Simplifying the Airline

Request for Proposal

Monday July 18, 2016

Introductions

Moderator:

• Olivier Benoit – Global Air Practice Leader, Advito

Panelists:

• Teresa Amos – Senior Global Travel Manager, Hilton Worldwide

• Chris Jones – GM Global Corporate Sales, Delta Air Lines

• Robyn Gilmartin - Manager, CWT Air Solutions

GBTA Aviation committees task force

EMEA

• Mia Anderson - AstraZeneca

• Olivier Benoit - Advito

• Guillaume Bizet - Areka

North America

• Teresa Amos – Hilton

• Hillary Dallas - PwC

• Robyn Gilmartin – CWT Air Solutions

• Chris Jones – Delta Air Lines

• Lisa Stanford – BP

• Brian Tripplehorn- Grasp Technology

RFP is a must but often perceived as painful

1. Complex process

2. Resource intensive

3. Fragmented and missing information

4. Lack of standard material

5. Inconsistent terms definition

BEST

PRACTICES• Identify business requirements of stakeholders

in planning process

• Time management – plan & allow enough time

• Communication

• Pre-message carriers of RFP plans prior to release

• Host a Bidder’s Call to highlight business dynamics,

policies, objectives of the RFP and measurement criteria

• Address legal templates at time of first Round

submission

FOR

BUYERS

BEST

PRACTICES

FOR AIRLINE

BIDDERS

• Define geography

• Highlight changes

• Clearly outline the fares offered

• Illustration of current and proposed

performance

• Quantify the total value of your proposal

BEST

PRACTICES

FOR

CONSULTANTS

• Consolidate all data sources to be used for analysis• Include in data packs

• Clearly communicate time period used for analysis

• Develop a project plan which clearly outlines all

phases involved, responsible parties and anticipated

timelines for completion of each

• Create multiple portfolio scenarios based on carrier

network footprint that can be modified based on

client needs and strength of offers

• Seek clarification from bidders, as necessary, to

ensure modelling accurately reflects intentions

Blue Sky RFP process

1. Streamline process

2. Easy to use and self explanatory documents

3. Most updated market development

4. Common language between stakeholders

5. Deliver higher ROI

What is included in the new Air RFP Toolkit?

1. Project Plan & Timeline

2. RFP Guidelines

3. Carrier Data Pack Sample

4. Proposal Template

Project Plan & Timeline• What are the key milestones?

• Planning

• Go to Market

• Negotiation

• Award

• Implementation

• Who is doing what?

• What are realistic timeline for each task?

• What are the dependencies between tasks?

• Track the status and adjust timelines

RFP Guidelines

• Comprehensive & easy to customize

• Provides language and prompts for key elements required

• Company background

• Objectives for sourcing exercise

• Evaluation criteria

• Instructions for completion

• Appendix includes sample forms

• Intent to Bid, NDA, Sample Award Letter

Carrier Data Pack Sample

• Detailed instruction with all fields definition

• Data date range used

• Spend and O&D segments at Point of sale level

• Data for Participating carrier & for All carriers

• No change for PRISM Subscribers

Proposal Template – 1/2

• Detailed instruction tab with definition of fields

• Contact details

• Pricing proposal including geography exclusions

• Target terms including current performance

• Description of all fees beyond fare basis

Proposal Template – 2/2

• Value added services capturing total proposal value

• Consistent requirements including Traveler rights, Data

Privacy, CSR, NDC questions

• Class of service description including any class mapping

change

• Geography Area description

Where to go

Where to go

GBTA HUB to upload:

1. GBTA Air RFP Toolkit (zip)

2. GBTA Airline RFP How To Instructions (doc)

https://hub.gbta.org/resources/20/rfps

RFP Toolkit next steps

• This is an evolving set of documents and will be updated

based on your feedback

• Feedback to aviation committee members or GBTA Hub

or surveys

• Aviation Committees own the Toolkit and will assign

resource to review/publish updates

RFP is over what’s Next?

• Join GBTA Aviation committee session

• “Landing Performance, a Guide to Airline Program

Optimization”

• Tomorrow July 19th at 11:30am in room BR2A-3A

Thank You for Attending!

Don’t forget, we want your

feedback!

Please take a moment now to

complete a brief evaluation at:

www.gbta.org/2016survey