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
With all the hue and cry for transparent pricing, buyers need to look more closely at fuel surcharges.
For starters, spending on fuel surcharges probably dwarfs ancillary fees. Why? Unlike ancillary fees, surcharges are not optional. They apply to every passenger who buys a ticket with a surcharge filed as part of the fare. Quite different from those who may elect to pay for a checked bag or an aisle seat.
Last week I delivered an NBTA training course to Delta Air Lines. The workshop was geared to Delta’s global corporate sales team, and naturally we had some good give and take about trends in airline RFPs. Three things puzzled me, and so I throw these mysteries out to you, valued reader, for your insights.
Mystery 1: Which non-price, non-schedule questions really matter? Like RFPs in most other categories, Continue reading →