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Matching global airline deals with regional and local needs

Asif BashirFounder and Director

Axcent Travel Solutions

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A bit of context

Sharing of ideas and best practices on how to optimise your global airline programme while balancing regional and local needs.Modera

tor Intro

Session Intro

Desired Outcom

e

A better understanding of key concepts, considerations, and challengesPractical tips and ideas to fully understand and incorporate needs of regional and market level stakeholders

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Lets consider a scenario

Everyone have their own idea of a

perfect holiday (and so do you)

You want everyone to have fun and get the most out of the

holiday

Should be within budget, ideally not

too far away

Not everyone can have everything so you try and bring everyone on one

pageIn the end you want everyone to be happy

(and hopefully maintain your sanity)

Image credits: Freepik.com

It’s time to plan the holiday

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Now coming to our problem

Maximize Savings

Satisfy Senior

Stakeholders

Achieve Programme Objectives

Manage SupplierRelationships

Achieve your objectives and make everyone happy

Image credits: Freepik.com

Meet Market Needs

Simplified Manageme

nt

You start thinking about globalising your airline deals

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Q&A

Best practices and case study - walk through example

Key concepts - strategy, considerations, challenges

Introductions - moderator and participants

Session Format

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IntroductionsSupported large global organisations in airline programme strategy and RFP managementHelped some of the biggest buyers optimise airline expense- over US$ 1 billion in spend, tens of millions of dollars in savingsLed strategic initiatives working for CEOs of a global airline and a leading tour operator

Moderator

Intro

AboutMe

AboutYou

Name and company please

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KEY CONCEPTS

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Where to start - opportunitiesWhy a global airline

programme?Coherent strategic approach

Spend visibility,

maximizes buying power

Efficiency in

sourcing process

Optimal savings, sustainable programme value & relationships

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Where to start - challengesBut a global programme has its own

challengesData

availability &

quality

Stakeholder

objectives and

expectations

Control, delivering

on commitme

nts Global programmes are more complex to

implement and manage

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Where to start – strategyFirst things first: getting the strategy

rightTop down

Centrally drivenDirective

Bottoms-up

DecentralizedDemocratic

HybridA bit of bothCollaborative

Right-fit strategy is foundation of a successful global programme

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Where to start – strategy approachesEach approach has its owns merits,

and challengesGlobal strategy

trickled to regions and markets

Market input, consolidated into global strategy

Global guidelines, market input

Top Down Bottoms up Hybrid

Faster implementationConsolidation & leverageMaximum control

Unmet local needsHard to:Realize & sustain savingsDeliver on commitments

Stakeholder alignmentMarket ownershipDeliver on commitments

Inefficient processNo coherent global strategyLowered leverage

Stakeholder buy-inOptimal leverage & savingsSustainable value

Time & resource heavyLonger runwayHard to build consensus

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Loca Focus

SustainedSavings

Choosing the right strategy is key

Top Down

Finding the right balance will ensure optimal value

Bottom Up

Hybrid

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BEST PRACTICES& CASE STUDY

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Best practice process – approachA well planned structured

approach will lead to optimal results

Spend Diagnostic

StrategyCreation

Strategy Execution

Decisions & Awards

Ongoing

Review

Market Engagement, Feedback & Review Loop

Timelines, Milestones

Environment Analysis

Core Project Team

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Engagement Calendar

Feedback Mechanism

Best practice process - overview

Spend Diagnost

ic

Environment

AnalysisStrategy Creation

Stakeholder Mapping

Contract Inventory

Market Engagement

Roles and Responsibilit

ies

Project Resource

sData

Consolidation

Data Analytics

InternalFactors

ExternalFactors

Strategy Executio

n

Airline Relationship

Mapping

Bid List

Current State

Insights

RFP Launch

Bid Analysis

Negotiations

Awards

Validate DecisionsContract

Implementation

Contract Ownership

Ongoing Review

Core Team

Market engagement should be an integral part of the process

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Best practice process – details & case studySpend Diagnostic

Stakeholder

Mapping

Market Engagement

Roles and Responsibiliti

es

Project Resources

Data Consolidation

Data Analytics

CASE STUDYGlobal FMCG

50 markets5 regions Multiple TMCs Global Project

Team

Complex global structure, varying maturity levels, market autonomy

Core Team

Market Feedback

Mechanism

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Environment Analysis

InternalFactors

ExternalFactors

Airline Relationsh

ip Mapping

Feedback and Review Plan

Multi-tier strategy, understanding leverage & strengths

Strategy Creation

Contract Inventory Bid List

Current State

Insights

CASE STUDYGlobal FMCG

Airline Relationship

Review

Global, regional,

airline level strategy

Inventory of contracts

Market Engagement

Best practice process – details & case study

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Strategy Execution

RFP Launch

Bid Analys

isNegotiatio

ns

AwardsValidate Decisio

ns

Contract Implementat

ion

Contract Ownershi

p

Ongoing

Review

Airline tiers, negotiation strategy

Defined milestones & reviews

Final decision alignment

Structured stakeholder engagement, decision ownership

CASE STUDYGlobal FMCG

Market Engagement

Best practice process – details & case study

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Closing thoughts

Plan ahead, start early, think through your strategyInvolve stakeholders, make an engagement process, build consensusMap & leverage airline relationshipsGet buy-in on final decisionsReview on an on-going basis

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Closing out

Sharing of ideas and best practices on how to optimise your global airline programme while balancing regional and local needs.Modera

tor Intro

Session Intro

Desired Outcom

e

A better understanding of key concepts, considerations, and challengesPractical tips and ideas to fully understand and incorporate needs of regional and market level stakeholders

#btshow

Q&AANDTHANK YOUModera

tor Intro

Feel free to reach out for any questions and clarificationsasif.bashir@axcentsolutions.com