Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Redefining airline retail sales for agents and planners

What is the best way to sell consumers and business travelers the airline experience? Where do the best sales techniques intersect with the most efficient merchandising tools?

Furthermore, how can travel agents, corporate travel planners and other travel buyers learn more about the newest airline merchandising technology?

With IATA’s controversial NDC project as backdrop, Tnooz and Travelport present a FREE webinar to answer these and more questions.

Travelport and EasyJet led a discussion of Travelport’s Merchandising platform and the opportunities it presents airlines, agents and planners. The webinar investigates:

Transformation of indirect distribution into a contemporary retail channel
An airline’s delivery of content, ancillaries, product descriptions and fare families
Merchandising airline product through visually appealing tools rather than codes and commands


Andrew Hodges, director of sales, distribution and business, EasyJet
Derek Sharp, managing director for global distribution sales and services, Travelport

  • Login to see the comments

Redefining airline retail sales for agents and planners

  1. 1. Redefining Airline Retail Sales for Travel Agents Webinar 23 July 2013
  2. 2. K Kevin May Editor & Moderator Gene Quinn CEO & Producer Your hosts
  3. 3. K Derek Sharp Travelport Managing Director Global Distribution Sales & Services Andrew Hodges easyJet Director of Sales, Distribution & Business Your panelists
  4. 4. Derek Sharp, Travelport 23rd July 2013
  5. 5. Different paths to growth, ancillaries and consumer needs 46 240
  6. 6. New players, skies opening up, agents must ‘sell’ 85% of agents want to sell ancillaries
  7. 7. Airlines want to differentiate: agents need the knowledge
  8. 8. Travelport Merchandising Platform TRAVELPORT MERCHANDISING PLATFORM
  9. 9. Industry centric Common to all airlines Airlines have choice: no technology restrictions Flexible Dynamic Customer centric Unique to your airline Corporations OTAs Travel Agencies Social Media Web Airline Agent Mobile API Airlines Choose The Right Approach For Them Industry Standards Consistencyforconsumersacrossallchannels
  10. 10. Travelport Merchandising Platform Right information, at the right time: across all points of sale A common workflow: across all points of sale Sell all content: across all points of sale
  11. 11. TRAVELPORT MERCHANDISING PLATFORM: Aggregated Shopping f
  13. 13. TRAVELPORT MERCHANDISING PLATFORM: Rich Content & Branding f
  14. 14. Enable agents to access all airline content in their normal workflow in anyway that they choose Enable airlines to distribute their products in a new dynamic way
  15. 15. easyJet AndrewHodges DirectorofSales,Distribution&Business July2013
  16. 16. Key easyJet facts 5.3 £bn market cap*. 61 FTSE 100 rank* 22 Bases 211 Aircraft (Airbus A319/320) 640 Routes * As at 18th July 2013 60 m passengers pa 10 m business passengers pa
  17. 17. Europe’s no. 1 air travel network
  18. 18. Leading punctuality Initiatives launched to drive operational performance and minimise disruption included: • The easyJet turn project • On-going twice daily operational calls • Investment in easyJet’s operations control centre
  19. 19. Some recent product improvements Allocated seating Fast track security for flexi customers
  20. 20. 2121 Flexible Fares £100 more £ 50-100 more £ 20-50 more £ 0-20 more £ 0-20 cheaper £ 20-50 cheaper £ 50-100 cheaper £100+ cheaper Standard Fares £100 more £ 50-100 more £ 20-50 more £ 0-20 more £ 0-20 cheaper £ 20-50 cheaper £ 50-100 cheaper £100+ cheaper We are cheaper than our competitors*: • standard fares - on 80% of occasions (by more than £100 on 55% of flights) • flexible fares - on 92% of occasions (by more than £100 on 65% of flights) * Source: independent market survey, 2012 easyJet easyJet Relentless focus on delivering value
  21. 21. Evolution of our Distribution strategy easyJet & Travelport • Launched Jan 2008. All agents worldwide • Challenge now to unlock full potential Direct Sales: Contact Centre Direct Sales: Web Multi channel
  22. 22. Benefits of booking easyJet via GDS For easyJet: • strategy is to carry more, higher yielding business passengers • GDS is the preferred channel for managed corporate travel • GDS shopping and booking process for easyJet fares should be the same as booking high fare airlines For TMCs/corporates: • standard booking processes improve operational efficiency • simpler management of bookings • easier access to lower fares
  23. 23. 2424 Partnership with TMCs & Corporates • Standard approach, tailored & managed by market • Targeted incentives that drive incremental yield, not volume • Range of products & channels to suit different needs • Designed to make business travel easier and more affordable
  24. 24. easyJet for Business
  25. 25. Questions ?
  26. 26. K Q & A
  27. 27. K Replay and presentation from today’s webinar will be available at Please send your questions to
  28. 28. K Thank you!