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| Who Is Asking? Customer Needs As A Scale Of Rating For Travel Technology - Not Vice Versa |
Miami Beach, FL / Aschaffenburg, Germany – Dec. 2010. Around $ 22.6 billion - is the estimated additional revenue in 2010 that airlines are generating by direct sales to passengers or additional trip-related services, the so-called ancillary services. An increase in the years to come is expected. |
| On the occasion of the PASS Travel Talk, Farelogix CEO, Jim Davidson pointed out the huge revenue that is possible, by unbundling flights into individual services to complement other services and then pricing these "modules", such as Door-to-door baggage service, lounge access or jump-the-line. The customer receives and pays only what he wants - Click & Buy. |
| The idea is nothing new. Especially Low Cost Airlines have been using these additional services for a long time to get ahead of their competition and to stand out. Over the base price, this is sometimes not possible. "A seat is a seat. Airlines have to go other ways to offer their customers something special and additional services are the perfect tool to do that. "said Davidson. |
| But the potential is currently underused and is far from exhausted: not the customer is the center of attention, but the existing technology. The current technology systems are inadequate when it comes to displaying the bandwidth of additional services. "In the first place there have to be services that offer benefits for the customer and what he wants to buy" said Davidson. |
| The concept of additional services must be the strategy. Michael Strauss, CEO of PASS Consulting Corp. and Head of the Business Unit Travel Worldwide, says that this is a long overdue development, "Who is my client? What does he want? This question must be the focal point for product development. Technology providers need to listen to exactly what customers want. "Customer oriented systems offer the ability to create custom-tailored service, and therefore increase customer satisfaction or retention. |
| If the strategy of unbundling and instead offering additional services works out, it could benefit all participants of the value chain, especially the customer. Michael shares his thoughts about this topic in his new book titled “Value Creation in Travel Distribution” detailing the current inadequacies and the distribution struggle in the travel industry and offering no-nonsense solutions to address them. |
| Please click here to purchase the book starting at $9.99. |
| On November 11th PASS invited Jim Davidson to talk about ancillary revenues to a selected European audience at PASS’s Performance Center in Frankfurt, Germany. To watch Jims’ views and how he reacted to critical questions compiled by Michael Strauss about one of the hottest industry movements. See his answers to questions in extract. |
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| About PASS Consulting Corporation Miami Beach based PASS Consulting Corporation provides users with easy access to the diverse content and data of the travel industry. The PASS Solution World Travel offers a huge array of building blocks and components which, in accordance with the individual requirements of our clients, can easily be customized into one travel technology application. All our services, regardless whether they are part of the content aggregation, booking or post-booking process, can therefore be deployed independently. This in return offers our clients great flexibility in the fast changing market place of today. |
| PASS Consulting’s customer base includes the world’s most successful TMC’s, businesses, GDSs and technology providers. Among these: American Express, BCD Travel, Omega World Travel, The Travel Authority, Boulevard Travel, Airtrade, Morris Murdock Travel, Lufthansa City Center, E-Travel & Amadeus One, Morgan Stanley, Hewlett-Packard, nuTravel, Travelport, Emirates, Farelogix, International SOS, MEDEX, Starcite, SureWare, TravTech, Lufthansa, vayama.com, Hotelexpress.com, Sandals & Beaches, Vail Resorts, swifttrip.com and Costa Cruise Lines. PASS has also helped Cheaptickets.com, ARC and Navigant (a Carlson Wagonlit Travel company) to become a leading provider of travel related services. |
| More information: http://www.pass-travel.com/ |
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