Alliances: Past, Present, And Future JumpStart Roundtable. Montreal June 2, 2009 Frederick Thome Director Alliances

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1 Alliances: Past, Present, And Future ACI-NA's JumpStart Roundtable Montreal June 2, 2009 Frederick Thome Director Alliances

2 Agenda The Peculiar Nature Of Airlines The Alliance Solution The Future Of The Airline Industry 2

3 Peculiar Nature of Airlines There Have Been Three Distinct Eras Of U.S. Aviation History s: No regulation at all : Total regulation of everything present: Deregulation (partial) The Airline Industry Is Rapidly Changing Fast technological development Increasing global travel needs Drastic regulatory changes Restructuring of distribution channels Creation of new business concepts Shifts in travel behaviors Globalization In An Environment That Is Only Partially Deregulated Has Been Challenging For Airlines Regulation designed to protect airlines De-regulation has begun, but international traffic still regulated 3

4 United s Worldwide Network In 1933 Source: United timetable,

5 United In The 1970 s s Didn t t Look Much Different Source: United timetable, 1970 Technology made long-haul flying possible, but United s network was largely unchanged 5

6 After Deregulation in 1978, United Began Building A Powerful Route Network Using The Hub-And And-Spoke Model Point-To-Point Model Hub-And-Spoke Model G H D E A D B C A F F C E B H G Cities served: 8 Service from each city: 1 Service combinations: 8 Cities served: 8 Service from each city: 7 Service combinations: 56 6

7 Today, North American Markets Are Well Served By United Through 5 Key U.S. Hubs Chicago San Francisco Denver Washington D.C. Los Angeles Source: OAG 7

8 And United s s International Network Today Offers More Destinations Than Ever, But Hardly Spans The Globe Source: OAG 8

9 In Fact, An Alternate Projection Reveals Large Gaps Source: OAG 9

10 One Carrier Cannot Cover The World Source: OAG 10

11 However, Codesharing Between Airlines Creates The Ability To Connect Networks And Provide A Truly Global Reach Operated Flight Dulles Frankfurt Traffic Components of a Flight: UA UA-UA UA-UA* LH* LH*- LH Interline Operated Flight 11

12 Agenda The Peculiar Nature Of Airlines The Alliance Solution The Future Of The Airline Industry 12

13 Alliances Allow Airlines To Complete Their Route Networks A Global Solution Was Needed For Airlines To Be Competitive In An Ever Changing Environment In 1997 Air Canada, Lufthansa, SAS, Thai Airways and United established Star Alliance the first global airline alliance A Single Airline Can Provide A Truly Global Reach By Connecting Their Network Via Alliance Relationships Between Airlines Through: Frequent Flyer Programs (FFP), Special Prorate Agreements (SPA), Lounges, Codesharing For Example, United s Alliance With Lufthansa Has Allowed Profitable Market Expansion Between The U.S. And Germany and better services to customers: - United has increased USA-Germany presence from just 2 round trips in 1993, to 10 flights in 2008 all serving Lufthansa hubs - Similarly, Lufthansa offers another 14 round trip frequencies between Lufthansa and United hubs (USA-Germany). As Continental joins us in the Star Alliance, we will leverage our combined networks, creating new opportunities to provide service to customers where they could not previously compete. 13

14 Alliances Allow For A Strong Network When Two Large Carriers Combine Trunk Networks Source: OAG The Exponential Value Of Double Connections Supports Globalization In Growing Markets That Might Not Otherwise Support Direct Service 14

15 Alliances Allow Carriers To Serve Distant Markets Efficiently And Comprehensively SEA PDX SFO LAX DEN DFW IAH ORD DTW BOS EWR JFK ATL MCO CLT MIA IAD PHL FRA MUC DEL CCU BOM HYD BLR MAA Source: OAG United And Lufthansa Jointly Serve More Than 100 U.S.A. India City Pairs On A One-Stop Basis 15

16 Alliances Enables Us to Serve New Markets Moscow Dubai New United Service From Washington D.C. To Dubai And Moscow: Build market presence Leverage partner history and strength in their point of sale Source: OAG 16

17 Alliances Also Allow Carriers To Maintain Presence In Areas That Are Not Efficient To Serve Themselves United s s Latin Network in 1997 Source: OAG United s s Latin Network in 2008 Source: OAG 17

18 Agenda The Peculiar Nature Of Airlines The Alliance Solution The Future Of The Airline Industry 18

19 The Airline Industry Has Coalesced Into Three Large Alliance Groupings 19

20 Alliances are transitioning from a broadening phase to a deepening phase Alliances Are Mature, And Serve Nearly 70% Passenger Share Worldwide There Have Been Numerous Successful Cross-Border Mergers In The Industry However, Benefits Of Cross-Border Ownership Are Limited Due To Regulatory Constraints Therefore, There Has Been A Recent Trend Toward Broadening And Deepening Alliance Relationships Globally 20

21 Three Key Things To Remember: 1. The airline industry is not part of the WTO 2. Absent cross-border mergers, a single airline is capable of providing a truly global reach by connecting their network via alliance relationships 3. Alliances are transitioning from a broadening phase to a deepening phase THANK YOU 21

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