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Session 6: Expanding Choices in Distribution. Moderator: Mark Pilling , Editor, Airline Business Panelist: Michael Randall , VP, Worldwide Business Development, ITA Software Georg Bolz , Director Portflio Management Airline Solutions, Lufthansa Systems

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Session 6: Expanding Choices in Distribution

Moderator:

Mark Pilling, Editor, Airline Business

Panelist:

Michael Randall, VP, Worldwide Business Development, ITA Software

Georg Bolz, Director Portflio Management Airline Solutions, Lufthansa Systems

Maurice Coleman, Head of Commercial Strategy, Aer Lingus

Darren Peisley, General Manager of Distribution Strategy & Sales Planning, Qantas

Graham Wareham, Star Alliance: General Manager for Product Distribution,

Air Canada


SESSION 6:Expanding Choices in Distribution

Lufthansa Systems

Dr. Georg F. BolzDirector PortfoliomanagementAirline Solutions

Am Weiher 24D-65451 Kelsterbach

[email protected]


Future Airline Core Environment

GDS

Travel agents/

Tour operators/

Consolidators

Schedule

Management

Reservation

Inventory

GDS 2-N

GDS 2-N

GNE

Distribution

Channel

Management

Hotel/Car

Ticketing

Check-In/Boarding

Load Control

Private ACAP’s

TMC’s /

Corporate

LSY

Airline.com

ATO’s/CTO’s

Call Center

Corporate

Implants

Thesis 1: Active management of the various distribution channels will be a vital core ingredient of advanced airline business models.


Travel Agencies

Status GNE’s:

n

n

Industry background of their management teams

n

n

Endorsement from major carriers, including Star Alliance

n

n

GDS

GDS

Functionally ready, platforms installed, test usage

n

n

GDS

GDS

GDS

GNE

Contracts with major carriers and large TMC’s signed

n

n

DCA

-

-

type contracts expire in 2006, GNE’s ready to take

-

-

off

off

n

n

GNE’s started in the US market in 2005 and will expand internati

onally,

onally,

n

n

with support from regional airline groups and alliances.

selective access

private fares

global access

public fares

GNE’s are backed by Venture Capitalists to expand their scope.

n

n

GNE providers are enhancing their functionality by partnering wi

th airline

th airline

n

n

IT providers to become a full scale alternative to traditional G

DS.

DS.

Distribution Channel Mgr

GNE‘s are serious contenders and a viable alternative

n

n

FACE

GNE‘s will become real in 2006

n

n

GNE‘s and GDS‘s will continue to coexist in the market,

n

n

Airline

developing different profiles, serving different needs

Thesis 2: GNE‘s are about to become a viable alternative, and evolve to absorb a significant portion of the market in a sustainable way.


Thesis 3: Evolution of airline distribution is driven by cost reduction; selective availability of content and control of channel cost are key.

AirlineReservation Center

GDSPublished Tariffs

Trad.TA with global reachHost Tech.

Cutting CommissionsIntroducing Service

Fees

Airline CRSOwn ContentOwn Sales Offices

GDS„Full Content“

TA‘s, TMC‘s, CorporatesHost Tech.

„DCA3“

GDS/spec.contractsCorporate/Private Fares

Host Tech./marg.cost

GDSFull ContentTravel Agencies

Online

Portals

GNEFull ContentNewGen Tech.

Airline

Portals

Airline RESOwn ContentCall Center

new scale

GNEPrivate/Corporate Fares

TMC‘s/CorporatesNewGen Tech.

IBE„Web Fares“Direct Sales

Community PlatformsCommunity ContentPrivate/Nego Fares

GNE-Tech.&Comm.Enh.

Direct

Connect

Airline RESOwn ContentDirect Sales

Host Tech.

Airline RESOwn ContentDirect Sales

NewGen Tech.

Note: conceptual - not to scale.overall distribution costs before,platform costs to airlines after „disruptive period“ ca. 2000-2005.


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