E-Sales & Distribution Signature Course
This course guides you in a better understanding and development of a comprehensive e-retail sales & distribution strategy. Attendees will be provided a framework for establishing a cohesive approach that repositions your company and establishes the strong foundation for sustainable growth.
- Investigate airline industry retail e-sales & distribution trends
- Examine web pricing and ancillary retail distribution strategies
- Understand and identify key digital market e-sales drivers and enablers
- Case studies of top performers from the airline and e-retail industry
- Interactive breakout sessions analyzing your company’s strengths and weaknesses
- Initial recommendations of how to improve your competitive positioning
- Factors driving and enabling growth of the digital travel market
- How much travel is sold online? Global and regional growth rates and market shares
The evolution of the expanding digital market place: From CRSs to the launch of the first airline websites and the emergence of mobile web, social media, and virtual reality
- Selling directly vs indirectly: Do airlines still need middlemen?
- The travel life cycle and the emergence of the attention economy in digital travel
- Traveler use of common platforms (desktop, mobile, airport kiosk, inflight, social) and emerging platforms (virtual, IoT, wearable) in e-sales
- Overview: How does an online booking engine work?
- Profiling the key participants and their roles in e-sales & distribution: Online travel agencies, meta-search engine providers, and GDS
Key Topics in E-Sales & Distribution
- The rising importance of ancillaries
- History of ancillary: From cross-sale products to unbundling fares
- Ryanair.com: The Amazon in the sky?
- Opportunities and challenges for airlines using merchandising and becoming online retailers (case study Air Canada and Spirit)
- Overview of IATA Resolution 787 on the new distribution capability (NDC)
- The cost of airline sales & distribution
- Overview of cost components in the travel eco system
- Cost comparison by channel
- The emergence of “Direct Connect” in e-sales & distribution. Case study: American Airlines, Lufthansa
- Introduction to airline web pricing
- Fares on the web or web fares?
- Web fares: An overview of the different products (from promo codes to low fare guarantees)
- “Lowest price” vs “My price”: What do customers want?
- Myths and realities in airline web pricing
- Key developments in e-sales & distribution
- New players in e-travel: The rise of CAFGAA (Concur, Apple, Facebook, Google, Amazon, Alibaba)
- Co-existence of multiple e-sales & distribution arrangements: Traditional (GDS based), direct connect, and airline.com
- Business aviation: Partner or competitor to the commercial airline industry?
Fee for this 2-day seminar: $2,800
For more details, please contact us