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
Lufthansa (LH) has drawn a deep line in the corporate contracting sand this year. It is demanding financial clawbacks and access to detailed, perhaps unprecedented, corporate travel data in return for providing corporate discounted fares. More on this here.
Many buyers, big and small, take advantage of airlines by getting discounted airfares before ever delivering the promised volume or market shares. If those volumes are not delivered, the airline is the loser Continue reading →
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 →