MARCH/APRIL 2014
Airlines
to recognise the opportunity – or threat,” Goth says. “You don’t have to resort to blacklisting.”
• Add competition to your mix where you can “The Middle Eastern carriers are getting stronger, which is helping competition,” says Brodbeck. “They offer a very good product and service. I think they will become even more important for buyers over the next five years.”
• Challenge airlines on class availability If your travellers are finding the fare classes you negotiated closed when they try to book a flight, inform your airline in no uncertain terms.
• Be realistic If you offer a lowest logical fare policy, you can’t expect great discounts on routes where that policy applies.
• Be patient You won’t open up the airline sweetie-box overnight. Goth finds it takes two to three years of sound data and policy management, and communication, to establish serious intent with carriers.
• Keep managing “Once a deal is struck, you should continually monitor the performance of a contract over its duration,” says Egencia’s Sparfel. “This will help ensure goals are met and give better leverage for negotiating the next contract.” ■
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reservation for up to 72 hours. The ticket prices remains fixed throughout that period, and the customer can cancel. The service costs US$28 per booking. The website also provides options for open-jaw trips (where the traveller can fly to one airport, then fly back from another).
UNITED AIRLINES The airline’s app has two particularly useful features: it allows users to make multi- sector award bookings; and, should disruption occur, the app lets affected passengers
accept new flights that United automatically proposes, or search for alternative routes, airports and dates of travel. Last month the app was updated to include timetables, while a dedicated iPad app will be launched later this year.
US AIRWAYS One of the last major carriers stateside to go mobile, US’s app was launched July 2013.
VIRGIN ATLANTIC On its website, Virgin has created a corporate loyalty programme, Flying Co, which offers rewards
for companies and their employees. The airline was one of the first UK airlines to be added to Apple’s Passbook app, but its own app, while offering flight search and check-in, has no booking features.
THE ALLIANCES Oneworld currently offers member airlines’ flight schedules in its app. Star Alliance discontinued its Farefinder full-fare search app in July last year; however, its Navigator app does feature flight tracking, flight search (though not booking) and airport
information services. Skyteam launched its app in January 2011. With the growing trend of alliances and strategic partnerships, alliance apps may become more innovative.
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