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41st AFRAAAnnual General Assembly

Technologyand Ancillary Services

Marcos Jiménez

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Thank you Africa!

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Unity

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Ancillary Services

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Birth2005+

The age of non-industrialized and e-commerce only solutions

Propagation2010+

The age of IT consolidation & Indirect distribution

Maturity2012 and beyond

The age of personalization, re-bundling & revenue management

2000 2005 2010 2015

The three ages of ancillary services

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Worldwide Estimate of Ancillary Revenue

0%

5%

10%

15%

20%

25%

AncillaryRevenuesChamps

Major USAirlines

Low CostCarriers

TraditionalAirlines

19%

7% 5% 3%

2010: €18.4b (5%)

as % of carrier operating revenue

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Examples of

Ancillary Services and

Best Practices

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An exciting but overwhelming context

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The Marketing Challenge

Which services to sell ? And When ?

Any risk of losing business to competitors?

How to maintain brand equity?

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The Delivery Challenge

Where to file Ancillary?

Will all my IT systems be ready?

Will my DCS be ready?

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The Multi-Channel Challenge

What about travel agencies?

What about call centres?

Will my website be ready?

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The Customer Service Challenge

How to retain my top-tier customers?

How to manage disruption?

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Same Challenges for an IT Provider

Manage increased complexity and add value to all industry players

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How can Technology and an IT Provider help?

4Catalogue Display1 Service Booking2 3 5Service Pricing Service Issuance Check-in

» Multichannel (Direct and Indirect channels)

» Issuance and Reporting (e-ticket)

» Integration with third party content (car, insurance, hotel, etc)

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3 Key Takeaways

» Ancillary Services: Here to stay, significant opportunities and revenues

» Have a clear strategy (in line with branding)

» IT Provider can help removing complexity and help with delivery

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Thank you!