UNITED STATES OF AMERICA GENERAL SERVICES ADMINISTRATION ... · UNITED STATES OF AMERICA GENERAL...

(202) 234-4433 Washington DC www.nealrgross.comNeal R. Gross and Co., Inc.

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UNITED STATES OF AMERICA GENERAL SERVICES ADMINISTRATION

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FY18 CITY PAIR PROGRAM PRE-SOLICITATION CONFERENCE

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THURSDAY, JANUARY 12, 2017

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The Pre-Solicitation Conference met inRoom 3046, General Services Administration, 1800F Street, N.W., Washington, D.C., at 1:30 p.m.,Lauren Concklin, Program Director, presiding.

PRESENT:

LAUREN CONCKLIN, Program Director, CPPJERRY BRISTOW, GSAKWANITA BROWN, Contracting Officer, CPPMIKE CONNOR, Program Analyst, CPPJERRY ELLIS, Business Management Specialist, GSADANIELLE GALLANT, CPPJUAN LAGUNA-BAGAROZA, CPP Technical Lead, CPP IT Support*MARY MORRISON, Program Manager, CPPRAASHI PARIHAR, CPPTOM RUESINK, CPP


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PARTICIPANTS:

BRYAN ARCENEAUX, Manager - Contracted Pricing, American AirlinesTHOMAS BILLONE, United AirlinesANDREA CARLOCK, Branch Chief, DTMOGEORGE COYLE, Manager, Military and Government, Delta AirlinesHOWARD HICKS, Team Lead, DTMO*VANDY HOPSON, Senior Manager Government Contracts, American AirlinesBARBARA GULICK, Policy Analyst, DOT/FAA*RONALD L. IVESTER, Program Manager Group Travel Services, CWTSatoTravel*ROBIN JOHNSON, Program Manager, DTMOMORGAN KELLERMEYER, Manager, PYM, Silver Airlines*MARIETTA LANDON, Regional Sales & Community Marketing Manager - East Coast, USA, Alaska Airlines Group* RODRIGO MELA, Regional Sales & Community Marketing Manager - East Coast, USA, Alaska Airlines Group*ERIC MILLER, Travel Programs and Training, DOS/Miracle SystemsSHAMEKA SHEPPARD, Program Manager, DTMO*ANA SILVA, Pricing RM Senior Analyst, JetBlue*TINA SMITH, Traffic Management Specialist, Defense Travel Management OfficeRICHARD SWEET, Marketing Advisor, Southwest Airlines*MANNY VAN PELT, HHS Departmental Travel Manager, Program Support Center, HHS*HAZEL WILLIAMS JOHNSON, Supervisory Management Analyst, Government Accountability Office*

* Present via telephone


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CONTENTS

Welcome Remarks. . . . . . . . . . . . . . . . . . 4

City Pair Program Overview . . . . . . . . . . . . 6

Program Management Improvements. . . . . . . . . .17

General Solicitation Updates . . . . . . . . . . .47

Significant Changes by Section to RFP. . . . . . .69

Fuel Surcharge Overview. . . . . . . . . . . . . .75

Market Selection & Market Information. . . . . . .80

Questions. . . . . . . . . . . . . . . . . . . . .88

Adjourn. . . . . . . . . . . . . . . . . . . . . .97


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1 P-R-O-C-E-E-D-I-N-G-S

2 (1:41 p.m.)

3 MS. CONCKLIN: Everyone, welcome to

4 the FY18 pre-solicitation conference. Thank you

5 for taking your time out to join us in person.

6 And for everyone on the phone, thank you for

7 taking the time to listen in.

8 My name is Lauren Concklin. I'm the

9 Director of the City Pair Program.

10 Before we get started, I just want to

11 go around and make sure we introduce our team --

12 we have a few new faces to the City Pair Program

13 -- to make sure you put a face to the name as you

14 see them emailing and communicating with you guys

15 throughout the year.

16 We have Mary Morrison, who is now the

17 new Program Manager of the City Pair team; Jerry

18 Bristow, as you all know; Danielle Gallant, a new

19 member of our team, and some of you guys might

20 have been communicating with her recently; Jerry

21 Ellis; Tom Ruesink; and our newest --

22 MR. KELLERMEYER: Lauren, it's a


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1 little bit difficult to hear you.

2 MS. CONCKLIN: It's tough to hear me?

3 MR. KELLERMEYER: It sounds like

4 someone is rubbing against the mic or something.

5 MS. CONCKLIN: Is that better? A

6 little bit?

7 MR. KELLERMEYER: Yes, much.

8 MS. CONCKLIN: Much better?

9 And our newest member is Mike Connor

10 back there. As you all know, Kwanita Brown is

11 our Contracting Officer, and -- is Corey not

12 here?

13 MS. BROWN: No. Corey Gerst, who is

14 the team lead and will be transitioning to the

15 contracting officer role, is in critical required

16 training, so he couldn't attend today.

17 MS. CONCKLIN: Okay. Great.

18 MR. KELLERMEYER: I'm sorry. It got

19 bad again.

20 MS. CONCKLIN: It got bad again?

21 Okay. So we will make sure anyone who is

22 speaking will talk right into the mic.


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1 Kwanita Brown had just said that we

2 have a new contract specialist, Corey Gerst --

3 MS. BROWN: Gerst.

4 MS. CONCKLIN: -- Gerst, and he hasn't

5 -- he hasn't officially become the contracting

6 officer, but he will be transitioning into the

7 role sometime in the next year probably,

8 replacing Kwanita as she moves onto higher

9 overseeing of the City Pair Program.

10 So to get started, there will be

11 multiple people talking throughout this meeting.

12 I'm going to get started with the agenda items.

13 So today we are just going to do an

14 overview from the PMO side of the house, our

15 program management improvements, and then Kwanita

16 is going to comment, and I'll just talk about

17 just actual contract and solicitation updates to

18 make sure you guys understand the item number of

19 where things fall.

20 We are going to talk about significant

21 changes to the RFP. Please make sure that any

22 questions you have, especially when we get into


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1 the business class and modeling it out, which

2 we're going to do for you guys, any questions you

3 have, let's make sure we can get it out there and

4 address it.

5 We are also going to talk about fuel

6 surcharge overview, make sure everyone is clear

7 on how that operates and works moving forward.

8 Also, it's not on here, but we are going to get

9 into the audits, to make sure it's clearly

10 addressed, again, to understand that we fully

11 support the decision -- we've worked together

12 with you guys over the last few months -- and how

13 it's going to be implemented. And if there's any

14 hiccups, we will make sure we resolve them right

15 away. And just we will go through any questions

16 you have and make sure you have --

17 The other thing we do want to address

18 is the COPS. I know last year there were some

19 issues with COPS. We'll get into details, but I

20 want to make sure that you guys start -- do more

21 practicing this time around with the system, and

22 we're going to set some dates where you guys can


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1 actually upload.

2 We will maybe recommend uploading last

3 year's bids in there, just to see -- make sure

4 they all go through, so we don't have the hiccups

5 that we had last year as we transition to our

6 platforms. Next slide.

7 This is a slide we talked about last

8 year, but I just wanted to -- I apologize, it's

9 on the middle of the screen.

10 We'd like to look at our program in

11 three areas in this presentation. It's the

12 integrity of the award, which -- and to us, the

13 compliance of the award carrier is a key

14 indicator that we are striving to continuously

15 increase. We think it's very important, and we

16 are going to go through this procurement process

17 making sure the award carrier gets the value, and

18 we're driving business to the award carriers.

19 Obviously, the award carrier that is

20 expected is already taken, unless, obviously,

21 exceptions do apply. You will see, there is

22 discussion -- we have worked with our ETS vendors


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1 to properly display these items, and we're still

2 working with them, with agencies, to ensure that

3 the award carrier is displayed first.

4 And we are putting a level of

5 importance based into the display, so carriers

6 are seeing the award carrier in the display

7 easily, at first _CA and then YCA, obviously.

8 One thing that we are really priding

9 ourselves on is becoming more and more

10 transparent with our suppliers. Our supplier --

11 MR. COYLE: Should we ask questions as

12 we go?

13 MS. CONCKLIN: Sure. Go ahead.

14 MR. COYLE: Just to clarify on the

15 first point, the awarded carrier will show up

16 first, their YCA or _CA or --

17 MS. CONCKLIN: Yes.

18 MR. COYLE: Where would the DG fall?

19 Would it then go to commercial payers?


21 MR. COYLE: And then the --



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1 MR. COYLE: -- competing airlines and

2 then DGs at the bottom of this slide?


4 MR. COYLE: And has that been

5 implemented?

6 MS. CONCKLIN: Some agencies, yes. As

7 you all know, we have to work with the agencies

8 one-on-one to implement their -- implement this.

9 So it has been approved by the councils; we have

10 authority to proceed. So now it's a one-on-one

11 situation, and we're working with agencies to do

12 testing, making sure that any of their settings

13 and then the display are being populated within -

14 - not being changed as we go in and change the

15 way that carriers are shown.

16 So you obviously have a lot of the

17 other things in the system that you have to

18 accommodate for when you make a change on the

19 document.

20 MR. COYLE: It would be ETS2?


22 MR. COYLE: As well as ultimately DTS


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1 will have -- will follow this protocol?

2 MS. CONCKLIN: So we work very closely

3 with the DoD team, and DTS has already

4 implemented the _CA first. And when we worked

5 with putting together our feelers or our

6 priorities, we worked closely with you to make

7 sure we're aligned as closely as possible, since

8 we're one government trying to operate. And to

9 give them a lot of credit, they were already

10 doing this stuff. Yes.

11 MR. COYLE: Thank you.

12 MS. CONCKLIN: Moving forward. So the

13 transparency is really -- for us, it's very

14 important. How we communicate with our suppliers

15 and our customers, obviously, we want to be more

16 and more transparent as it comes to data, things

17 that we are trying to strive and do in the

18 program, make sure it's a joint effort, not a:

19 here's what we're doing, kind of, accept it.

20 As the suppliers know, we've had a lot

21 more meetings this year. People would like to

22 see that go forward more and more as it comes to


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1 data, other items.

2 As you all know, OAG, we are starting

3 to get more and more data-rich when it comes to

4 schedules, and so this year, we are going to be

5 providing you what we would see as what you

6 should be making sure you're bidding on to help

7 you guys so you don't miss any markets that may

8 fall under the radar because they're smaller and

9 you're not sure about the -- if you can meet the

10 minimum requirements.

11 So that's one thing our team is really

12 going to be help -- first start for us to help

13 you guys when it comes to uploading your bids.

14 To go further, where I'd love to see

15 this is to somehow get it automated where the

16 buyers just go in and validate, you know, versus

17 actually upload. So this is what we're striving

18 to get to. This is just the first step this

19 year.

20 MR. COYLE: So, Lauren, it does say

21 quarterly, so will you be providing that on a

22 quarterly basis --


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2 MR. COYLE: -- to check for the

3 perhaps schedule changes or something that might

4 affect the carrier that was awarded that market?

5 MS. CONCKLIN: Yes, we can do that.

6 This is a new approach our team is taking with

7 OAG data. We're getting it now, so now we can

8 provide it to the suppliers. We have that data.

9 Correct.


11 MS. CONCKLIN: And it will help,

12 again, with quality of service, you know, in the

13 market and stuff, so we'll make sure you guys

14 have that data on a quarterly basis. So we're

15 putting those files together.

16 The other thing we're working on, we

17 -- as you all know, last year, we awarded

18 earlier, and this year we're aiming to award

19 another about two weeks earlier. And so where

20 we're trying to get to from our side is, what is

21 the sweet spot that allows the award to happen,

22 to get fares loaded for our travelers to take


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1 advantage of, book, and be able to get the _CA

2 fares, YCA fares.

3 So we -- right now we're aiming for

4 about two weeks earlier than last year. It's

5 estimated that -- and you know, again, anything

6 can shift, but that's what we're looking at. And

7 we think that we're getting pretty close to our

8 sweet spot of where we'd like to start strong and

9 become our new norm. So we'll keep you updated

10 as we progress and what data's showing. So all

11 of this is based on data and our analysis to make

12 sure that our travelers are able to book where

13 they need to book.

14 So moving forward, I know we had a

15 little discussion about international business

16 class. So international business class is

17 something our team is starting to really look

18 into. How do we strategically drive this and

19 work with our suppliers?

20 So one thing we've heard repeatedly

21 over and over again is the 48-hour cancellation

22 eats up our seats, and then we lose -- we lose


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1 the ability to really resell those tickets at a

2 margin that we feel like we need to be selling

3 them at.

4 So this year, moving forward, we

5 decided to implement a seven-day cancellation

6 policy with our _CB fares across the board, all

7 international _CB fares, and we'll get more into

8 this. But we find this to be a really -- an

9 important achievement based on what our

10 suppliers, we've heard you guys say, and we've

11 gotten the data, ran the numbers, to see what we

12 thought was fair and reasonable to give back to

13 the suppliers. And so we're going to implement a

14 seven-day cancellation policy to help the

15 airlines be able to resell those seats if they

16 are not paid fully.

17 MR. BILLONE: That's for all, not just

18 the 12 --

19 MS. CONCKLIN: Not just 12, all. Yep.

20 All international business class, not just the 12

21 markets, correct.

22 The other thing we started doing is


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1 what we call mythbusters, and this is really --

2 while it doesn't directly affect the suppliers,

3 it is our way of working with the customers to

4 say what are the common myths -- myths we're

5 hearing? Basically, for why does the government

6 traveler always get the middle seat? RDGs, City

7 Pair fares.

8 These are the types of things that we

9 think you have been hearing throughout the years.

10 We are creating one-pagers that are going up on

11 our website. We are also sending them out to

12 customers to help -- help debunk these myths and

13 our reasons why.

14 Again, this is just another way of

15 communicating to our customers. We'll share it

16 with the suppliers as well, so you can see what

17 we're sharing with our customers to, as we say,

18 debunk these myths that are out there that are

19 not true. And if you have any ideas for a

20 mythbuster, something you have experienced or you

21 hear a lot about government CPP fares, feel free

22 to reach out. This is something we are trying to


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1 do on a quarterly basis to add more and more.

2 And then just going forward, as I've

3 already mentioned, we would like to have more

4 regular meetings as we start to implement and get

5 the voice of, obviously, our customers and

6 suppliers, but keep this going. Whether it's

7 data-sharing, whether it's concerns, issues,

8 transparency is really important to us.

9 So you'll see more and more meetings.

10 They don't always have to be in person. It's

11 easier to, you know, set meetings up via Meeting

12 Space, but this is where we're driving the

13 business going forward to create a really tight

14 working relationship with our suppliers.

15 Next slide.

16 So I'm going to introduce Mary

17 Morrison. She is going to take over. Next

18 slide. Hold the mic.

19 MS. MORRISON: So I'm going to

20 introduce, which Lauren already touched on, some

21 program management improvements we have made to

22 the program for FY18. So she already touched on


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1 the international business class. This slide

2 shouldn't be unfamiliar. We have shown it during

3 our industry days and our one-on-ones. But we

4 see this as a very valuable market or, sorry,

5 inventory to you guys and to our customers.

6 So we see about nine out of ten

7 business class fares are not using a _CB, so we

8 just saw this as a real opportunity. And in FY17

9 we took a few steps to try to see if that would

10 help get more fair and reasonable rates. We can

11 give you the passenger counts for markets with

12 the international business class fares.

13 Inventory clarification, where it can fall in any

14 bucket in business class, and that kind of falls

15 into number three.

16 And then after FY16 and our one-on-one

17 and industry days, we kind of got that

18 clarification from our OGP that, according to FTR

19 10.106, saying that you must use the City Pair

20 fare when it's available, that includes business

21 class fares when they're available. And there

22 are exceptions to it that fall under 107, but 106


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1 says you must take a City Pair fare.

2 So, therefore, in FY18, we took even

3 further steps to make our fares -- try to get

4 those more fair and reasonable fares. And we are

5 trying to do the international business class

6 test pilot, and then we are changing the

7 ticketing timelines for those _CB fares.

8 So the auto cancellation for the

9 international business class fares will now be

10 seven days. So it's very similar to the 48-hour

11 auto-cancellation where, to get the seven-day

12 auto-cancellation reservation, reservations must

13 be made eight days or prior to the departure.

14 Those that are made seven days or after may not

15 fall under this auto-cancellation. So it's very

16 similar to the 48-hour, just different time

17 frame, and that is stated in the RFP.

18 So the international business class

19 test, so these are 12 markets where we saw high

20 business class usage that fall near or close to

21 the 14-hour rule, which allows the government to

22 fly business class. We are evaluating these bids


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1 in these 12 markets, so the _CB fare is required.

2 The weight, the composite fare weight is 15

3 percent for the business class. Yes?

4 MR. BILLONE: So this is a major

5 question.

6 MR. KELLERMEYER: I'm having trouble

7 hearing.

8 MR. BILLONE: Okay. The _CB fares for

9 these 12 markets, if you do not bid a _CB fare,

10 then you're not going to be eligible to get a

11 reward; is that correct?

12 MS. MORRISON: In those 12 markets.

13 MR. BILLONE: What's the plan going

14 forward? Because some carriers may not want to

15 bid a business class fare. So look at your

16 examples of how you do the composite. Nowhere in

17 there is there anything about, if I don't bid a

18 business class fare, what impact that has. So I

19 mean, this is a major issue in my opinion.

20 MS. CONCKLIN: So as far as going

21 forward, we don't know what FY19 brings. We're

22 focusing on FY18 today. In the RFP, you will see


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1 -- and I can have Kwanita, she will hit on this

2 more in the contract section, but they will see

3 there is a no/no-go section within the RFP.

4 I hear -- I understand that the _CB is

5 being required because in these markets, they are

6 14-hour-plus markets, so therefore, the

7 government traveler is given the right to be able

8 to fly the business class. And so in our -- the

9 only way we see fit in order to ensure, through

10 what we're seeing with data, to get better _CB

11 fares is insert them into the evaluation process.

12 We use benchmarking on a regular basis

13 to look at what we're getting on a _CB -- getting

14 at the _CB rate, and there is no question of why

15 travelers are choosing commercial -- going

16 outside and choosing other fares. So in order to

17 ensure that we are -- we should be at least at or

18 below the benchmarks, so we're trying our best to

19 get the government _CB rate fair and closer to

20 where we see fit as far as a fair price.

21 MS. MORRISON: Historically, _CB fares

22 are in these markets.


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2 MR. BILLONE: Well, I mean,

3 historically, according to GSA, many of them were

4 too high to award. Okay, and many _CBs were too

5 high. They were unreported when the carrier made

6 the bid, the carrier made their bid in the City

7 Pair, but they didn't win the business class fare

8 because somebody arbitrarily thought that the

9 fare was high. How is that --

10 MS. CONCKLIN: It's not arbitrary.

11 MR. BILLONE: Well --

12 MS. CONCKLIN: I want to go on the

13 record and state, nothing -- the one thing I will

14 -- one thing -- and I can't stress this enough,

15 any decision we make, there is no arbitrariness

16 about it.

17 MR. BILLONE: Well, you don't tell us

18 what the benchmark is, so we don't know. And

19 when we bid something and you say it's too high,

20 that won't get awarded, well then too high

21 compared to what? It's still a discount on the

22 business class fare. So that's still two ways of


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1 looking at things a little differently. But so

2 with this test, if you feel that the business

3 class fare that is being offered by one airline

4 is too high, what are you going to do?

5 MS. CONCKLIN: Just one second.

6 Excuse me. If you're on the phones and you're

7 not asking a question, could you mute your phone?

8 Because there is someone talking in the

9 background. Thank you.

10 MR. BILLONE: Yes. So, yes. So if

11 you -- hypothetically speaking, if you look at

12 all the business class fares that were bid, and

13 they were way high, you think they're too high,

14 okay --

15 MS. CONCKLIN: Yes. So, historically,

16 the way that -- we've looked back in the years.

17 So we only have evaluated the _CA and YCA, and

18 then the _CB fare would be awarded, whether or

19 not it's considered fair and reasonable. And if

20 it's considered fair and reasonable, then it's

21 loaded with the _CA and the YCA fare. And what

22 we consider fair and reasonable, obviously, is --


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1 we use our data to decide that.

2 Historically, what I have seen is that

3 that _CB fare has been awarded, and what we're --

4 we don't see this as a risk, in a sense that the

5 airlines have been bidding or producing a _CB

6 fare. So to say that it's a minimum requirement,

7 there is no -- not like the airlines have been

8 giving us no _CB fare.

9 MR. BILLONE: No, I understand that.

10 But what you, in your opinion --


12 MR. BILLONE: -- you're saying your

13 opinion, in whatever methods you use, size of the

14 _CB fare that was in these 12 international

15 markets is too high, that was all the carriers.

16 What happens?

17 MS. CONCKLIN: So in FY18 -- we won't

18 decide -- it will be evaluated on that 15

19 percent. I'll model it out to show you how it is

20 going to work out.

21 MR. BILLONE: It doesn't matter how

22 high that fare is.


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1 MS. CONCKLIN: It gets a percentage,

2 yes. It gets based in a calculation. But there

3 is still a technical cost way, right? So it's

4 going -- so that if you -- if you give a _CB fare

5 that is high, then your weighted average comes

6 down to, let's just say, this X number, and then

7 there is another airline that is below that

8 number and technically is sufficient. You know,

9 that is -- there is a technical cost weigh-out

10 that is going to happen, just like it happens or

11 --

12 MR. BILLONE: I don't think I got an

13 answer, but that's okay.

14 MS. CONCKLIN: So you're saying -- are

15 you asking us that if we see a fare that comes

16 through at the _CB level that we consider unfair

17 and reasonable, we won't even count it into that

18 calculation?

19 MR. BILLONE: Well, what do you do?

20 MS. CONCKLIN: No, we won't. It's

21 going to be, Tom, just like a _CA and the YCA

22 happens today, we don't decide that's fair and


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1 reasonable. It's calculated out, and then a

2 composite fare is provided based on that

3 calculation, and we weigh that cost versus the

4 technical points to say -- and then based on the

5 other carriers' bidding, which direction we are

6 going to award.

7 MR. BILLONE: All right. So, to

8 continue along this point, I want to make sure

9 I've got this absolutely clear, because I --

10 MS. CONCKLIN: That's -- no, keep

11 going. That's what this is for.

12 MR. BILLONE: I have to explain it to

13 other people.

14 MS. CONCKLIN: Sure.

15 MR. BILLONE: So you award a City

16 Pair, say Washington to --

17 MS. CONCKLIN: You could say

18 Washington to X location. Okay.

19 MR. BILLONE: -- X location, okay.

20 Their location is 14 hours, right?


22 MR. BILLONE: But you feel that that


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1 _CB fare is not reasonable. So you've already

2 awarded it, and the composite -- you look at the

3 composite. It's better than all the other

4 carriers --


6 MR. BILLONE: -- and you would

7 normally award that City Pair to that carrier.


9 MR. BILLONE: What about you going to

10 do about that _CB fare?

11 MS. CONCKLIN: Let me turn this around

12 and help me answer. If I -- if you're bidding a

13 YCA and _CA fare, and we do a composite, we don't

14 today say that fare is not fair and reasonable,

15 do we? As far as that just initial YCA and _CA,

16 right?

17 MR. BILLONE: You get the composite

18 and --

19 MS. CONCKLIN: Correct.

20 MR. BILLONE: Well, kind of, because

21 when we get into the special area, there are

22 other things that --


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1 MR. COYLE: There are negotiations.

2 MS. CONCKLIN: There is negotiations,

3 correct. But this is going to happen -- this is

4 going to occur the same way -- domestic right now

5 is being calculated out in a sense of the

6 population. You get the fares. It gets

7 calculated to one composite fare. These 12

8 markets are going to do the same thing. The _CB

9 will be calculated into that calculation for one

10 composite fare.

11 MR. BILLONE: Okay. Then, when we

12 look at the negotiations, we look at each fare,

13 which is what happens.


15 MR. BILLONE: And so a potential

16 issue, will come back to a carrier and say, we

17 think your business class fare is too high. Is

18 that --

19 MS. CONCKLIN: Just like we've done in

20 the past in the markets, yes.

21 MR. BILLONE: With the others.



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1 MR. BILLONE: Okay.

2 MS. CONCKLIN: And you did have the

3 ability to lower it, change it, or not.


5 MS. CONCKLIN: That's --

6 MR. BILLONE: Just wanted to make sure

7 we got a --

8 MS. CONCKLIN: Everything is occurring

9 like with business as normal. The only

10 difference is now the _CB fare in those 12

11 markets are going to be calculated into a

12 composite fare.


14 MS. CONCKLIN: And we don't -- that's

15 why we're calling this a test pilot for each of

16 these 12 markets, because we don't know what FY19

17 is going to bring, we don't know -- we've done

18 modeling and played this out. But to not start

19 considering that _CB fare, especially in 14-hour-

20 plus markets when a traveler is taking those

21 fares, is -- we're not doing our -- the due

22 diligence of trying to get better pricing in


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1 those markets.

2 MR. BILLONE: And if you don't pick

3 that _CB --

4 MS. CONCKLIN: It's a minimum

5 requirement in those 12 markets.

6 MR. BILLONE: And it is required.


8 MR. BILLONE: Thank you.


10 MR. ARCENEAUX: So the 15 percent, is

11 that just something that's sort of a hold-over

12 from the historical data pool?

13 MS. CONCKLIN: It comes from -- yes,

14 we have -- we're very rich in data, so we looked

15 at what we see as our passenger counts, usage

16 rates, what we see -- you know, usage rates as

17 far as YCA, _CA, and business class in those

18 markets, trying to find a way where we want to --

19 what we thought the closest to actual was

20 happening, to try to come up with a number that

21 doesn't weigh one side or the other too high or

22 too low.


31

1 MS. CARLOCK: So from a customer's

2 perspective, then, this change, what is it that

3 is expected of us to help me be able to ascertain

4 whether this is an added value to the program?

5 MS. CONCKLIN: From a customer level,

6 you know, working with you guys, we know it's our

7 job to get you the best pricing and those awarded

8 carriers to ensure that you're -- the value is

9 there from a savings perspective. What we see is

10 really driving the awarded carrier and market

11 share to the awarded carrier, unless exceptions

12 apply, but driving the business to the awarded

13 carrier.

14 We'll continue to see pricing, better

15 pricing because market share is higher. When we

16 see market share in the 80s, 90 percent, it

17 really -- that market is a lot -- heavily

18 competed with carriers, and we see prices drop.

19 So what you can do is help drive

20 business to the awarded carrier, unless there is

21 an exception that does apply.

22 MS. CARLOCK: So we have to make a


32

1 concerted effort not only to drive the business

2 but also to be able to ensure we capture the

3 proper data and analyze it to see if the business

4 --- so we can supply that information to you.


6 MS. CARLOCK: Okay.

7 MS. CONCKLIN: So we have that data

8 for the most part. You know --

9 MS. CARLOCK: Right. But, I mean, for

10 us to do it. You have your -- I mean, you have

11 the data, but you have to manage that.

12 MS. CONCKLIN: Yes. And you can

13 manage that -- you know, we are helping somebody

14 agencies manage that on a monthly basis in all of

15 their markets, especially their high usage

16 markets, and say what percentage is going to what

17 in real time, so they can help --

18 MS. CARLOCK: Right.

19 MS. CONCKLIN: Yes. Help make changes

20 in real time as well.

21 Let's go to the next slide, I think.

22 So I've been trying to discuss -- the next slide


33

1 will actually show you modeling out we did to

2 break it down. But, again, the _CB fare is a

3 required fare. It's a minimum. So if you do not

4 bid that _CB fare, then you are not eligible for

5 an award in that market. So we wanted to show

6 you that, obviously, a _CA fare is not a required

7 -- is not required.

8 So what will play out -- if a _CA is

9 not provided, then the YCA gets 85, and the _CB

10 would get 15. If a _CA is provided, then the YCA

11 fare will get 34, _CA 51, and _CB 15 percent. Is

12 that clear?

13 MR. BILLONE: That's still only for

14 those 12 markets.

15 MS. CONCKLIN: Only for those 12

16 markets, correct, for FY18.

17 Go to the next slide. I think this

18 will start helping. And what we wanted to do --

19 and hopefully everyone can see this slide -- what

20 we wanted to do is actually model out an FY17

21 versus FY18, so you can see how it would play out

22 as far as a composite fare.


34

1 So for Carrier A, let's say they gave

2 in FY17 an $800 _CA, a $1,000 YCA, and a $2,000

3 business class. Last year's composite fare,

4 because the $2,000 business class was not

5 calculated out, the composite fare came to $880.

6 If that same fare, same bid was given in FY18,

7 the composite fare, because now the _CB fare is

8 being calculated in those 12 markets, the

9 composite fare would be $1,048.

10 So if a competing carrier in that

11 market in FY17 provided a no-bid _CA, a $900 YCA,

12 and a $1,500 business class fare. Again, in

13 FY17, that _CB fare would not be calculated. So

14 the composite fare would have been 900.

15 And you apply that now to FY18 in

16 those 12 markets. The composite fare, because

17 now the _CB fare is being calculated, would have

18 been $990.

19 So does this example help to showcase

20 how the _CB fare would have played out in FY17 --

21 how the composite fare would have played out in

22 FY17 versus '18? Are there any questions around


35

1 this? Because I want to make sure that the

2 airlines do -- it's fully understood and there is

3 no questions before we go into how --

4 MR. BILLONE: Only just -- because, I

5 mean, the only question had to do with if you

6 didn't bid in business class. And since you're

7 saying it's mandatory --

8 MS. CONCKLIN: In those 12 markets.

9 MR. BILLONE: Well, that changes

10 things. You know, I figured out, you know, I did

11 the same thing.


13 MR. BILLONE: And if you didn't bid a

14 business class fare, you wouldn't, on the old way

15 of doing things --

16 MS. CONCKLIN: Correct. And then, if

17 we're looking at historical data, we're not

18 seeing airlines not providing that _CB fare.

19 MR. BILLONE: Right.

20 MS. CONCKLIN: So that's why we feel

21 comfortable that having a _CB fare requires a

22 minimum. There is not -- an airline has not not


36

1 done that, so now where I'm -- now where I think

2 what you're getting at is, now that the _CB fare

3 is being calculated, that price being provided,

4 there is a more strategic understanding of how

5 you have to bid that properly or ensure that

6 composite fare stacks up on it.

7 MR. BILLONE: Okay. And the last ---

8 I swear this may be my last one.

9 MS. CONCKLIN: No, keep going. That's

10 what this is for. Go ahead.

11 MR. BILLONE: So we can put that fare

12 in any of the business class buckets that we want

13 to.

14 MS. CONCKLIN: Correct. We changed it

15 to be -- the focus. Any inventory bucket.

16 MR. BILLONE: Any inventory bucket.

17 MS. MORRISON: Yes. Yes.

18 MR. BILLONE: So where the inventory

19 is is not going to matter in your evaluation.


21 MR. BILLONE: Thank you.

22 MS. CONCKLIN: Correct. Where it is


37

1 does not matter in the evaluation, for business.

2 MR. BILLONE: Right. I understand.

3 MS. CONCKLIN: In FY18.

4 MR. BILLONE: In FY18. Caveat,

5 caveat, caveat.

6 MS. CONCKLIN: Caveat. Only because

7 you asked.

8 MR. BILLONE: Thank you. That's my

9 job.

10 MS. CONCKLIN: It is your job.

11 So is there any more questions you all

12 have around the -- yes.

13 MR. MILLER: Lauren, Eric with

14 Department of State. One of the concerns I have

15 with that inventory bucket is if you are looking

16 at U.S. carrier-operated metal versus Coach Air,

17 a lot of times if you need that I business class,

18 or Z business class on a Coach Air partner, it's

19 not there. So that has been one of our biggest

20 pain points, that -- so, if you want examples,

21 but American Airlines to Delhi awarded, but it's

22 British Airways operated. And those I seats,


38

1 those lower business class inventory just aren't

2 there.

3 MS. CONCKLIN: Yes. And those are the

4 types of examples where I think where we should

5 have, you know, one-on-one conversations with the

6 airlines, because the Coach Air partners should

7 not be -- they should be provided what the U.S.

8 metal is going to be providing, because we might

9 have to work on the class within those Coach Airs

10 to make sure the airlines are matching them up

11 appropriately.

12 MR. MILLER: Okay. It's just

13 something to look at.

14 MS. CONCKLIN: And that's the type of

15 stuff we could have on one-on-one meetings with

16 the carriers. So those examples are good.

17 Please provide them to us and we'll work with the

18 airlines in order to --

19 MR. COYLE: Just one final thing. So

20 in the non-pilot airline markets, other than the

21 12, when the _CB prepares a bid, we're going back

22 to what it is today --


39


2 MR. COYLE: -- it still needs to be a

3 reasonable for it to get it.

4 MS. CONCKLIN: Correct. So the

5 question was, to make sure everyone can hear, in

6 the non-12 markets that we're using as the test

7 pilot markets, the _CB fare will operate as it

8 has been operating currently and previously,

9 where that _CB fare will not be part of the

10 composite and will just be looked at whether it's

11 fair and reasonable. Correct. For FY18.


13 MS. CONCKLIN: And, again, just as

14 we've done this far, we've always kept the

15 suppliers up to date with the potential costs of

16 what we're doing. And if we were to make any

17 changes in FY19, FY20, we always broach them with

18 you guys, get comments and feedback, and

19 collectively we don't try to shock anyone with

20 something we're going to do.

21 Just like we were talking about

22 previously about incorporating the _CB fare into


40

1 the composite, we did hear from suppliers about

2 the 48 hours, and that's why we're changing it to

3 seven days for all business class international

4 markets, not just the 12.

5 Any other questions on this slide?

6 COURT REPORTER: I'm sorry. Can I ask

7 that people identify themselves before they speak

8 if they're in the audience?

9 MS. CONCKLIN: Okay. Great. So, yes,

10 if you can identify yourself when you speak, and

11 then we'll do a better job of making sure we

12 reiterate the question over the mics, so everyone

13 can hear it, as well.

14 Next slide?

15 I'm going to let Mary come up and get

16 into some of the definitions, changes, in the

17 RFP.

18 MS. MORRISON: So these are just a few

19 definitions that we just wanted to talk about

20 with you guys. And letting you know, we have

21 talked about it in the one-on-one sessions with

22 industry, government and agency partnership


41

1 meetings. But just to solidify it, we used to

2 have leg and segment together, and now we have

3 separated them out for purposes of defining them

4 through our contract.

5 We saw that a little bit -- industry

6 was different and all over the place, and so we

7 just wanted to do it for the purpose of our

8 contract to make sure everyone knew, when we were

9 discussing this, what we were meaning by leg per

10 segment and whatnot.

11 So a leg is basically, if you took a

12 one-way trip between DCA to San Diego with a

13 connection, that would be two legs. And then

14 segment is, would just be all portions of a

15 flight, no matter what's in between basically,

16 and that would be one segment.

17 So with the example above, I said DCA

18 to San Diego, with a connection, that's two legs.

19 That would be one segment, that one-way trip.

20 MR. KELLERMEYER: I'm sorry. Can --

21 I have a question. Well, actually more of a

22 statement. This is Morgan from Silver.


42

1 I just want to say, I don't know if

2 you have read all the responses to the RFI you

3 put out, but in my response, I mentioned that

4 there are three precedents actually to the

5 reverse of the definitions you have. So I'd just

6 like to say real quick, then, that segment,

7 there's a precedence in the ZP tax, the Segment

8 Tax, per takeoff and landing, and not for -- the

9 taxes apply twice for connection.

10 Another precedence is in science. A

11 segment -- a leg can be segmented into many

12 segments.

13 And a third precedence is in

14 mathematics, where you have a right triangle and

15 a line from the vertice to one of the legs of the

16 right triangle segmented into two segments. So

17 there is -- so there's three precedences in the

18 English language where actually a segment should

19 be the definition of the leg, and the leg should

20 be from the point of takeoff to the point of

21 turnaround, in my opinion.

22 MS. CONCKLIN: So we appreciate that


43

1 -- the response.

2 So based on, you know, we did do the

3 RFI, and we also -- just talking with all the

4 suppliers and looking at industry, there is a

5 very -- there is very different ways of defining

6 these terms across the board. And so what the

7 City Pair team wanted to do is take -- for FY18,

8 we're looking at clearly defining them from our

9 perspective of how the contract is going to read

10 them within the contract.

11 And, again, industry and the -- within

12 the suppliers, it has been a vast difference on

13 how to define. And so this is just the City

14 Pair's contract verbiage going in the contract

15 clearly laid out as easy as possible as we could.

16 So we appreciate that each industry is different.

17 MR. KELLERMEYER: Thanks for

18 explaining that. But, I mean, like I said, there

19 is already a precedent out there. And if you

20 reissue these definitions as opposite of what is

21 already out there, it could create some

22 confusion. Wouldn't it be easier just to reverse


44

1 the definitions in your contract?

2 MS. CONCKLIN: Again, as we stated,

3 reversing them -- we can basically define these

4 in our contract however the City Pair wants to

5 define them. Again, we did solicit feedback, and

6 there was no clear consensus.

7 And so we took the best of what we

8 heard and tried to apply it in the way that best

9 associates itself with the City Pair team and the

10 way that we track things and look at things,

11 especially from a data perspective, what is asked

12 from the _CA and YCA data pools that are required

13 by the airlines, and we consolidated it into one

14 clear definition for each term that we are going

15 to use for -- we are planning on using for FY18.

16 Again, if there is multiple concerns

17 from the airlines, let us know. But, again, this

18 is just a definition of how City Pair is defining

19 it. It's not changing the industry or your

20 individual companies on how you define it

21 internally. This is the City Pair team's

22 definitions.


45

1 MR. KELLERMEYER: Okay.

2 MS. CONCKLIN: Do any other airlines

3 have a concern? Great. Okay.

4 MS. MORRISON: Thank you. So another

5 definition we wanted to pull out was regional

6 jet. In years -- last year, the capacity was 60,

7 and we're changing that to 70. Yes?

8 MR. COYLE: George Coyle with Delta

9 Airlines. This is -- when we met in mid-

10 November, we were expecting the follow up as to

11 what the issue really was surrounding the

12 regional jet where there was a capacity issue, if

13 there was certain O&Ds.

14 The reason it's so concerning is there

15 is a fuel-efficient, low-emission aircraft CRJ-

16 700s that are out there flying. Some airlines

17 opt to put a premium cabin, so they will -- they

18 will have less seats. Others --

19 MS. MORRISON: You can you still fly

20 it in our program. Right.

21 MR. COYLE: But will it be weighted

22 differently? That's the key.


46

1 MS. MORRISON: Yes, it will be

2 weighted differently in the jet points.

3 MR. COYLE: See, that -- I think that

4 works against the City Pair Program, and that's

5 why it's important to understand if there is a

6 capacity issue, or what is driving the change,

7 because it's also a greener, more efficient --

8 it's used at airports where there is noise

9 abatement issues.

10 MS. CONCKLIN: Yes. So we would --

11 after the last industry meeting we had, there was

12 definitely a difference of opinions on the

13 airlines on this. And we went back and looked at

14 the data as far as what is being flown in these

15 markets.

16 Now, this is not saying you can't fly

17 or that this doesn't go towards your -- a credit

18 for, you know, flight options. It's just for the

19 additional -- inside the technical points in the

20 subfactors, you won't get additional points,

21 because in some of these markets, the way we

22 looked at it, if there's two airlines competing


47

1 with the same number of flights a day, one

2 airline is offering more seats, and we need the

3 lift, the extra lift to get us from Point A to

4 Point B, that's why we're trying to -- it's

5 quote/unquote like bonus points they're getting

6 or extra points for having a bigger aircraft.

7 MR. COYLE: So, Lauren, that goes back

8 to whether there is a capacity issue. I

9 understand what you're saying. We're of the

10 belief that we've right-sized the equipment in

11 these markets. So if you have markets where you

12 are not finding the capacity you need, it would

13 be very helpful for us to understand the issue.

14 MS. CONCKLIN: Okay. And that's a

15 good takeaway and something our team will go back

16 and relook at over this week and next week to see

17 what, again, we're seeing. And if we need to

18 have another session on it, we will definitely

19 reach out. But we do have the data points, and

20 we'll review it and get back to you guys on this.

21 This is what the solicitation is --

22 pre-solicitation is for. So concerns you have,


48

1 address them, and we will definitely take the

2 initiative to go back, reanalyze, and make a

3 determination.

4 MR. COYLE: Okay.

5 MR. BILLONE: Tom Billone with United.


7 MR. BILLONE: I'm only saying that

8 because I need to know you know my name. That 70

9 number --


11 MR. BILLONE: -- is that entire

12 aircraft or just coach?

13 MS. MORRISON: That's seating capacity

14 for the entire --

15 MR. BILLONE: Seating capacity.

16 MS. MORRISON: -- aircraft. Yes,

17 entire aircraft.


19 MS. CONCKLIN: And that's, yes, over

20 the entire aircraft. There is other issues that

21 it comes with, yes. And these are the kinds of

22 things we are starting to look at, because it


49

1 does -- as we start to see emerging things within

2 the airline and in the planes, what they're

3 classifying coach versus premium class, we're

4 trying -- and what we have as far as our numbers

5 and passenger counts, we're doing -- we're taking

6 our data, trying to analyze it as best we can,

7 because it's important to ensure we have the lift

8 capacity to get our travelers from A to B. Plus,

9 it's good for the awarded carrier. You don't

10 want to see people going off to a DG or to DG

11 competing because there is no flight available.

12 So --

13 MR. COYLE: So is it fair to say,

14 Lauren, that it is the -- that's the driver, is

15 you're hearing that there is not enough seats on

16 some of these flights?

17 MS. CONCKLIN: There's two drivers.

18 That's one of them. And then, two, based off of

19 our experts, is what the industry is doing,

20 meshing it up better within how we define the

21 number of seats of what the industry is using as

22 well.


50

1 MR. COYLE: So even though the program

2 has less seat availability?

3 MS. CONCKLIN: Yes. Yes. We're

4 seeing this in some markets. When I say some, a

5 lot of markets, and that's why we were looking at

6 changing it. But, again, our team will go back,

7 reanalyze it again, ensure that this is not -- we

8 don't want to do anything to negatively affect

9 our program, and we'll reanalyze it and come up

10 with a determination after we go back and relook

11 at it.

12 MS. MORRISON: And then this last

13 definition is the _CB fare of the auto-

14 cancellation requirements, which we already

15 discussed.

16 Another point that is in the contract

17 is method of evaluation, and that's Subfactor 2.

18 This is the average elapsed time factor. So

19 usually we get 20 bonus points for nonstop

20 flights, and we have changed that, increased that

21 to 50 this year. And in FY17, I think you saw

22 some increases in bonus points for nonstop --


51

1 well, no, that's just points in general -- to

2 really close that gap of service disparity

3 between nonstop and connections.

4 And that's what we're doing here in

5 nonstop markets versus heavy connection markets.

6 We really wanted to get those bonuses for the

7 nonstops available. You know, just another tweak

8 to close that gap.

9 Next slide.

10 So this is the audits. So, obviously,

11 this will be -- is incorporated into CPP FY18,

12 but it is effective now for FY17 as of December

13 15. We wanted to ensure a concise and clean

14 auditing process, so we are only auditing tickets

15 that have the SmartPay designated card, and that

16 reference YCA in an awarded market.

17 So you should only receive a document

18 that is in an awarded market, and it has to

19 reference that fare in the awarded market, and it

20 has to be charged by the SmartPay card. And

21 that's only -- you should get it if it's more

22 than the awarded fare. Yes.


52

1 MR. COYLE: George, Delta Airlines.

2 We have actually received some that were for

3 business class or Delta Covered Plus, which is

4 more room within the coach cabin. So is there --

5 is there a rule on how those purchases will be

6 audited? We believe they should not be audited

7 because that was a traveler choice to upgrade.

8 MS. CONCKLIN: This is YCA only.

9 MS. MORRISON: Yes. So the --

10 MR. BILLONE: Yes. So it would be

11 above the YCA, so under this definition it would

12 fall within the auditing parameters, but yet the

13 traveler chose to fly in the business class

14 cabin.


16 MR. COYLE: And we're getting -- we're

17 receiving a notice of collections for that.

18 MS. CONCKLIN: We believe we have just

19 rectified that situation, and you should be -- we

20 can take this offline, but there -- that should

21 not be occurring, and Jerry Ellis has just worked

22 with the auditing team to clarify this and we got


53

1 notice this morning that they are moving forward,

2 re-notifying their auditors of what their quality

3 control process and procedure is, and we will

4 ensure that we stand and support you guys on

5 these notice of overcharges to make sure that

6 they are auditing only what is required to be

7 audited.

8 MR. COYLE: That would be very much

9 appreciated.

10 MS. CONCKLIN: And we can talk about

11 this after this -- after the meeting. Jerry

12 Ellis can fill you in personally on what is being

13 done.



16 So up next I want to introduce Kwanita

17 Brown, as you all know. She will be hitting on

18 contract-specific items and numbers and just make

19 sure you all -- if you have any specific contract

20 questions, she'll be able to answer them.

21 MS. BROWN: All right. Hello,

22 everyone. As Lauren said, I'm Kwanita Brown,


54

1 Contracting Officer for the City Pair Program.

2 So I'm going to get into the

3 solicitation itself. So this slide here is just

4 to sort of highlight some of those key

5 solicitation requirements sections that you

6 should definitely keep an eye on.

7 The first is the significant changes

8 section. So we started last year, we took it --

9 the significant changes and put them in a

10 separate document and really sort of did a

11 crosswalk between what got changed from one year

12 to the next.

13 So you can find that in Attachment 6.

14 We did upload that, like the solicitation, and we

15 will upload a modernized version for any other

16 changes that may be made when we release the

17 final version.

18 Section C is where you'll find all of

19 the tactical requirements for the line items that

20 we are soliciting. Section H is where you'll

21 find any of the special contract requirements.

22 So, for example, we talk about our Department of


55

1 Defense requirements. You'll find those in that

2 section there.

3 Section J.1 is also a critical section

4 for you to remember. This is where our proposal

5 checklist is. It will itemize for you all of the

6 documentation that you will need to complete. Be

7 mindful of your SAM registrations. That's the

8 System for Award Management. Just make sure that

9 your airline -- the registration is current and

10 up to date.

11 Also, just make sure that you are

12 submitting all of the documentation that is

13 there. It is usually very helpful. You can

14 actually check all of the -- and complete the

15 checklist as you are going through putting your

16 package together. And in that document, J.1, we

17 also list out who -- the email addresses to which

18 you make your electronic submission for the paper

19 version such as the 1449, which is your signed

20 contract, and the submission of the other

21 documentation that is listed there.

22 The other thing to make note of is


56

1 Section L.1, and this is where you will find all

2 of your instructions on what you are submitting

3 and how you're submitting it. This also is where

4 we have our offer submission dates. So the dates

5 that are in there now are estimated dates. If

6 there are any changes, that will come out in that

7 final release of the solicitation.

8 MR. BILLONE: Tom Billone, United. A

9 question for you. You show March 3, 2017, for

10 submission.

11 MS. BROWN: Right now, that is our

12 tentative date, but that date may change.

13 MR. BILLONE: Because that's about a

14 month earlier than all -- had a long time before.

15 MS. BROWN: Yes. As Lauren mentioned,

16 we're doing a very aggressive time schedule this

17 time around, so we're looking to --

18 MR. BILLONE: So when is the final?

19 MS. BROWN: We're looking at early

20 February.

21 MR. BILLONE: Early February.

22 MS. BROWN: And, again, these are very


57

1 fluid dates. Right now, these are what we are

2 dealing -- what we are focusing on. And if all

3 of those are able to stick with the plan and the

4 schedule that we have, then March 3rd will be --

5 MR. BILLONE: Well, that might be a

6 little tight for the airlines. If you're going

7 to come in in February and give us maybe less

8 than a full month to get it out to you, where in

9 the past you've given it out to us in February,

10 like the first week, and we had almost until the

11 end of March to get it to you, which gives us

12 more time.

13 This is not the only thing we're

14 working on, so, you know, we need a little bit of

15 extra time. We can't -- because you have an

16 aggressive schedule doesn't mean that we are

17 going to be able to meet that schedule.

18 MS. CONCKLIN: Yes. So everything,

19 according to the schedule, is from -- if you look

20 at last year to what we're doing this year, is a

21 two-week difference. As we met over all the

22 course of this fall, we looked at -- we did


58

1 discuss what we're trying to do being a little

2 more earlier based on awarding earlier. And so

3 last year to this year is a two-week difference

4 in each aspect, two weeks almost exactly.

5 If the timeline that we left --

6 because we did discuss potentially shortening it

7 between -- but the airlines said, no, they still

8 need the same amount of time in between all the

9 submissions. We didn't change the time from last

10 year of the number of days. We just changed the

11 date of start to finish.

12 MR. BILLONE: Well, it's all going to

13 depend on when you get to the final one, right?

14 MS. CONCKLIN: Correct. I think if --

15 and right now tentatively I believe the RFP is

16 scheduled to go out end of January. So --

17 MS. BROWN: It's February 6th.

18 MS. CONCKLIN: February 6th? Okay.

19 So February 6th. So about a month. Is that --

20 MR. BILLONE: You know --

21 MS. CONCKLIN: One thing --

22 MR. BILLONE: -- I'm uncomfortable


59

1 with it, to be honest with you.

2 MS. CONCKLIN: Remember, one thing we

3 are doing this year, too, is giving you those OAG

4 schedules of all the schedule data, which you

5 guys said would be very helpful. And we can --

6 this is the time to address it. If you think

7 March 3rd is not doable --

8 MR. BILLONE: If you get it to us on

9 the 6th, that would give us at least until the

10 15th.

11 MS. CONCKLIN: Okay.

12 MR. BILLONE: I don't know how George

13 feels.

14 MR. COYLE: I was just going to say,

15 do you know when the OAG data will be released?

16 MS. CONCKLIN: We -- I think we're

17 starting to finalize that now. We can get that

18 to you --

19 MR. BRISTOW: Well, we're trying to --

20 we're going to try to run it, you know, as close

21 to the solicitation as we can, because we want it

22 to match, you know, the same timeframe. And so


60

1 it is what it was last year, 28th or something

2 like that. Here's what we show you.

3 MS. CONCKLIN: But we can tweak that,

4 so if we -- let's say the RFP goes out

5 February 6th. When would you like to get the OAG

6 data?

7 MR. COYLE: The sooner the better.

8 Even though it may become dated, it would get us

9 a jumpstart on the qualifying --

10 MS. CONCKLIN: Because we can do that.

11 We can do that now, and we can get it to you.

12 MR. ELLIS: Jerry Ellis, GSA.

13 Actually, when we send out the initial draft, and

14 then the final, the markets go out, which is the

15 biggest part of your labor. You look at the

16 markets, and, you know, you should use the

17 markets, Attachments 4 and 5, Group 1 and

18 Group 2, use those for the initial draft rather

19 than waiting for the final draft. That should --

20 MS. CONCKLIN: The markets won't

21 change.

22 MR. COYLE: No. I --


61

1 MR. ELLIS: But those are the markets

2 that we are going to, and that is the biggest

3 part of your -- your offer is to review the

4 markets; isn't it?

5 MS. CONCKLIN: So we have the markets

6 out there now. We could -- we could get the data

7 for OAG run now as well. If we can do that and

8 get that to you, would that help now? And then

9 you guys can start building your file now?

10 MR. COYLE: Yes. And we'll run our

11 own internal --

12 MS. CONCKLIN: Yes. That would --

13 MR. COYLE: -- as well. And that will

14 give us a cross-reference to identify any holes.

15 MS. CONCKLIN: Would that help? Then

16 March 3rd is still reasonable with that, or are

17 you still asking --

18 MR. BILLONE: I know next week.


20 MR. BILLONE: That's when I meet with

21 my people.

22 MS. CONCKLIN: Okay. Well, let us


62

1 know.

2 MR. BILLONE: I will.

3 MS. CONCKLIN: We don't want to put

4 anyone in distress, so --

5 MR. BILLONE: No. Because I don't

6 know what's on their plates.

7 MS. CONCKLIN: Yes. No, I understand.

8 So let us know. Again, the reason for all of

9 this is we -- we know when our travelers tried to

10 book for different timeframes, and so that's why

11 we're trying to play with the date of when we

12 award.

13 Again, it takes 20 days to get them

14 loaded, when that would happen, to ensure our

15 travelers have the ability to book the fares,

16 especially because, you know, the end of --

17 beginning of a year when there is a lot of travel

18 taking place, meetings and such.

19 So let us know. We can commit to

20 running -- yes, we'll talk about it. We'll get -

21 - we'll see what we can run and see how we can

22 help get schedule data to you guys sooner to help


63

1 you guys -- what we don't want to happen, last

2 year some markets were missed. That's why we're

3 trying to ensure that the -- that we can help

4 provide the schedules and see that nothing falls

5 through.

6 MR. COYLE: So, George, Delta

7 Airlines. Actually, Section H, this is more of a

8 lawyer question.

9 MS. CONCKLIN: Oh, okay.

10 MR. COYLE: So we have talked about

11 this in the past in a separate program. We have

12 the reserve air fleet, how airlines manage that

13 separately. Has there been more consideration

14 given to a language update as it relates to the

15 connection between these two programs?

16 The way the language is currently

17 written, if a carrier, for whatever reason, did

18 not participate in the reserve air fleet, GSA

19 would be forced -- have no choice -- would be

20 forced legally to remove them from the City Pair

21 Program, without even having a voice in the

22 process. I believe that language might be worthy


64

1 of an adjustment.

2 MS. CONCKLIN: So we work very closely

3 with our craft/TRANSCOM folks on this and meet

4 with them regularly to try to ensure that GSA is

5 not -- you know, and the carrier did not -- we

6 are not putting ourselves in a situation that

7 we're not predicting or can't -- we cannot have

8 anything to do about it.

9 So currently right now the language is

10 as it is. Now, to say there's is going to be a

11 tweak, we definitely would let you know, but our

12 working relationship with both the craft and

13 TRANSCOM was a vital part of our contracts.

14 And, currently, as you saw the draft,

15 that is the language that we are moving forward

16 with for FY18. Not to say that FY19 isn't going

17 to bring something new, but currently right now

18 the FY18 language is staying as it was in the

19 FY17.

20 MS. BROWN: Okay. The final item on

21 this -- on this slide is dealing with

22 subcontractor plans. I know that many of our


65

1 current contract carriers have already gone

2 through the process of doing a renewal of your

3 plan. So as you've done in previous years, you

4 can just submit a clean copy of that plan. Any

5 new offeror would have to complete that package

6 if it is applicable for you to complete a

7 subcontracting plan.

8 Next slide, please.

9 Okay. So right here, as everyone

10 knows, we have issued out our draft solicitation,

11 so we do have a Q&A period. So right now --

12 between now and Monday, January 23rd, you have an

13 opportunity to provide any questions or comments

14 to the draft solicitation. The email address is

15 listed there of where you should send those

16 questions or comments. So please feel free to

17 use things like pressure points or in the

18 deadline of the offer. You know, it will be a

19 great question or comment to put there as well

20 and will help us as we need to make any

21 adjustments to the final solicitation before we

22 release it.


66

1 Our responses, we will provide those

2 back via a posting on FedBizOpps by Monday,

3 January 30th.

4 Okay. And so here we're listing our

5 anticipated schedule for COPS. The first one

6 here is COPS test application. We are looking to

7 open it up on January 23rd with a close date of

8 January 27th. The main point of contact will be

9 Jerry Ellis. As an alternate, you'll have Corey

10 Gerst.

11 And for the test application, as

12 Lauren alluded to before, this is a very critical

13 time for us to not only test the system, for our

14 annual users to really get in there and

15 understand that.

16 So we provided with the draft posting

17 of the solicitation the FY18 user manual for

18 COPS. We suggest that you go in and actually

19 familiarize yourself with the system, especially

20 if you have new users. Our acquisition team will

21 get in contact with all of the current contract

22 carriers and provide you with a list of your


67

1 current COPS users, and you will have an

2 opportunity to provide any updates to that.

3 If there are any new offerors that are

4 interested in submitting an offer, then please

5 get in contact with myself or Corey Gerst -- our

6 contact information will be listed in a later

7 slide -- and let us know that you would like to

8 have access to the system, and we can establish a

9 username ID for you.

10 And to all of our existing carriers,

11 we will get in contact with you and let you know

12 who was working on COPS last year, and you can

13 make whatever adjustments you need to make. We

14 will provide you with a user ID and a password.

15 And then we totally encourage you to go in and

16 test out the system during these times.

17 And as Lauren said, one way that you

18 can do that, or at least test a system, is

19 perhaps take your FY17 bid and actually upload

20 it. That will help us to see if there are any

21 vulnerabilities, errors, or issues with the

22 system, as well as help you to understand how to


68

1 do that process.

2 And then the other thing is, as we get

3 enough feedback from people where a group

4 discussion might be helpful, then we can set up -

5 - establish a date during this week to establish

6 a group discussion, along with our IT folks, to

7 really help you walk through the process.

8 MR. BILLONE: This is Tom again. Last

9 year was a nightmare.

10 MS. BROWN: That's one of the reasons

11 why we're really strongly encouraging you to --

12 MR. BILLONE: When you uploaded it, it

13 would say you uploaded it successfully. Then it

14 would say you had to another email saying you had

15 errors. And then you'd go in, fix your errors,

16 and it said you had no errors.

17 MS. CONCKLIN: Well, Tom, last year

18 was an anomaly as far as from the COPS system.

19 Our IT folks have updated their platform on the

20 COPS side, and this year we believe it -- all the

21 bugs are out of the system. But just as a

22 doublecheck, we have asked to really go in there


69

1 with your FY17 data, upload it, and we can

2 validate it to ensure that that does not happen

3 again.

4 MR. ELLIS: Exactly. Tom, this is

5 Jerry Ellis, GSA. That's why, again, we are not

6 only encouraging you, but we are readily

7 encouraging you -- it is not only a test for you

8 and your people that are uploading COPS; we want

9 you to test the system --


11 MR. ELLIS: -- and make sure that

12 we've got all of those bugs out, as Lauren

13 indicated. So --

14 MR. BILLONE: Message received.

15 MR. ELLIS: -- read the manual, upload

16 your last year's, and make us understand that the

17 system is in perfect working order.

18 MR. BILLONE: Okay. Thank you, sir.

19 MR. ELLIS: Thank you.

20 MS. BROWN: All right. And then,

21 finally, on here we have a list of the dates for

22 the Group 1 upload and the Group 2 upload.


70

1 Again, these are typically based upon the release

2 of our solicitation, and they are subject to

3 change if there are any changes that we make

4 prior to the final release of the solicitation.

5 All right. And then here are our

6 upcoming dates. So as we've indicated, the final

7 release will be in early February. The Group 1

8 close will be in early March, the Group 2 close

9 in late March. Our special board will have their

10 initial review -- all of those dates are met --

11 in mid-April, and their final review would be in

12 late May with award occurring in mid-July.

13 And, again, as I state very often,

14 these are subject to change. But right now these

15 are the dates that we are working with, or the

16 timeframes, rather, that we are working with.

17 All right. So now I'm going just

18 going to kind of highlight some of the

19 significant changes by section within the RFP.

20 So right here, as Mary and Lauren talked about

21 early, there are word definition changes. Right

22 here I just wanted to list out all of the


71

1 definition and word changes, so that you had

2 complete itemized list of them. But I'm only

3 going to address the two that are additions that

4 were never in the solicitation before.

5 So the first is go/no-go. We wanted

6 to actually provide a definition of, what does

7 that mean? I think it's, you know, pretty

8 explanatory, but you just never know. So we

9 wanted to just define that, and it just basically

10 means that the offer that was received or it

11 denotes that it meets and conforms to all of the

12 requirements.

13 The next is putting in a definition

14 for the international business class test

15 markets. So Lauren and Mary have already kind of

16 gone into detail about a program. We really just

17 wanted to define it as to what it was and they

18 can create a definition for it. And so that's

19 simply what that is, in addition to the RFP.

20 Section B.4, which is where we have

21 our pricing schedule for Group 1 and Group 2

22 markets, we did make some adjustments here. So


72

1 for Group 1 and Group 2 line items, basically,

2 any line items that are associated with outside

3 of the test markets, there were no changes. The

4 basic offer remains the YCA, but carriers are

5 welcome to submit a _CA or a _CB fare.

6 However, in the international business

7 class test line items, this is where, as we

8 mentioned before, the base would be the YCA or

9 the _CB. So basically these are your two

10 mandatory fares. You are also allowed to provide

11 a _CA fare, if you so choose to do so.

12 Next is our Section C. This is our

13 technical requirements. So specifically Section

14 C.3.A, Item 7, and C.3.A., Item 8, there were

15 adjustments there based on the auto cancellation

16 changes that were made. So under Item 7, which

17 originally dealt with unticketed -- it basically

18 talked about the 48-hour cancellation of

19 unticketed coach fares, nothing has changed with

20 that.

21 However, with the _CB, we have now put

22 in the seven-day auto cancellation, so that is a


73

1 new section that has been added there to address

2 the seven-day auto cancellation.

3 Additionally, we added specific

4 requirements for the international business class

5 test market. They are no different from the

6 requirements for the international routes, but we

7 did want to separate these out as they are new

8 line items that are being solicited.

9 So same -- same technical requirements

10 as we have for the international routes, but just

11 a new section that is being added.

12 Section I, there are other contract

13 clauses that have been updated, but those are

14 being updated as would normally occur for federal

15 regulations. However --

16 MS. CONCKLIN: There's a question,

17 Kwanita. I think it's about the last slide. BJ,

18 do you have a question?

19 MS. GULICK: No. Sorry about that.

20 MS. CONCKLIN: Oh, okay. Sorry.

21 MS. BROWN: So the one contract -- I'm

22 sorry. Jerry Ellis.


74

1 MR. ELLIS: One thing about the

2 international business class routes, those 12

3 items, they are all indicated and will have the

4 characteristics of extended connection markets

5 international. So double connections, up to 300

6 total minute connection time, they are extended

7 connection markets for the business class option.

8 MR. BILLONE: In the extended market?

9 MR. ELLIS: Yes. Because you what --

10 well, I think it's tab number 5, so you have

11 domestic international, domestic extended

12 connection, international extended connection.

13 The next one is extended connection business

14 class.

15 MR. BILLONE: Okay. Thank you.

16 MR. ELLIS: Tab 5.

17 MS. BROWN: So, and then we have

18 slides for the markets as well, so I'll provide

19 the numbering for that at that time.

20 So for Section I, the one I did want

21 to address is dealing with the option to extend

22 the term of the contract. So this year we


75

1 decided to shorten the timeframe in terms of a

2 written notice. And that would be, you know, for

3 example, the issuance of a modification. So we

4 just shortened that timeframe to one day, just to

5 sort of give us additional time that we need --

6 we need to exercise an option, and notification

7 would have to be provided to the carrier within

8 three days. So it was just shortening the

9 timeframe, but nothing else changes in how we

10 process the options to exercise the mod.

11 Section M, which is our evaluation

12 factors for award, it has already been addressed

13 by Lauren and Mary, but we wanted to highlight

14 that the area which they talk about for the

15 Subfactor 2 change -- the point factor is 50, can

16 be found in Section M.3.

17 And then for Section M.5, this is

18 where we have put in our price evaluation

19 information for the weighting for the

20 international business class. So we already

21 talked about the weighting.

22 And so now we are just going to kind


76

1 of go over briefly what the fuel surcharge is.

2 So basically during the pre-award stage, when you

3 are preparing your offer of submission, you want

4 to assure that fuel surcharges are included in

5 all of your line items, that means both domestic

6 and international.

7 The next opportunity to make a change

8 where you are going to include a fuel surcharge

9 on a fare would be post-award. So if after the

10 contract awards have been made and there has been

11 a change where you now need to include a fuel

12 surcharge, those requests can be made.

13 The fuel surcharge does need to be

14 imposed commercially for 14 consecutive days, and

15 it would be effective either on the first day of

16 the contract, October 1st, or 14 days after it

17 was originally imposed.

18 I have a question here.

19 MR. COYLE: George, Delta Airlines.

20 So what about the time period from the upload to

21 October 1st?

22 MS. BROWN: So the only opportunity in


77

1 terms of including it at the pre-award phase

2 would be, let's say, for example, if we hold

3 discussions and then we open up costs, and you

4 know that they will change in your fuel

5 surcharge. Where you will need to make an

6 adjustment to an initial bid, you can do that at

7 that time.

8 Outside of that, you would have to

9 wait to find out the announcement of the award as

10 to whether or not you will actually receive the

11 award, and then you can make a request then. So

12 there is a -- there is a part within the clause

13 which allows for you after contact award to say,

14 hey, we have a -- we have a fuel surcharge that

15 has been imposed 14 days.

16 And even though the contract hasn't

17 started yet, we can go back and review that fuel

18 surcharge and actually get it approved, and

19 that's where that effective October 1st will come

20 into play, because the contract hasn't started

21 yet, but there was a fuel surcharge that may have

22 happened during that offer submission time. But


78

1 now it's contract award and we're going to look

2 at that, and then we can add that on at that

3 time, and --

4 MR. COYLE: But that really hasn't

5 changed.

6 MS. BROWN: No, it hasn't -- it hasn't

7 changed. Let me -- there is nothing that has

8 changed. I think it was just sort of like giving

9 you guys an overview again of the process in case

10 you need it. And the section which -- for those

11 who are not familiar with the clause, it is on

12 page 61 of the draft solicitation. It is a meaty

13 section. You know, you've got to kind of read

14 through it. I had to read through it a couple of

15 times myself, you know, to kind of bring out my

16 speaker notes for this.

17 So I just wanted to kind of give you

18 the highlighted and the bulleted sections here,

19 but nothing has really changed in the process.

20 We do allow for the fuel surcharge, the most

21 critical aspects of it, that you want to make

22 sure it has been imposed commercially for 14


79

1 days.

2 And the other thing that is really

3 important is that when you are submitting it, you

4 want to submit it to me as a Contracting Officer.

5 So when you get those requests, you can send me

6 an email. You always want to make sure you have

7 substantiated information. So you want to have

8 supporting documentation that shows that it has

9 been imposed, you know.

10 And I think we have always worked in

11 the past with the carriers on, you know, what we

12 consider to be, you know, substantial

13 information, or, I'm sorry, substantiated

14 information because it may be different from

15 carrier to carrier.

16 So we can work separately with that.

17 We haven't had any requests in a while, so we

18 just kind of wanted to go through the process of

19 what to do in this scenario. And also, just

20 being mindful that any surcharges that are

21 requested cannot be imposed until they have been

22 approved by the contracting officer. And then at


80

1 any time when it is no longer being imposed

2 commercially, you must provide a written notice

3 to the contracting officer to request that it is

4 being removed from the contract fares.

5 And that's pretty much what I have

6 here on this slide. And then the other thing is

7 if you can provide a helpful in the clause itself

8 that can be used when preparing.

9 Any questions before I move on to the

10 next slide?

11 So now I'm going to get into the

12 market selection and market information. So this

13 is just giving you sort of a snapshot of the

14 market dynamics. So under Group 1, we have a

15 total of 4,734 line items that we are soliciting,

16 and for Group 2 it's 5,188.

17 And then we also break down the

18 specific structure of domestic versus

19 international versus extended connection

20 domestic, extended connections national, and so

21 forth. It is a total of 9,922 line items that

22 are being solicited, and this is versus the 9,856


81

1 that were solicited for FY17. So they have

2 increased in number from last year.

3 The dynamics here again shows you that

4 there has been a one percent increase in the

5 amount of line items that we are soliciting for

6 '18 versus '17. There is a slight reduction in

7 the amount of Group 1 total line items that we

8 are soliciting, where we have an increase in the

9 number of Group 2 line items total that we are

10 soliciting.

11 Again, there is also an increase in

12 the number of domestic markets that we are

13 soliciting, but a decrease in the number of

14 international markets that we are soliciting.

15 And our passenger count has also gone up this

16 year.

17 MS. CONCKLIN: And I just want to hit

18 on the passenger count, and you see those numbers

19 are starting to get back up to the historic

20 numbers again. And that plays a role in really

21 looking at the awarded carrier market share

22 percentage number of people taking it. So you


82

1 are seeing where we derive that business. I know

2 it's something that we've been told the airlines

3 look at from their perspective of what -- the

4 percentages they are getting on their awarded

5 markets. And so the numbers are historical. So

6 we're back up to where -- above the height that

7 we were pre all the reduction in travel.

8 MR. BILLONE: Looking into your

9 crystal ball, we have a change in administration

10 coming in. I guess you know about that.


12 MR. BILLONE: What effect do you think

13 that is going to have on this? Or do you have

14 any idea?

15 MS. CONCKLIN: I don't -- I don't see

16 -- my prediction personally, you know, if I'm

17 going to go on the record, I don't see a

18 reduction in the sense that I think that

19 government is getting way smarter about how we

20 travel. And we are analyzing the, you know,

21 total cost of the trip.

22 And so the agencies are really


83

1 watching this. They are looking at the travel,

2 how they're traveling, what they're spending,

3 what they're buying at, and that's why we're

4 trying to get even smarter at what we're

5 procuring, because we know there's a procurement

6 price and then there is actual cost of the

7 ticket, average cost of a ticket, and we look at

8 both from the agency's perspective to help them

9 monitor. But as far as passenger numbers are

10 rising year over year, and we see that

11 continuing.

12 MS. BROWN: So I told you before we

13 were going to provide a list of the item

14 numbering. So here we're basically letting you

15 know that, when you're looking for your Group 1

16 domestic line items, Group 1 is between 1 and

17 2,557. Group 1 international is 2,600 to 3,162.

18 The Group 1 domestic extended connection will be

19 between 3,200 and 3,921. The international

20 extended connection, 4,000 to 4,855.

21 Group 2 domestic, 5,000 to 9,323, and

22 then finally, the international is 9,400 to


84

1 10,200-and --

2 MS. CONCKLIN: Sorry, Kwanita. I want

3 to hit on one thing before you move forward. One

4 thing is really critical, especially as we talk

5 about Cuba. From what we gather, there is no

6 D.C. markets, so it's really important when you

7 go to -- when you bid out this Cuba market, to

8 think about D.C., where you fly to, then, to get

9 to Cuba. That's something I just would reiterate

10 is an important piece, since there is no direct

11 to, you know, the D.C. area. So just something

12 to consider. I know we've mentioned it before,

13 but please play that out into your -- your bids.

14 MS. BROWN: And just quickly before I

15 hit this slide, if you're looking specifically

16 for the international business class items, those

17 are 4,900 to 4,911. The Fifth Freedom are 4,920

18 to 4,924, and the Havana ones are 4,940 to 4,958.

19 And like here you'll see the 19 Havana

20 markets that we are going to be soliciting this

21 year for FY18.

22 MR. BILLONE: Excuse me, Washington to


85

1 Havana?

2 MS. CONCKLIN: I think that is what I

3 was trying to say is we're piecing it together,

4 correct? Is it now a market?

5 MR. ELLIS: Yes. All of the Havana

6 markets are minimum connection service.


8 MR. ELLIS: One flight in, one flight

9 out per day. So they are basically, you know, IT

10 markets with a Group 2 type of information,

11 except they -- except, again, minimum -- they are

12 going to be evaluated as a Group 1. If you have

13 not stopped service of a market, it will play out

14 over a connection service.

15 MR. BILLONE: So there is no

16 authorized flights between Washington and Havana.

17 MR. ELLIS: Yes. So it's a connection

18 market.

19 MR. BILLONE: So whether it's

20 authorized by the DOT or not, we would still bid

21 it as a connection?

22 MR. ELLIS: Yes. Yes. It's just that


86

1 they don't have nonstop service, just like any

2 other market. There are certain --

3 MR. BILLONE: So this is the only

4 market that is going to be on that DOT approval

5 of flight system. You know, and the question is,

6 how does that correlate? If DOT says you're not

7 authorized to fly 1 and 2, will they allow a

8 connection?

9 MR. ELLIS: Well, then --

10 MR. BILLONE: And I fear that if we

11 went out there as a single fare rather than a

12 composite of two YCAs, that's --

13 MR. ELLIS: Well, we're trying to feel

14 our way through this, too. And so that's why we

15 made the minimum connect -- connection service in

16 all of these markets as the minimum service for -

17 -

18 MS. CONCKLIN: Yes. We haven't heard

19 of any pushback on this. We do work with DOD and

20 DoD. And I see what you're getting at because

21 basically you're pricing it out as an origin-

22 destination versus two different segments. You


87

1 are calling it one segment. Yes. This is why it

2 is important the way we define it, for City Pair

3 purposes, not industry. That's why we are trying

4 -- that's, again, back to our point of why it

5 doesn't -- there's a difference.

6 We will -- you know, that's a good

7 point. I want to follow up. We do work with DOT

8 regularly to go through all of our markets,

9 especially with the Fifth Freedom and such, to

10 ensure that we are not -- not missing things or

11 the relationships --

12 MR. BILLONE: I think that's

13 clarification.

14 MS. CONCKLIN: But one clarification,

15 that's a good point, and we'll take that back a

16 follow-up item on how that has -- I would -- you

17 know, in my -- I would hate to see it not be able

18 to be done because you can, in theory, go from --

19 MR. BILLONE: It's a City Pair --

20 MS. CONCKLIN: Yes. It's a City Pair

21 versus a -- yes. But we'll follow up with that.

22 It's a good item. That's a good takeaway for RT,


88

1 so -- but, again, this is why -- this goes back

2 to the definitions, too, of why we define things

3 specifically.

4 MS. BROWN: All right. So finally we

5 have reached our last slide, which is questions.

6 We do have contact slides after this. But right

7 now, if there is any questions that haven't

8 already been raised, we are more than happy to

9 address those now.

10 MR. MILLER: I'll try to be brief

11 because of the time. This is Eric from

12 Department of State.

13 Last year we brought up throughout the

14 year that validating carrier doesn't matter for

15 this program. And we still can see that in

16 overseas markets for Fly America Act and this

17 program. So the gentleman to my left uses Air

18 France, uses KLM. This gentleman behind me uses

19 SN Brussels, Lufthansa. And the GSA has yet to

20 come out with, for Fly America Act, validating

21 carrier does not matter. So that's just a

22 "please" to maybe your contract so we can point


89

1 to something that validating carrier --

2 MS. CONCKLIN: What do you mean by --

3 I'm sorry. Just clarity, what do you mean by

4 "validate"?

5 MR. MILLER: So United has a City Pair

6 out of Sierra Leone. In Sierra Leone, we can't

7 issue on United. There is no United paper in the

8 country. So we issue on SN Brussels.

9 For this gentleman in Lebanon, all

10 Delta YCAs issued out of Lebanon are issued on

11 Air France paper. So there is still confusion

12 outside of the United States that the validating

13 airline, 006, 001, doesn't matter for this

14 program or for Fly America, since 1989 when

15 Northwest pulled out of Europe, Africa, Middle

16 East BSP.

17 So I've been raising this with several

18 people, but you don't have the ability --

19 MR. BILLONE: Well, we don't have BSP

20 in --

21 MR. MILLER: Correct. So it doesn't

22 matter. But it's just a clarity that could help


90

1 in this program when you look at global ticketing

2 of the City Pair Program.

3 MR. COYLE: But they would still be

4 booking the DL Star, for Fly America Act reasons,

5 in the GDS.

6 MR. MILLER: And still the UAs to the

7 DA, still all of that, but that the validating

8 paper doesn't matter. We're in 261 locations, so

9 we keep getting these issues over and over again,

10 especially when you award in different markets

11 where that's not there.

12 In FY17, you were going to check _CA

13 availability. Did you -- is that something that

14 you actually did and reported back?


16 MR. MILLER: Because we still have the

17 issue of point of sale overseas, U.S. carriers

18 turn off buckets. So you will award a YCA to

19 Delhi and a _CA and think it's great, but we

20 can't issue it in India because there is no

21 availability. So that's still an issue I think

22 in FY18.


91


2 MR. MILLER: Every time we get

3 something -- an airline that's not in the

4 GDS/ETS 2 online booking engine, currently

5 domestically we are paying $70 more a ticket. So

6 when you award to a carrier that doesn't play in

7 a GDS/ -- or solution in the online booking

8 engine, it's costing us $70 more a ticket. So,

9 you know, I encourage all airlines to participate

10 in GDSs or find solutions in the online booking

11 engine.

12 And, lastly, just -- we'll take this

13 offline -- in our current online booking engine,

14 unfortunately, we discovered time matters. And

15 in the Carlson online booking engine, it searches

16 four hours front or back from the time that is on

17 the display.

18 So we today put in Miami to Buenos

19 Aires, and if it was somehow set at 9:00 a.m., we

20 do not see the contract carrier. Also, the

21 online booking engine continues to break City

22 Pair's where it finds cheaper fares using YCA DG.


92

1 So that's something we can take offline.


3 MR. BILLONE: That has been an issue

4 -- breaking the fares has been an issue for as

5 long as I can --


7 MR. BILLONE: They'll break a fare,

8 which is not -- they'll take two YCAs, and the

9 contract says you can't do that.


11 MR. BILLONE: It says you cannot

12 combine two YCAs to get a lower fare. So that

13 then -- back in the days when there were travel

14 agents, they would force the fare, but we can't

15 do that now, so it's breaking the fare at the

16 connection point.

17 MS. CONCKLIN: So as the Director of

18 the City Pair Program, I can commit and promise

19 to you that this is something that we are

20 continuing to work on. We -- it was a major

21 initiative for our program working with the ETS

22 team. And, actually, I just had a follow-up


93

1 discussion with -- about that this morning, and I

2 will continue to drive the best that we possibly

3 can.

4 From our perspective, we -- you know,

5 we buy commercial products, and that's how we

6 want to leverage the commercial products. And we

7 will ensure that our engines can operate

8 efficiently with those commercial products.

9 And so while it's not perfect yet,

10 we're continuing -- I promise you we will

11 continue to work on it, and that's what I can --

12 we don't own that program, so we are working with

13 our sister/brother organization -- cousin, yes --

14 to ensure that we are operating together on it,

15 and we will continue to drive that.

16 MS. CARLOCK: Do you see that -- and

17 I'm just asking from a fee perspective -- that we

18 shouldn't see any in the DoD system. And this is

19 Andrea Carlock from DTMO. Our system is not

20 designed to include that.

21 MR. BILLONE: But you don't use that.

22 MS. CARLOCK: Right. But I'm speaking


94

1 from a holistic federal --

2 MS. CONCKLIN: Yes. Well, you should

3 take it offline because it -- you guys have got

4 to remember, each agency operates their system

5 differently, and they run and manage things

6 differently. And they are -- everyone -- their

7 policies are different.

8 The City Pair Program, what we do is

9 a procurement on an annual basis to leverage the

10 buy and provide -- the buy at a larger volume in

11 order to ensure better pricing.

12 Now, as far as -- the systems vary

13 across the board, but what we're trying to do is

14 -- the best we're trying to do is standardize.

15 We take the -- what we're trying to do with the

16 agencies is take the 80/20 approach, right? Try

17 to create something that is standard, that fixes

18 80 percent of the problems, and knowing that

19 there are going to be outliers and you can't

20 always get 100 percent. So that's where we're at

21 today. It's an initiative.

22 We're working on a category management


95

1 team that Tim Burke, who is the category manager

2 for government-wide travel, all of the travel.

3 We're working with that team to find a way to

4 ensure, as best possible, when it comes to

5 getting that 80/20 -- that is where we're

6 operating and trying to work to.

7 MS. CARLOCK: I was only speaking from

8 our perspective.


10 MS. CARLOCK: Because if we're

11 following the guidelines in the way that your

12 contract is written, they shouldn't be breaking

13 it. So I was trying to make sure that we were in

14 compliance with the contract as it was written.

15 So we can take it offline.

16 MR. BILLONE: Yes. We can take it

17 offline. I mean, let's face it, inventory is a

18 biased question.

19 MS. CARLOCK: Okay. We can go

20 offline.

21 MS. CONCKLIN: Yes. Any other

22 questions? I have a few takeaways from what I


96

1 heard. Our team will go back -- again, ensure

2 the questions that you have get sent to Kwanita,

3 Corey, or Onthego. And our team will take -- you

4 know, obviously, we take them very serious, and

5 we will come back with answers to the questions.

6 But I do need you guys to respond on

7 the timeline. That is critical. There is a

8 reason why these aren't arbitrary numbers like

9 awarding at this time. It's really -- these are

10 numbers based on drivers that we see as far as

11 pricing, all of these different -- yes, so it's

12 very important. That's a question we need --

13 The Havana question is something that

14 we will follow, D.C. to Cuba, something we are

15 definitely going to follow up on as well as the

16 70, 60 seats.

17 So those are the three major takeaways

18 that I have on the top of my head. My team, I'm

19 sure, might have a couple others that they heard,

20 but those are the things I'll make sure we follow

21 up on.

22 Any questions on the phone?


97

1 MS. GULICK: Yes. This is Barbara at

2 DOT/FAA. I wanted to ask what did you say in

3 those last two slides, what is that EC?

4 MS. MORRISON: Did she say EC?

5 MS. CONCKLIN: Go back. Oh, extended

6 connection?

7 MS. GULICK: Okay. Extended

8 connection.


10 MS. GULICK: All right. Thank you.

11 MS. CONCKLIN: Any other questions?

12 All right. Well, thank you, guys. Thanks for

13 coming, and we're off to a great year for '17,

14 and I look for a great FY18.

15 Thank you.

16 (Whereupon, the above-entitled matter

17 went off the record at 3:06 p.m.)

18

19

20

21

22



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94:13bonus 47:5 50:19,22bonuses 51:6book 14:1,12,13 62:10

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99

booking 90:4 91:4,7,1091:13,15,21

bottom 10:2Branch 2:3break 33:2 80:17 91:21

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CC 54:18 72:12C.3.A 72:14,14CA 9:7,16 11:4 14:1

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100

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NEAL R. GROSSCOURT REPORTERS AND TRANSCRIBERS

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C E R T I F I C A T E

This is to certify that the foregoing transcript

In the matter of:

Before:

Date:

Place:

was duly recorded and accurately transcribed under

my direction; further, that said transcript is a

true and accurate record of the proceedings.

----------------------- Court Reporter

109

FY18 City Pair ProgramPre-Solicitation Conference

US GSA

01-12-17

Washington, DC

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