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Shay MitchellGeneral Manager
Galileo Netherlands
The Growth of Low-Cost Carriers‘MARKET CHAOS’ – WHERE DO WE GO FROM HERE?
23rd September 2003
Chaos
• Economic recession
• War
• SARS
Travel Market Changing
• Low Cost carriers
• Airline disintermediation
• Airline Direct Connect
• Commoditised GDS
• Profit margins shrinking
• Online vs. offline
Growth of Low Cost Carrier Concept
• Ever growing list of Low-Cost Carriers in Europe
• Full-service airlines adopting the LC model
• All carriers trying to sell more and more directly to the consumer
• Direct connect considered to be more cost effective, (true or false?)
Impact on the Travel Agent –Dramatic!
• Commission reductions (7% -5%-1%- Zero?)
• Service fees as a replacement revenue stream
• How many travel agents will survive?
• Those who do must embrace technology in order to be more productive
• Using Customer Relationship Management
• Finding niche markets
Impact on the GDS –Dramatic!
• Shrinking market due to channel shift
• New role of travel solution provider
• Forcing a change in the GDS/Travel Agent/Airline relationship
• Reducing revenues and lower margins
• FA arrangements not sustainable in the future
GDS Market Shrinking
• Holland down 18%
• UK down 12%
• Germany down 10%
• Italy up 6%
• Spain up 17%
Source: MIDT data
Where does the consumer stand and what are his/her needs in a so called Book Direct Market?
• Widest choice possible
• Price guarantee
• Ease of booking
• Dynamic packaging
• Servicing and sales support
• Can this be provided through a single supplier website?
Content – What we provide
• 35m fares
• Private Fares now 50%+
• 6220 formulae
• 47.000 travel agency locations
• 493 Airlines
• 52.000 hotel properties
• 292m bookings LY
Technology – Direct Connects
Multi carrier itineraries & pricing
Ground services
Integrate bookings
Mid & back office hand off
Itinerary changes
Partner access to bookings
Paper ticketing
BSP credits for E-tickets
BSP hand off functions
Private faresMarried segments
Corporate policy management
New preferred airline supplier
WHO PAYS?
Technology – Supplier Direct Connect
• Unsustainable burden on Web and airline reservation systems
• Loss of integration
• Limits consumer choice
• Economic model is flawed – Hidden costs of going direct
• Ask the expert - GDS
Areas of Focus
• Content
•Technology- (Increasing Productivity)
• New Business Model
“Content, Content, Content!”
Low Cost Carriers In Galileo
• Virgin Express
• Virgin Blue – Australia
• Westjet in Canada
• BMIBaby
• Kulula -South Africa
• SkyEurope - Bratislava
• FreshAer -Ireland
• Air Majic - UK
Galileo –Airline Supplier Initiatives
• Airline Content Retention in Galileo through;
• Basic Booking Product – Europe
• “Preferred Rates Programme” in USA (Full service airlines –web content)
• One-to-one discussions and agreements with Airline suppliers in EMEA focusing on web fare distribution at lower cost
Content – Low Cost, No Frills
• Basic Booking Product
• “Low cost” GDS booking product “Custom Fares”
• Integrated web fares
• Super PNR?
Cendant Divisional OverviewHospitality Travel
Distribution
Real
Estate Financial
Services
Vehicle
Services
Travel
Divisional Overview
Cendant’s Travel Assets for EMEA/AP
Vacation Rental Hotels Distribution Car Rental
•38000 Properties•17 EU Countries•4m Consumers
•600000 Rooms•6000 Properties•180m Room Nights•US, UK, Ireland
•#1 AP•#1 MEA•#2 Europe•Corporate Tools•Preferred Content
•#1 world-wide•Owned in AP•Owned in N.America•Licence in EMEA
Technology -Solutions
• Is about efficiency and cost reduction
• Fare Shopper• E-Tracker• Agency Private Fares• Airline Private Fares• Custom Fares• Corporate Booking Tools• Galileo Web Services
GDS – New Business Model
• Maximise the airline content -Full service & Low Cost Carriers
• Add wide range of new content
• Deliver new technical solutions to create efficiencies
• Greater value rather than FA?
Alternatives to FA • Improved Corporate/Leisure
Booking Tools
• Internal automation for cost take-out
• TDS not GDS
• Stronger partnership agreements with customers and suppliers
The Galileo Challenge
As part of the Cendant Travel Distribution Services Group, Galileo is re-inventing itself, in order to forge clearly defined new partnerships with its travel agency partners and suppliers for a prosperous future.
Come Join US