A Revolution in Distribution. Sponsored by:

A Revolution in Distribution Sponsored by:

A Revolution in Distribution NDC, what s the story and what s the plan? Yanik Hoyles Director, NDC Program, IATA

Successful inception

Ready for take off

AirShopping FareRules BaggageCharge ServicePrice BaggageAllowance FlightPrice SeatAvailability ServiceList BaggageList

www.iata.org/ndc

What s next? o Engage o Test o Deploy o Innovate

Re-think airline distribution

Thank You

A Revolution in Distribution Is Airline Distribution becoming territory for Venture Capital firms? Abrar Ahmad CEO, Travel Capitalist Ventures Doug Lavin Vice President, Member and External Relations, North America, IATA Send your questions to: askwps@gmail.com

A Revolution in Distribution Drive New Revenue Opportunities Through Airline Retailing Angelo Contreras Global Product Marketing, SabreSonic, Sabre

Drive New Revenue Opportunities Through Airline Retailing 15 October 14 Angelo Contreras Confidential Confidential 13

The Emergence Of Airline Retailing Focus on personalization through data-driven customer insights with the convergence of ecommerce Merchandising Revenue optimization Direct Airline Retailing Intelligent content aggregator Indirect Hybrid approach Branded fares Bundles A la carte Optimizing Distribution Channels Customer Journey Insights Merchandising Confidential 14

Adapting Retailing To The Airline Business Model Inspiration Shopping Purchase Fulfillment Analytics Acquire Convert Service Measure Inspire Shop and book Pre trip Day of travel and service recovery Post trip Optimize Confidential 15

Enables You To Keep Your Brand Relevant Network Carrier Pure Low-cost Carrier Hybrid Carrier Ultra Low-cost Carrier Customer insights drive loyalty and enhance customer experience regardless of your business model Confidential 16

Quantifying The Value Of Airline Retailing Confidential 17

Airline Retailing Pays $8M $12M $8 Million revenue gain from expanding loyalty acquisition $12 Million revenue gain from increasing ancillary conversions $3M $6M $3 Million revenue gain from acquiring new customers $6 Million revenue gain from targeted and personalized offers for bundled ancillaries Based on eight million PB North American carrier with $1.4 billion annual revenue and three percent international passengers Transform your business through data driven customer experience and retailing *Analysis conducted by Sabre Airline Solutions. Results based off of average anticipated carrier revenue Confidential 18

Differentiate, Retain And Increase Profitability Maximize revenues Drive Loyalty Personalize Offers Thank You! Confidential 19

Contact Us Angelo Contreras Global Product Marketing angelo.contreras@sabre.com @Prof88 +1 682-605-3056 Visit us in booth 211 Carey Parker Global Product Marketing carey.parker@sabre.com +1 682-605-6020 Confidential 20

A Revolution in Distribution Industry architecture from an NDC perspective Bryan Wilson Director, Industry Architect, IATA

Passenger Agent Billing 1 Search Flt/Price Book 2 Pay/Ticket Ticketing Authorities 5c 3a Shop, Book, Pay to Cash using GDS Interline itinerary Skeds+ Fares/Rules 3 3b GDS MITA Credit Card Authorization All Sales 0a Neutral ticket stock 0d 4 Inv. Polling 0c Sked & Fare Distributors AIRIMP Book/TKNE Inv. Polling AIRIMP Booking TKTREQ Ticketing 5a 3c Own Sales Airline Plg. & Res. Airline Plg. & Res. 8 Revenue Integrity Airline DCS ETs EMD 9 ETs EMD Airline DCS IATA F&F 3d 7 11 5b Files for Credit Card Remittance $$ IATA ICH Airline Rev Acts $$ 10 $$ Airline Rev Acts IATA BSP 6a $$$ 0b Ticketing 6b $$$ Authorities International Air Transport Association 2014

The full NDC process Interline itinerary Participating Airline Offer Plg. Airline & (POA) Res. Airline DCS ETs EMD Airline Rev Acts Passenger Agent 1a Shop Profile Distributor 0 Airline Profile Aggregator 2 3a Offer 3 Order Pay 1b Interline Shop Interline Offer BSP Cash credit check Interline Order AIRIM P TKNE Offer Responsible Airline Plg. Airline & Res. (ORA) ETs EMD Own ticket stock 3b 8 9 Airline DCS 3c 7 IATA ICH $$ $$ Airline Rev Acts Billing 5c Own Sales 4 Credit Card Authorization 3d $$ $$$ 6a IATA BSP Accredited Agents Own Sales 5a 5b Files for Credit Card Remittance 6b $$$ International Air Transport Association 2014

Networking Coffee Break Sponsored by:

A Revolution in Distribution How major GDSs embrace NDC Decius Valmorbida VP of Distribution Marketing, Amadeus Steven Ratcliffe Product Director, Merchandising, Travelport Shelly Terry Vice President Supplier Merchandising, Sabre

Decius Valmorbida VP of Distribution Marketing, Amadeus IATA WPS 2014 San Diego, 15 Oct. 2014 2014 Amadeus IT Group SA

130 by 2020

Let s Shape The Future of Travel You can follow us on: AmadeusITGroup 2014 Amadeus IT Group SA amadeus.com/blog amadeus.com

datalo55pr3v3n7ion7rav3lpor7 Travelport and the New Distribution Capability Steven Ratcliffe Product Director Travelport Merchandising Platform

Travelport and the New Distribution Capability Steven Ratcliffe Product Director Travelport Merchandising Platform

Our View of NDC s Objectives Pricing Personalisation Flexibility to respond to market conditions Branding Consistent customer experience Airlines control their own product Airlines sell in the channel as they sell directly 4 Bundled fares Upsell fares Ancillary services Maximise the revenue opportunity Communicate the value of products to customers Differentiate from the competition More than a fare class

Travelport Merchandising Platform Enable an airline to distribute all of its products in the way that it chooses Enable agents to access all airline content in their normal workflow in the way that they choose 5

6 Let s Take A Test Flight

Summary Travelport Merchandising Platform Supports The Goals of NDC Today Ready to Engage With Any Carrier Who Can Support NDC Pricing Personalisation Flexibility to respond to market conditions Branding Consistent customer experience Airlines control their own product Airlines sell in the channel as they sell directly Differentiate from the competition More than a fare class Communicate the value of products to customers Maximise the revenue opportunity Bundled fares Upsell fares Ancillary services 7

datalo55pr3v3n7ion7rav3lpor7

REVENUE OPPORTUNITIES IN YOUR REACH Sabre Marketplace Differentiate and sell your products the way you want

TODAY S COMPLEX WORLD CREATES OPPORTUNITIES FOR AIRLINES Amidst industry dynamics: Multi-channel retailing Informed and demanding traveler Mobile first User generated content Personalizing for brand loyalty Travel intermediaries service models Revenue and cost pressures Airlines are focused on: Product Differentiation More Revenue Customer Loyalty 35

FLEXIBLE TECHNOLOGY Technology solutions that provide flexibility and choice to support your merchandising strategies IATA NDC XML Standards Sabre stands ready to work with any airline who wants to use IATA NDC XML standards to enable the merchandising and sale of their products and services 36

SABRE RED WORKSPACE Evolution of the agency workspace A richer shopping and buying experience Up sell branded fare products Cross sell ancillary products Provide choice, value & personalization More ways to merchandise

A Revolution in Distribution How airlines are embracing NDC

A Revolution in Distribution How airlines are embracing NDC Malachi Faughnan, CIO, Datalex (on behalf of Swiss International Airlines)

A Revolution in Distribution How airlines are embracing NDC Debbie Keller, SVP, Revenue Management, Qatar Airways Amos Khim, Managing Director, Distribution Strategy, United Airlines Christop Mueller, Chief Executive Officer, Aer Lingus Keith Wallis, Distribution Strategy Manager, Air Canada Jerry Foran, Head of Product Delivery, Revenue Management, British Airways

A Revolution in Distribution And there are others

A Revolution in Distribution Special Pre-Release Screening of the Documentary Aviation: The Invisible Highway 08:00-09:00 Sapphire Ballroom KL

Sponsored by: Welcome Reception Petco Park 19:30-21:30