Make a difference in your air negotiations. Answer three metrics questions using standardized QSI. Building strong air contracts starts with your market share intelligence.

1. 1cirium.com
QSI makes a difference
in your air negotiations:
Airline market share analytics
for contract negotiations
Nathan Greer | Joel Antolini | Carrie Mamantov
March 2019

2. 2cirium.com
Introductions
Nathan GREER
Solutions Engineer
Nathan.Greer@cirium.com
Joel ANTOLINI
Senior Director of Product
Joel.Antolini@cirium.com
Carrie MAMANTOV
Director of Customer Marketing
Carrie.Mamantov@cirium.com

3. 3cirium.com
Cirium
CIRIUM IS BRINGING TOGETHER DATA AND ANALYTICS
SO YOU CAN KEEP TRAVELERS IN MOTION

4. 4cirium.com
Are you prepared to build successful business partnerships?
Airline contract negotiating never ends!
82%
of Travel Managers
rely on their TMC data
for supplier
negotiations*
85%
of Travel Managers say
they also rely on the air
supplier data to prepare for
negotiations*
*Source: BTN Advancing Business Travel Intelligence – Oct 2016

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Travel Managers are missing
key information
Until recently,
airlines have had
more information
than agencies

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ANTICIPATE
each Airline’s
negotiation objectives
You know your travel program needs. What if you could…
PROVIDE
recent and relevant
data to stakeholders
SUPPORT
your team in each step of the
negotiation process
IDENTIFY
information that will level
your negotiations

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Equip your team:
Have a transparent,
open dialog with airlines
using standardized data
to make critical route
and contract decisions.

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Knowing these (and other) answers can shift the conversation
In which service options
have the most important
markets materially changed
over the last 12 months?
What revenue and passenger
shares are carriers getting on
my client’s important domestic
markets?
What carrier and alliance
provides the best service for
my clients when there are no
nonstops?
Is my agency exceeding or
falling short of the share that the
carrier should be expecting from
me on the route?

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Introducing:
STANDARDIZED AIR SERVICE MARKET ANALYTICS
FOR AIR CONTRACT NEGOTIATIONS

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Identify areas of shared interest
Connections vs Non-stops?
Options for re-accommodation?
Codeshare for connections?
Carrier alliance options?
What additional insight will help you develop your air program strategy?

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QSI share is a standard metric for airline planners and sales
Service Type Value Share %
Widebody Nonstop 2.00 61%
Narrowbody Nonstop 1.00 30
Mainline-Mainline Cnx 0.20 6
RJ-RJ Cnx 0.10 3
Total 3.30 100%
Simple QSI Math Example:

12. 12cirium.com
Ask yourself:
How can you leverage
your customer’s activity
to be more competitive?
MARKET SHARE
more than expected?
SCHEDULE DEPENDENCE
non-competitive routes?
ROUTE CHANGE OPTIONS
best key routes?
NEW ROUTES
increased diversification?

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What percentage of traffic should a carrier be getting?
Weekly QSI Points LGA-LAX: October 2018

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What percentage should a carrier be getting?
Weekly QSI Points LGA-LAX: October 2018

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What percentage should nonstops get vs. connections?
Weekly QSI Points LGA-LAX: October 2018
~86%

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QSI also considers alliances, codeshares and other partnerships
Star Alliance
Sky Team Alliance
oneworld Alliance

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Provide your customers with knowledge and negotiating power
IDENTIFY
Your customers key trade-offs
and relevant QSI data sets
COMMUNICATE
How enhanced data can
inform key negotiations
ASSESS
Airline objectives and how
they can be leveraged
MEASURE
The impact of your customer’s
newly informed decisions
IDENTIFY
Opportunities for additional
savings
PREPARE
Your customers for situations
they will encounter
YOUR
CUSTOMER’S
POWER
IS YOUR
AGENCY’S
POWER

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RECAP: Finding the shared value with airlines starts with your knowledge
knowledge of your
travel program
objectives
knowledge of the data
associated with each
knowledge of the
Airline’s objectives
knowledge to keep up with
constant changes

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Questions?

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Join us in person!
GBTA Chicago | 3 Aug
Arabian Travel Market | 28 Apr
World Aviation Festival | 4 Sept
EyeforTravel Digital Strategy Summit | 21May

21. 21cirium.com
Join us online!
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