High Season Space

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High Season Space

  1. 1. High Season Space Is it worth it?
  2. 2. High Space Headaches <ul><li>Price - fares are 2 to 3 times higher </li></ul><ul><li>Availability - discounted fares are sold out </li></ul><ul><li>Time - more leads and more time spent </li></ul><ul><li>Rate Desk -we don’t look for availability </li></ul>
  3. 3. I Time Headache <ul><li>Problem : Your e-mail is full, phone won’t stop wringing, can’t get back to anyone and you’re constantly working late. You thought you’d have some time this morning, but then someone scheduled a stupid meeting! </li></ul><ul><li>Solution : Before you begin a new trip ask: </li></ul><ul><li>Is this going to sell? </li></ul><ul><li>How much time is this going to take? </li></ul><ul><li>How much can I potentially make? </li></ul><ul><li>How much can I potentially lose? </li></ul>
  4. 4. 1.Is this going to sell? <ul><li>US originating </li></ul><ul><li>Round the worlds </li></ul><ul><li>MSI’s </li></ul><ul><li>TYO originating </li></ul><ul><li>Europe originating </li></ul><ul><li>Net fares </li></ul><ul><li>Serious pax </li></ul><ul><li>OZ/NZ originating </li></ul><ul><li>LON originating </li></ul><ul><li>India/SE Asia organ </li></ul><ul><li>ARC </li></ul><ul><li>Africa originating </li></ul><ul><li>S. America origin </li></ul><ul><li>Shoppers/cheapskates/Time wasters </li></ul><ul><li>Business class </li></ul><ul><li>Roundtrips? </li></ul>
  5. 5. 2.How much time is this going to take? – the Bandits- $20/hr <ul><li>Waiting for vendor answers- 2 days/$320 </li></ul><ul><li>Client changes- 3 hours?/$60 </li></ul><ul><li>Last minute Ops nightmares- 2 hour/$80 </li></ul><ul><li>Sending to the rate desk-2 days/$320 </li></ul><ul><li>Looking for space-2hours?/$40 </li></ul><ul><li>Total time lost-4 days, 4 hours </li></ul><ul><li>Total price due to time- $820 </li></ul>
  6. 6. How much time is this going to take – the heroes! <ul><li>Pricing with verified fares -2 minutes/$1 </li></ul><ul><li>Steering Clients- 30 minutes/$10 </li></ul><ul><li>Rating yourself – 30 minutes/$10 </li></ul><ul><li>Knowing where to look for space-1 hour/$20 </li></ul><ul><li>2 hours, 2 minutes </li></ul><ul><li>Total money lost - $45 </li></ul>
  7. 7. What do we learn from time? <ul><li>It’s everywhere- every time you start working with a client, you are being charged by time. If you sell that lead, you still must deduct how much you owe to time. </li></ul><ul><li>It’s precious- don’t waste it on people who have little chance of buying. Always ask yourself- how much time is this going to take? How much do I stand to make or lose? </li></ul>
  8. 8. High Space Headaches <ul><li>Time - more leads and more time spent </li></ul><ul><li>Price - fares are 2 to 3 times higher </li></ul><ul><li>Availability - discounted fares are sold out </li></ul><ul><li>Rate Desk -we don’t look for availability </li></ul>
  9. 9. II Price Headache <ul><li>Problem - </li></ul><ul><li>Expectations of Price </li></ul><ul><li>vs </li></ul><ul><li>Realizations of Price </li></ul>
  10. 10. <ul><li>Expectation – the high estimate on trip planner is close to what this trip will cost </li></ul><ul><li>Realization -often the final price will 2 to 3 times as much the highest trip planner estimate </li></ul><ul><li>Action : Prepare your clients-if they have low budgets, remind them of when they are traveling. If price is too high, maybe they can go later in the year, or shorten their trip </li></ul>
  11. 11. <ul><li>Expectation - if I switch my days around, the price will be much cheaper </li></ul><ul><li>Realization - there are weeks at a time where there is no space. Especially to places like Africa, Europe and India </li></ul><ul><li>Action : drastic prices call for drastic measures: is pax willing to fly into different cities; ie BRU instead of AMS. Are they willing to cut out entire continents, ie. Africa? </li></ul>
  12. 12. Pricing tip <ul><li>Aim High- when sending an estimate, where you haven’t checked space, keep margins high, maybe even higher than usual because you know you will not be able to find space. </li></ul>
  13. 13. Price conclusions <ul><li>There’s little you can do about prices in high season. It’s not your fault someone has waited to the last minute, airlines have raised their fares, or space is gone. Don’t get hung up a client who is haggling over price. </li></ul><ul><li>The more you can qualify your clients about budget, and flexibility the more their expectations will meet the realizations. </li></ul>
  14. 14. High Space Headaches <ul><li>Time - more leads and more time spent </li></ul><ul><li>Price - fares are 2 to 3 times higher </li></ul><ul><li>Availability - discounted fares are sold out </li></ul><ul><li>Rate Desk -we don’t look for availability </li></ul>
  15. 15. III Availability <ul><li>Problem : You’ve decided this client is worth spending your valuable time on. He’s comfortable with the price you’ve estimated for a high season trip, but now you can’t find jack crap on any of the options in filemaker </li></ul><ul><li>Solution : use your knowledge as a travel professional to get this person space where no one else can find it. </li></ul>
  16. 16. Let’s Rap Atlantic crossings <ul><li>Obscure, unique, creative, available options </li></ul><ul><li>AI AIRTREKS- NYC-LON/PAR CHI-LON/FRA LAX-FRA – up sells to B class / free add-ons in Germ. </li></ul><ul><li>AF MILL RUN- auto-prices; fares up to H class, allows double open jaw </li></ul><ul><li>EK AIRTREKS- HAM-NYC vv $482 one-way***** </li></ul><ul><li>VS ATC – CHI/NYC/MIA/LAX/LAS/SFO/MCO </li></ul><ul><li>NZ C&H – LAX-LON up sells to B class </li></ul><ul><li>SW AVIAREPS- ex- FRA only to WDH/JNB/CPT </li></ul><ul><li>TN PICASSO- LAX-PAR up to H class </li></ul><ul><li>CX AIRTREKS-SFO/LAX- JNB 007 up sells to H </li></ul>
  17. 17. tip <ul><li>Avoid Europe connections: use non stop flights </li></ul><ul><li>DL MILL RUN- ATL-JNB auto prices </li></ul><ul><li>SA MILL RUN –NYC/WAS-JNB from website </li></ul><ul><li>TK MILL RUN –NYC-IST </li></ul><ul><li>MS ARC – NYC-CAI </li></ul><ul><li>RJ ARC- NYC/CHI-AMM </li></ul><ul><li>LY TMG –NYC/MIA/LAX-TLV </li></ul><ul><li>EK AIRTREKS –NYC-DXB </li></ul>
  18. 18. Tip <ul><li>Use Second Tier international hubs </li></ul><ul><li>VS ATC MIA/MCO JFK/EWR LAX/LAS </li></ul><ul><li>DL MILL RUN- ATL/CVG PAR/BRU LON/MAN FRA/MUC ROM/MIL </li></ul><ul><li>US MILL RUN- MAD/LIS LON/MAN ROM/MIL PAR/BRU </li></ul><ul><li>UA MILL RUN –FRA/ZRH </li></ul><ul><li>NW MILL RUN- Any Airline – NYC-LON roundtrip $500 MSP-DTW/MEM SFO/SEA </li></ul><ul><li>AA MILL RUN- NYC-CHI/MIA PAR/BRU </li></ul><ul><li>ARC fares from DUB/BRU –USA </li></ul><ul><li>ARC fares – NYC-LON roundtrip $500 </li></ul>
  19. 19. Pacific crossing <ul><li>Obscure, unique, creative, available </li></ul><ul><li>CX –AIRTREKS, up sells to H, get creative </li></ul><ul><li>Ex. MIA-TYO-HKG // CX 701 after Aug 18 </li></ul><ul><li>NH- C&H w&g class WAS/HNL-SGN/SHA and TYO And inbounds from Asia to USA </li></ul><ul><li>UA C&H – better availability than NW </li></ul><ul><li>CA C&H –up sells to every class and inbounds </li></ul><ul><li>MH ARC (5%)- usually good space, esp. to DEL </li></ul>
  20. 20. tip <ul><li>Use your CRS tools </li></ul><ul><li>AD12JUNSFOATH/XSEA </li></ul><ul><li>AD12JUNWASHKG/AUA/CH </li></ul><ul><li>ACL1 – change to direct access </li></ul>
  21. 21. Asia to Europe and vv <ul><li>CX-LON/FRA/AMS/PAR/ROM/BKK/SIN/KUL/PEN/JKT/SUB/DPS </li></ul><ul><li>007 up sells to H </li></ul><ul><li>TG-AIRTREKS-MAD/ROM/FRA/MUC/CPH/STO/PAR/MIL/ZRH/LON </li></ul><ul><li>KL TMG –up sells all the way M </li></ul><ul><li>LT-ARC DUS-BKK </li></ul><ul><li>MU-Concorde – PEK/SHA-FRA/PAR/LON </li></ul>
  22. 22. Availability Conclusions <ul><li>Try using non-stop flights </li></ul><ul><li>Try checking from second tier hubs/get creative </li></ul><ul><li>Try using one of our many unique contracts </li></ul><ul><li>Even with your best efforts, there will come a day in the not so distant future, when all the discounted net fare space will be gone for your client. Don’t fear. There is always published. When you’ve exhausted all other options, book anything in Amadeus, price it and FXC it </li></ul>
  23. 23. High Space Headaches <ul><li>Time - more leads and more time spent </li></ul><ul><li>Price - fares are 2 to 3 times higher </li></ul><ul><li>Availability - discounted fares are sold out </li></ul><ul><li>Rate Desk -we don’t look for availability </li></ul>
  24. 24. III Rate Desk/Sales relationship <ul><li>Problem: Agents get busy, send a lot of trips to the rate desk, which makes the rate desk busy, so we rate quickly/poorly and send back to you. There’s no way the trip can work, so you send back to us, asking for alternatives -creating a wasteful frustrating cycle. </li></ul><ul><li>Goal: Work to send more trips with Well Qualified/Realistic: Budgets, Flexibility and probability of selling. We will work to rate with Realistic estimates on carriers that have space. </li></ul><ul><li>Result : The less poor quality trips sent to the rate desk, should decrease the overall number of trips sent. Thus, giving us more time to spend on each quality trip and hopefully one you can feel more confident in sending out. </li></ul>
  25. 25. What we like to see-same as you like to see <ul><li>Notes- </li></ul><ul><li>“ have talked to client, knows he will have to be flexible with routing, willing to overland” </li></ul><ul><li>“ Pax is willing to pay full fare, has to go these destinations” </li></ul><ul><li>“ I have looked for space CX/JL/NW/KE, cannot find anything, any ideas?” </li></ul><ul><li>“ If price gets above $5000, take out India.” </li></ul><ul><li>NAMES AND DATES </li></ul><ul><li>Realistic budgets </li></ul><ul><li>Sellable itineraries- </li></ul><ul><li>Space you are holding. </li></ul>
  26. 26. The Rate Desk Conclusions <ul><li>Improving the quality of trips sent to the rate desk , will improve the quality of trips you get back </li></ul><ul><li>Despite all our best efforts, finding high season space is a pain in the butt and when you need suggestions, that’s what the rate desk is here for. Let us help. </li></ul>

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