1. PIERRE GROSMAIRE
Airline Marketing Director

2. Airline Marketing

3. X = Volume Price Yield management The role of the Airlines marketing
VINCI Airports Convention 2014

4. Regions coordinate and optimize resources
A decentralized organisation
Methodology
Benchmarks
Airlines deal
Budgets
Share the knowledges
Work on development
HQs
level
VINCI Airports HQ’s
Regions coordinate and optimize resources
Regional
level
Sth East
France
Gt West
France
SCA
Cambodia
ANA
Portugal
Airports
level
GNB CMF CFE TLN
NTE SNR RNS DNR UIP LFFI
PNH REP KOT
LIS OPO FAO FNC PCO PDL etc.
Importance to have local competences and knowledge at the airports’ level
VINCI Airports Convention 2014

5. A New scale Relationships with airlines have changed ANA
NTE & Cambodia
Strong regional airports’ network
The challenge is to keep on improving our relationships with airlines
Recognition by airlines is stronger
VINCI Airports Convention 2014

6. To the benefit of : Traffic HQ’s development activities
improve our relationship with airlines
To the benefit of :
Traffic
HQ’s development activities
All airports no matter what the size
VINCI Airports Convention 2014

7. improve our relationship with airlines
How to improve business cases and airlines’deals ?
How to accelerate the sharing of knowledge ?
How to optimize our internal processes within the airline marketing network ?
VINCI Airports Convention 2014

8. Improvement of the business cases
Fanny :

9. > Systematic presentation of VA
including our pluses to Airlines as a network
> Common framework of methodology
ideal marketing meeting )and common form
> Systematic Comparison of similar markets and explanation of why our airports are the best solution
> Complete market research on competing airports
> Induction effect benchmark
at the airport but also for the airline
VINCI Airports Convention 2014

10. > Innovation in market intelligence
money exchanges, tel con, Erasmus, Google data & sky scanner
data, Precise residents headcounts, social network, endorsements
of local companies
> Multi airports approach to an airline (internal and external)
> Better knowledge of TO’s requests on touristic airports
VINCI Airports Convention 2014

11. Sharing of knowledge
Nuno

12. business cases, contacts, proposals, deals, etc.
Short term
> B2B CRM
business cases, contacts, proposals, deals, etc.
> Structure a common on-line knowledge platform / Share point
airlines deals to optimize future contracts, benchmarks, contracts,
external supports, airlines sheet, traffic forecast, inductions from
LCC per route, etc.
> Matrix of routes wish list per airport and per airline
Make the most of one-to-one meeting for the group’s benefit and
to be seen as different
> Ongoing development projects to get deals
Get information, weak signals, etc.
VINCI Airports Convention 2014

13. Processes within the airline marketing network
Laurent

14. > Airlines marketers glossary (better one-to-one exchanges)
> Regular meetings more often all together (one per IATA season) to implement and deliver
> Airline “X-ray” for one particular specialist within the network to the benefit of the other (eg. Volotea for Nantes or Aegean for VA)
> Airlines marketers glossary (better one-to-one exchanges)
> Partnership VINCI Airports Academy
> Wiki
> KPI on operating routes
for recovery packages if things go wrong or for growth
eg. LF%, yields, profile, etc.
VINCI Airports Convention 2014

15. WE HAVE TO AMPLIFY THE NETWORK EFFECT