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Airline RFPs For the 21 st Century

Airline RFPs For the 21 st Century. NBTA Aviation Committee July 28, 2008. Copies of the RFP. Copies of the RFP documents will be available at NBTA Kiosks. Use the flash drive provided in your registration bag to download…. Margaret Kelly – Airline Reporting Corporation (ARC)

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Airline RFPs For the 21 st Century

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  1. Airline RFPs For the 21st Century NBTA Aviation Committee July 28, 2008

  2. Copies of the RFP • Copies of the RFP documents will be available at NBTA Kiosks. Use the flash drive provided in your registration bag to download….

  3. Margaret Kelly – Airline Reporting Corporation (ARC) Paul G. Clements – AirTran Airways Mitch Cwanger – American Express Advisory Services Doug DeBaltzo – AstraZeneca Pharmaceuticals, LP * Neda Nazem – BCD Travel Jack Lever – Booz, Allen, Hamilton Fred Ruggiero – Cathay Pacific Cyndi Hunter – Continental Airlines John Pavlesek – EDS Susan Mays – FedEx* Hobbs DeWitt – IBM 2007- 2008 Aviation Committee * denotes committee co-chairs

  4. Cathy Picone – Market America Christopher T. Magulski – Midwest Airlines Shane Downey – NBTA Mark A. Dropsey – NetJets Peter Dorow – Northwest Airlines Deborah Ostreicher – Phoenix Sky Harbor Int’l Airport Barry McCaleb – Price Waterhouse Coopers James Sisco – Reed Elsevier Judy Mercel – Wilmorite Management Group Wendy Blaney – Wyndham Worldwide 2007- 2008 Aviation Committee(continued) * denotes committee co-chairs

  5. Introduction Current Business Need Existing RFP outdated No current industry standard Buyer and Airline frustration NBTA Members receiving inconsistent Aviation assistance Gap between RFP logistics and true value added services Future Ongoing Global industry resource Future aviation committee updates and enhancements Becomes industry standard?

  6. Agenda • Process • Existing RFP Review • Interview Corporate Travel Buyers • Interview Airline Representatives • Interview Consultants • Deliverables • RFP Timeline • RFP Document • Airline Qualitative Response • Airline Pricing Template

  7. Process • Existing RFP Document • Reviewed NBTA RFP • Reviewed 15+ TCG client RFP documents • Extracted and organized common elements • Formed basic RFP outline and structure

  8. Process • Interview Corporate Travel Buyers • AstraZeneca – Booz Allen Hamilton – Chrysler • EDS – Macy’s – Reed Elsevier • Focused on • Scope of efforts • Types of questions • Relevance of questions • Timeline

  9. Process • Interview Airline Representatives • Air France – American – Cathay Pacific – Continental • Lufthansa / Star Alliance – Midwest – Singapore • Focused on • Pricing requirements • Types of questions • Timeline • Drivers of response • Number of countries – Number of airlines – Alliances

  10. Process • Interview Consultants • Advito – American Express Advisory Services • CWT Solutions • Focused on • Types of questions • Relevance of questions • Timeline

  11. Audience Question #1

  12. We can do a global RFP in 2 months… 40 countries, 10 data sources, alliance bid, 10 day turnaround … no problem I’m sure our favorite carrier can get us a European proposal by the end of August  It should just take a few days to load the fares I don’t really have a clue how long this will take It won’t take long for the lawyers to review the contracts Timelines

  13. Working forward from July 28

  14. The impact of alliances and new data hand-off requests

  15. Working backward from January 1

  16. Audience Question #2

  17. Documents

  18. Introduction and explanation of the RFP document

  19. Overview of the company, objective,scope and description of travel management RFP Proposal Guidelines and Evaluation Criteria Instructions Attachments

  20. Appendix A Intent to Bid Form

  21. Appendix B Confidential Disclosure Agreement

  22. Appendix C Signature Authorization Form Appendix D Subsidiaries and CorporateEntities

  23. Appendix E • Historical Travel Statistics • Spend by Country • Spend by Market • Spend by Cabin • - Not bidder specific

  24. Appendix G Cover Sheet for Questions Appendix F Travel Policy

  25. Appendix H Fixed Fare Markets

  26. Exhibits

  27. Deliverables – Exhibit A

  28. Qualitative Response • Bidder profile • Qualitative Response • Pricing requirements • Marketing Support • “Agree” / “Disagree” and • Explanation form

  29. Supplementary Information • Account Management • Traveler Rights • Environmental Statement • - Free form responses

  30. Pricing Template - Cover sheet

  31. Pricing Template – POS

  32. Pricing Template - Back end

  33. Pricing Template – Targets / Tiers

  34. Next Steps • The NBTA Airline RFP is a work in progress • We want your involvement in taking it forward • Airlines • Buyers • Consultants • Stop by after the session, or contact anyone on the committee

  35. Audience Question #3

  36. Questions

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