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Airline – GDS – TMCThe Relationship Continues

You call this a relationship!?

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2010 – We needed a reminder

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Where the industry is going…

*Interviews conducted by Travelport with 652 global agency owners and managers, 2012

*Source: SITA Airlines IT Trends Survey 2013

*Ancillary report Series 2013, IdeaWorks and Cartrawler

$13.93* per passenger

estimated ancillary

revenues in 2014

*Source: IATA, forecast 2014

*IdeaWorks ancillary survey 2014

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Airlines want to differentiate – TMCs need to know…

Who charges for bags?How much?Weight limit?Allowance policies?

4” more leg room?6” more leg room?50% more recline?30% more recline?

This is the inside of what airline?

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I get confused if an agent can’t see what I see from the .com

When I use an agency they

should recognise me as a FF

I expect to be offered the same

fares and products however I choose

to book

I want all airline products to be

available through my agency

Needs of Passenger

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Improving customer loyalty is

the single most important priority

for me

Productivity is essential as

profits continue to be squeezed

I need the ability to upsell through easy access to detailed product and fare

information

I must have access all airline

content to remain competitive

Help me manage complexity

caused by airline unbundling

Needs of TMC

– 8

Communicating key product benefits outside my home

base is challenging and expensive

I am growing my indirect channel

capabilities through mobile, kiosk and

social media

I want deeper technology integration across all channels

I need to ensure the agency community

understand my products to sell on

my behalf

I want to attract the business

traveller segment

Needs of Airlines

A change in focus

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Enables agents to access all the airline content – through all of Travelport’s points of sale

Enables airlines to distribute their products in a flexible, targeted way – through their channel of choice

Travelport Merchandising Platform

The components of a flexible solution

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Travelport Aggregated Shopping

Aggregated shopping. All content. One place• Flexible connectivity - airlines can distribute content through Industry Standards-filed, API or hybrid - with all content shown in a single display.

• Enables agents to shop for all content in the same screen, within their normal workflow, using familiar commands.

• Meets traveller demand in respect of regional and low-cost airline growth.

Aggregated shopping: All content. One place.

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Travelport Ancillary Services

Sell all content – across all points of sale. • Travelport’s technology enables airlines to easily distribute their ancillaries however they choose - via either ATPCo or API - making more content available.

• Airline ancillaries are delivered to all points of sale and are seamlessly integrated within an agent’s normal workflow.

• Customer-centric selling – with personalized ancillary offers such as a free bag or seat to Gold frequent flyers.

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Travelport Rich Content & Branding

New ground in airline differentiation.• Enables airlines to consistently brand and market themselves –allow airlines to sell themselves, vs just being on the shelf.

• Provides ‘rich’ information at the point of sale, with images and sales information ensuring the agent can confidently sell an airline’s products.

• End customers receive consistent content, branding and positioning across all channels.

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The old way

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f

The new way

Image of ancillary

Validating the change in focus

o Allowing airlines to choose - distribute through Industry Standards, 100% API or Hybrid has borne fruit on the Airline – TMC side easyJet, Ryanair, TigerAir, Transavia and Jet2, live with fares a

ancillaries, achieving a 15% yield increase over their direct channel

Validating the change in focus

o GDS access to all content – fares and ancillairies – has mitigated the cycle of contract fights o allowing the GDS-TMC to focus on products,

capabilities, and services that benefit the key player in the chain