1. Creating the Perfect Presentation 14 th August 2014 The presentation will begin shortly. Thank you for your patience.

2. Requesting Your Meetings August 14 th 2014

3. As soon as you register for the event you will receive your individual Personal Registration Code (PRC) from our Registration department Once scheduling is open you can access the meeting request site by logging into Routesonline and entering your PRC into the box provided on the homepage. Once you've accessed the meeting request site you can begin requesting your pre- scheduled meetings. Simple instructions will guide you through the process. Requesting Meetings – Accessing the meeting system

4. Once you have accessed the system you can select which airlines you wish to meet with using the drop down boxes provided. You can also filter the airlines by carrier type to aid you in selection. After selecting the airline you wish to meet with, press the Request Meeting button and the airline will be added into your requests. It is recommended that you also request reserve meeting requests to help us obtain your full allocation of meetings. Requesting Meetings – Using the meeting system

5. Using the drag and drop functionality of the system you can move the order of your request at any time. You can also edit a meeting once it has been requested, adding in colleagues or changing the airline. Requests for Airports and Tourism Authorities can also be made via the meeting request system by clicking on the tabs found in the middle of the page. These companies can be filtered by country to aid you in your selection. A free text field can be used to let us know if you would like to meet with companies that haven't yet registered for World Routes Requesting Meetings – Using the meeting system

6. Your draft diary will be available online from Wednesday 6th August. You can continue to view and amend your meeting requests until scheduling closes. Routes also offers Route Exchange Briefings, if you would like to attend any of them you can do so via the Briefings / Conference tab found at the top of the meeting request system. Requesting Meetings – Your Draft Diary and Attending Briefings

7. Scheduling closes on Friday 5th September 2014, no more pre- scheduled meeting requests can be accepted after this date. You can view your final diary available through the Routes event app from Saturday 20th September 2014. A paper version of your final diary can be collected from the Diary Advice desk at World Routes in Chicago from Sunday 21st September 2014. Requesting Meetings – Your Final Diary

8. For any meetings that aren't confirmed in your final diary please use our on-site Extra Meetings System while attending World Routes 2014. This can be done via the Diary Advice Desk. For the first time you'll be able to take advantage of our digital Extra Meetings System which you can access through the Routes event app. This will run alongside our traditional paper based system in Chicago. Requesting Meetings – Making Additional Requests

9. The Perfect Presentation How to design and deliver the perfect Routes presentation August 7, 2014

10. Elements of Perfect Presentation Scenario 1: Strong opportunityTime 1. Establish existing knowledge and opinions of market1-2 minutes 2. Route Analysis Traffic forecast Strength of opportunity against comparable choices for the airline Traffic delivery action plan 7-10 minutes 3. Q&A discussion with airline8-12 minutes Scenario 2: Uncertain of strength of opportunityTime 1. Establish existing knowledge and opinions of market1-2 minutes 2. Summary of opportunity Location of airport (map) Current network, market sizes, indirect passenger flows Catchment characteristics 5-10 minutes 3. Q&A discussion with airline8-14 minutes

11. Elements of Perfect Presentation Points to Remember Keep presentations short and impactful Allow time for discussion and feedback from airline Focus on items of importance to airlines in route planning decisions: size and value of market, how the traffic is flowing today, and how it compares to other opportunities they have. Don’t include information that airlines don’t factor into network decisions. Some examples are: pictures of the airport and its facilities terminal expansion or runway construction projects lists of companies in the region economic data (GDP, population, unemployment rates, etc.) information about airport retail shops, numbers of baggage belts and check-in counters awards the airport has won, etc. Airlines’ want to know about the market, not the airport!

12. Route Analysis Content - Strong Opportunity

13. Traffic Forecast Example illustrates the depth of detail airline will want to see. Network carriers consider the breakdown by segment type. For point to point carriers can focus on local traffic only. Airlines will do their own forecast, but this gives the pitch credibility and demonstrates that a scientific approach has been taken to show that the opportunity is viable. Beyond/Behind Passenger Forecast Detail relevant for network carriers. Statement about strength of forecast and view of resultant market share. If perceived weakness relative to other choices then mitigation measures need to follow.

14. Current Traffic Volumes by Gateway and Airline, for Proposed Route Opportunity Current Traffic Airline will want to understand how the traffic is flowing today. What is their current share, and the share of their alliance (if applicable)? Would the new route be incremental traffic? Express as PPDEW’s Highlight target airline’s current share of market.

15. Alternate Choice Comparisons Comparison of Unserved Comparable Markets for the Airline Highlight our airport to show where it ranks How do we rank vs. comparable opportunities for this airline? Where does the airline see us on their list? What will be done to move it up the list? Compare to markets that would be logical choices vs. our airport for the target airline. Express as PPDEW’s

16. Comparison of Average Fares across Comparable Markets for the Airline Average Fare Comparisons Comparable destinations from airline’s hub, Include markets the target airline is already flying to, as a basis of comparison. Express in relevant currency for the airline

17. Summary of Opportunity Content – Strength of Opportunity Uncertain

18. Map to locate airport Airline understands location and territory airport serves Proximity to major cities/regions and to competitor airports Catchment characteristics Airlines take little notice of catchment data since most airports overstate it, and since airlines use traffic data to determine market size, not catchment area. Catchment data is only relevant in assessing leakage, to show that the true market size is greater than the traffic data shows. Key is being able to prove leakage. Current Air Service Network Current airlines and route networks Top indirect markets relevant to target airline Relate size of indirect markets to comparable alternate choices for airline Average fares of existing routes compared to alternate choices for airlines

19. Traffic Delivery Action Plan Address how route will be supported to ensure traffic and if necessary to move opportunity up the ranking of choices for the airline Marketing plans Stakeholder support Outbound/Inbound/Connectivity traffic driving plans Yield improvement plans, through high value passenger customer engagement Corporate sales brokering Route incentive programmes

20. Presentation Ends Q&A/Sales discussion with Airline Example questions: -How does the opportunity sounds to you? -What would it need to look like to be seriously considered? -What needs to be done next to move the opportunity forward? Establish objections, (reasons why they wouldn’t operate the route) e.g. too low yield. Counter through examples, comparison stories, or agree to revert back post meeting Establish obstacles, (reasons why they can’t operate the route) e.g. bi-lateral restriction. Agree action plan to address and revert back post meeting. Agree position with airline assuming obstacles are removed in the future. Ask for agreement of next steps, how can this opportunity be moved forward?

21. Where to find the information for your meeting Michael Walker, Accounts Manager Flightglobal

22. Flightglobal Dashboard Stay up to date with the latest news and events that are affecting airlines Be alerted to new routes, ceased routes and identify under- served routes How to research every airline, including start-ups and low cost carriers with our detailed airline profiles Gain a full understanding of how airlines and airports have evolved year on year with ASK, seat, route, flight and financial comparisons How to research your national and international competitors

23. Latest News, Industry Updates and Analysis

24. Access key information on Fleet, Airlines and Airports, Networks… Up to the minute news Industry updates with new route announcements Latest News, Industry Updates and Analysis

25. Up to date news items Previously related items Detailed news items

26. Quick access to airline overview One click for airline networks, fleets, financials, traffic, alliances

27. Detailed up to date financial information Detailed fleet information Researching Airlines

28. Easy to view graphical representation of routes View key airline statistics See detailed schedules information showing aircraft type, flights, seats, ASKs and year on year comparisons Route Information

29. Includes all scheduled flights allowing you to map and produce route analysis Load your own proposed routes to analyse changes to connections and market share Flightmap Tool

30. View key metrics including frequency, capacity and ASKs Map with analysis

31. Airline fleet details Aircraft Type

32. View details of all airlines, aircraft and routes operating from the airport, plus latest financial information National and International Competitors

33. All serving airlines, number of flights, capacity… for all airports

34. All our data is formatted to be accessed by desktop, smart phone or tablet View the latest information in a format that suits you

35. Free trial access available now With Flightglobal you can search for vital information about the airlines attending World Routes 2014 so you can make the best business case for your airport. Make sure you don’t miss a new route opportunity or fail to spot a competitive threat. Use your free trial of dashboard to ensure you are fully informed before your meetings. For a free trial to Flightglobal dashboard go to: http://forms.flightglobal.com/0113_FGDashtrialform Contact: Michael Walker Tel: +44 20 7911 1782 Email: michael.walker@flightglobal.com