time.” Says author and airline business strategist Professor Nawal Taneja: “In order to provide viable value propositions, airlines must have a better understanding of their passengers’ needs as well as their passengers’ ability and willingness to pay the amounts necessary to fulfill the stated needs. Many airlines do have good
business intelligence information about their passengers. A few even have some
WWW.ONBOARDHOSPITALITY.COM 55
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56 |
Page 57 |
Page 58 |
Page 59 |
Page 60 |
Page 61 |
Page 62 |
Page 63 |
Page 64 |
Page 65 |
Page 66 |
Page 67 |
Page 68 |
Page 69 |
Page 70 |
Page 71 |
Page 72 |
Page 73 |
Page 74 |
Page 75 |
Page 76 |
Page 77 |
Page 78 |
Page 79 |
Page 80 |
Page 81 |
Page 82 |
Page 83 |
Page 84 |
Page 85 |
Page 86 |
Page 87 |
Page 88 |
Page 89 |
Page 90 |
Page 91 |
Page 92 |
Page 93 |
Page 94 |
Page 95 |
Page 96 |
Page 97 |
Page 98 |
Page 99 |
Page 100