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Future Innovations in Airline
Distribution
Scott Gillespie
Analytical Innovator
Scott Gillespie
o Analytical Innovator
• Scenario modeling of corporate airline contracts
(U.S. Patent)
• Algorithm for clustering hotel data (patent pending)
• Top-ranked airline CO2 emissions calculator
o Founder and CEO, Travel Analytics (‘99-06)
o VP Strategic Initiatives, TRX
o Principal, A.T. Kearney
o MBA, University of Chicago
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distribution is
essential speed
contentcapacity
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searches
bookingsand
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Innovations
in Airline
Distribution
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Sears Catalog
circa 1900
A: CRS, then GDS (1953-1976)
Q: How to sell more tickets faster?
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Railroad Revitalization
and Reform Act of
1976
A: U.S. Airline deregulation (1978)
Q: How to revitalize the airline
industry?
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A: Frequent flyer miles(1980)
Q: How to keep our customers?
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A: Revenue Management (1985)
Q: How to increase revenues?
20% Off
All Entrees Served Before 5 PM
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Q: How to extend our network?
A: Code-sharing (1989)
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o E-Ticketing (1994)
o GetThere, e-Travel (1994-95)
o ITA’s Search and Faring Engine
(1996)
o Expedia, Travelocity, Cheapflights
(1995-96)
o Google (1998)
o OpenTravel Alliance, TRX (1999)
o Trip Advisor (2000)
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1990’s – The Golden Age
2000’s
o Ancillary Revenue, Ryanair (2000?)
o Fare Families, Qantas, Air Canada
(2005-06)
o TripIt (2006)
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Future
Factors
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Cisco Telepresence ©
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VirtualTourism
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Great Innovation
Solves
Worthy Problems
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Source: ATA
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Future
Innovations
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New Shopping Cart
Non-SeatMerchandise
Seatsand
Fares
and New AisleImage © iStockPhoto.com
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Hotels
Airlines
Rental Cars
Cruises
Search
Social
Predictive
Easy
Trust
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passengers
or customers?
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Rich Customer Profile
•Loyalty Programs
•Travel Patterns
•Corporate Policies
•Networks•Business (LinkedIn)
•Social (Facebook)
•Attitudes (Twitter)
•Cell Phone
•Location
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what
really
does your
vvcustomer
want?
A guy walks into
a hardware
store …
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Social PNRs
•Integrated itinerary (TripIt)
•Easy push to social networks
•Single source for status updates
•One-touch trip cancellation
•One phone number for en-route support
•Easy supplier feedback
•Consolidated expenses
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In Summary
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Source: ATA
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New Shopping Cart
and New AisleImage © iStockPhoto.com
Rich Customer Profile
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Social PNRs
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that
hole?
so why do
vvvyou want
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Thank you!
Scott Gillespie
Gillespie’s Guide to Travel Procurement
www.gillespie411.wordpress.com
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