1-Day Air Sourcing Workshop, Apr. 14th in Atlanta

The first-ever one-day workshop devoted to sourcing airlines was a big success (see results here), so we’re doing it again.  Matthew Patterson and I will lead the session on April 14th in Atlanta.  (Sold already? Register here.) The agenda is tailor-made to those folks wanting a deep understanding of these key topics:

  • How airlines price corporate accounts – what really matters
  • Understanding your true leverage – quantifying Buyer Power
  • What’s better than benchmarking – and why?
  • Bid analysis – or a best guess?
  • Future fare mix – why your discounts will vary, and maybe by a lot
  • The solution to discounts tied to unpredictable inventory
  • Alliance bids – good, bad or just ugly?
  • Scenario modeling 101
  • Spotting – and avoiding – unachievable goals
  • What to do about ancillary fees
  • Standard practice for quantifying savings, and what it misses
  • Analyzing your options with risk/reward lenses
  • Choosing between Classic and Turbo Sourcing
  • Presenting to CEOs/CPOs/CFOs – the one chart you need
  • Flash Cards for Airline Negotiations – situation-specific responses

OK, so this list (partial, at that) should tell you that this workshop is not for casual onlookers.  We’re aiming this workshop at folks who want to dig deep into airline sourcing – theory, leading practices and pitfalls. Don’t come if you’re just looking for a networking event – we want an actively engaged audience.

You’ll get your fill of powerpoint slides, for sure, but you’ll also go through two great working group sessions – and neither one has any of those cheesy fake negotiation exercises.  Instead, you’ll work through “Deciding How to Decide” and “Who Says We Need a Travel Policy?” – two case studies we’ll use to get the conversation going about what really matters when sourcing this category.

The workshop is sponsored by GBTA, the Atlanta BTA chapter, and Carlson Wagonlit.  It will open with an industry outlook by Dan McKenzie, the notable airline industry analyst from Hudson Securities. Then we’re into the weeds of airline sourcing for the rest of the day.  The event is at the Hyatt Regency on Peachtree Street in Atlanta, so you know it’s a great venue.

Hope to see you there!

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2 Responses to 1-Day Air Sourcing Workshop, Apr. 14th in Atlanta

  1. Eizo Mori says:

    Scott-san,! My name is Eizo Mori in Yokohama, Japan. I have 30 years + wori experience in foreign ailirnes including RC and AA in additon to Amex BT’s joint
    ventures here. I started an advisory services related to BTM and SMM based on
    more than 3000 hours learning. I have several speaches a year, and contributing
    to trade magazines and magazines for HR or business persons to develp the market
    and educate Japanese C-class executives.
    Regrettably I could not attend the class this time, but I really want to learn from
    you. Can I have text, references and materials used or distributed in this class as I
    pay the participation fee. Your reply would be highly appreciated, and I will
    inform my card number to be charged.
    Warm regards,
    Eizo Mori
    Principal Adviser
    e-Mail: i_know_btm@yahoo.co.jp
    BTMA Japan
    Phone: +81 45 751 8366

    • Scott Gillespie says:

      Eizo-san,

      Thank you very much for your interest in this class. Please contact Elizabeth Maddox at the Global Business Travel Association for copies of all the presentation materials. (emaddox (at ) gbta (dot ) org

      She can provide you with payment and registration details, and can make sure that you receive the files. I will glad to follow up with you afterwards to discuss any part of the presentation that you wish.

      Kind regards, Scott

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