DISTRIBUTIA

PRODUSULUI IN
TRANSPORTUL
AERIAN
06 APR 2017 Denisa Maria SANDA
Marketing Distributie - Vanzare
 DEPARTAMENTUL DE DISTRIBUTIE

CONTRACTUL DE INVENTAR = CRS (SITA,

AMADEUS, Navitaire, Air Kiosk, Worldticket,
Radix, etc.)

CONTRACTUL CU GDS uri

BSP (monitorizare agenti BSP worldwide) (IATA,

PSAA)
Distributia prin GSA

Participarea in IBCS
 Canale de distributie
FSNC LCC

Agenti IATA si non-IATA da

GSA da

Consolidatori da

Birouri proprii da da

Interline da
 AGENTI IATA

PSAA

(Passenger Sales Agent Agreement)

Este cadrul legal pentru desfasurarea relatiei

companie aeriana agent de vanzari in
sistemul de decontare BSP.
 AGENTI non-IATA

Pot emite bilete de avion prin agenti IATA

Pot deveni GSA reprezentati pentru una sau
mai multe companii aeriene care nu sunt in
competitie.
Se imbraca in culorile companiei aeriene
Folosesc sistemul de rezervari al companiei
Se deconteaza cu aceasta bilateral sau ..
 IBCS (IATA BSP Consolidator System)
IBCS - IATA BSP Consolidator System este oferit
companiilor aeriene (IATA sau non-IATA) cu zboruri de
linie si care utilizeaza E-tkt si sunt prezente in GDS

OFERIND

IBCS este inclus in IATA BSP - Bank Settlement Plan

Programul IBCS program da acces la mai multe piete

marginale cu costuri financiare mai mici si risc de
capital minim
 Continuare IBCS

Companiile pot astfel exploata la maxim orice

piata de desfacere, chiar si una mica

Companiile noi, necunoscute pe piata pot

utiliza la inceput IBCS pentru sondarea pe
viu a pietei , pentru promovarea brandului

In IBCS pot participa companii mari sau

companii mici, online sau offline
 IBCS - continuare
IBCS (IATA BSP Consolidator System) a fost dezvoltat de IATA Financial
Distribution Services (IDFS), divizia IATA responsabila cu operarea
celor 110 Billing and Settlement Plans (BSPs) din lume,

SI

Air Promotion Group (APG) o firma franceza cu activitati de distributie

pentru transportul aerian

IDFS si APG au creat/modelat programul IBCS dpdv financiar

Cum functioneaza programul?

Compania semneaza un contract tri-partit (IBCS Airline Services

Agreement) cu IATA si APG pentru a participa in BSP ul respectiv si
semneaza o scrisoare de imputernicire limitata ("Power of Attorney)
prin care APG este mandatat sa o reprezinte pe aceasta in relatia cu
BSP in teritoriul respectiv
 CE SE SPUNE DESPRE IBCS

Tony Tyler, President of IATAAPG provides a

great way for our airline members to distribute
their product much more widely than they could
do otherwise, because often participating in the
BSP is an expensive prospect if you dont have
high volumes; but APG provides a way that
airlines can do that, so its a real value add for
the industry.
 CE SE MAI SPUNE

Executive Product Director ABCS - Emilie Biggerstaff

IBCS allows airlines a variable cost, Pay as you

Earn way to access up to 64,000 IATA
accredited travel agents in 110 BSPs
worldwide, covering 140 countries, in markets
where the airline does not have a local
presence, and is need of local administrative
support to the trade. The APG Network,
through our worldwide offices, has introduced
more than 250 airlines to BSP membership in
both Online and Offline markets.
 Concurenta pentru IBCS

HAHN AIR

We are the leading provider of distribution services for air, rail and
shuttle partners and the ticketing expert for travel agents.

Hahn Air is a German scheduled airline founded in 1994 and has

specialised in distribution services for other airlines since 1999.

As the world's largest company of its kind, we cover 190 markets and
cooperate with more than 300 air, rail and shuttle partners and
over 100,000 travel agencies.

We are the first and only airline worldwide that offers free and
comprehensive insolvency insurance coverage for all of our
partners transport services.
 HAHN AIR - continuare
Every year millions of passengers travel to and from 4,000 different
airports using our tickets.

Hahn Air is a member of the International Air Transport Association

(IATA).

Although not well known to the general public, we are a globally

connected stakeholder playing a leading role in the airline distribution

The Hahn Air Group is an international corporation based in Dreieich

near Frankfurt, Germany, while the Hahn Air Lines fleet operates out
of Dusseldorf Airport.

The Group, which has offices around the world, including

Minneapolis, Montevideo, Paris, Casablanca, Johannesburg, New
Delhi and Manila, achieves an annual global turnover of
approximately 1 billion USD for its clients.
 B2B sales services

We operate the worlds leading ticketing platform

and allow travel agencies to access more than 300
air, rail and shuttle partners in more than 190
markets using global distribution systems
(GDS).100,000 travel agencies rely on our services
and issue single connection and multiple
connection tickets with our partners using the
Hahn Air ticket (HR-169), which is covered with
insolvency insurance.
 CONCURENTA pt BSP - E-Nett

we are leading the way in developing

innovative business-to-business payment
solutions that make payments simple, efficient
and rewarding
 Sisteme de distributie
GDS

Pagina de net proprie

Motoare de cautare online

Platforme integrate
 VCH = value cration hubs

Platforma de distributie oferita alinatelor strategice

(OneWorld, Sky Team, Star Alliance) dar si colectiv
companiilor LC in care preturile companiilor
aeriene sunt prezentate in extenso si in dinamica,
va exista o transparenta totala a produsului
pentru consumator.

Henry H. Harteveldt - The Future of Airline Distribution. A Look

Ahead to 2017 (raport comandat de IATA)
 NDC (New Distribution Capability)

Platforma integrata IATA pentru vanzare

a-la- carte

platforma integrata pentru servicii de transport

aerian, oferita spre utilizare agentilor de turism
extrage informatiile de pe paginile de internet ale
tuturor companiilor aeriene prin fisiere XML

le ofera direct agregatorilor , agentilor de turism,

membrilor non-IATA, intermediarilor IT
 AMENINTARI PENTRU BSP
Modelul BSP este identic pentru toate tarile

LCC nu participa in BSP

Emiterea aproape universala a biletului electronic acesta permite companiei

aeriene sa aiba control imediat asupra vanzarilor agentiilor partenere

Cresterea vanzarilor contra CC sau forme similare de plata (e.g.Pay Pal)

Tendinta companiilor de a face intelegeri individuale cu agentii functie de locatie,

volum,cota de piata, etc

Existenta unor modalitati alternative de colectare a sumelor datorate, in afara BSP

(Hahn Air sau eNett)

Sursa:Henry H. Harteveldt The Future of Airline Distribution

 IN LOC DE FINAL

IATA (BSP, PSAA)

CRS SITA NAVITARE RADIX

GDS Amadeus, Sabre, Wordspan, Galileo

IBCS Hahn Air

B2B B2B2C B2C

Regional Services Talaviation