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IATA Business Travel Summit 30 31 May 2017 IATA Geneva Conference Center Geneva, Switzerland World Financial Symposium 2014 IATA Business Travel Summit 2017

Recap of day 1 Paul Tilstone, Managing Partner, FESTIVE ROAD World Financial Symposium 2014 IATA Business Travel Summit 2017

NDC Program brief & Engagement update Yanik Hoyles, NDC Program Director IATA World Financial Symposium 2014 IATA Business Travel Summit 2017

Together, let s build airline retailing. - Why NDC? To modernize the way air products are retailed to travel agents, corporations and travelers. Reminder What is NDC? A travel industry-supported program for the development and adoption of a new data transmission standard. Who will benefit from NDC? Full-service and low-cost airlines Content aggregators & travel agents Corporate buyers and travelers

World Financial Symposium 2014 IATA Business Travel Summit 2017

Your reference points across the value chain World Financial Symposium 2014 IATA Business Travel Summit 2017

The value chain is engaged. The standard is maturing PADIS 17.1 available IT providers are engaged 44 IT providers and aggregators are now NDC-certified. 44 113 120+ 250 Airlines are adopting 113 airlines have confirmed to have plans to adopt, incl. 35 Live today Business travel sees value +120 delegates including TMCs, corporate buyers registered to the 2 nd Business Travel Summit. Innovation is on the move 5 th 4 Hackathons with 250 Developers, 200,000 API calls & 50+ Ideas IATA Business Travel Summit 2017

NDC airline capability to reach critical mass By 2020: airlines representing 80% of IATA member passengers boarded will be NDC capable NDC capable airlines: Share of total IATA member passenger boarded 2017 IATA Target: 45 airlines Actual Forecast

Many IT players are now building solutions for NDC 44 34 IT Providers - Capable 9 Aggregators - Certified Incl 5 Start ups Airlines Technology AirGateway Amadeus APG ATPCO Conztanz Caravelo Datalex Farelogix Flyiin Forever Flying Hewlett Packard Enterprise Hitit IBS Indra Information Systems Associates JR Technologies Maureva Navitaire On Travel Solutions Openjaw Pribas Proavos Quadlabs RedApplenet Reserve Sabre Shanghai Aqueduct Information Technology Shree Partners "Sirena-Travel" JSC SITA Skyscanner TPConnects Travelfusion Travelport Travelsky Vayant Verteil Technologies XML Travelgate

Trade & Corporate: 2017 tipping point - Travel agencies/obts Growing awareness Mid-sized UK TMCs announcements Larger TMCs start to share deployment plans Corporates TMAG Europe & US Requests for Pilots Vision for future distribution Metasearch Skyscanner white paper OTAs vs Meta? World Financial Symposium 2014 IATA Business Travel Summit 2017

Airline Strategy & Implementation around NDC Johannes Walter, Head of Distribution, Global Market Management, Lufthansa Group World Financial Symposium 2014 IATA Business Travel Summit 2017

Airline Strategy & Implementation around NDC Bruno Fisher, Senior NDC Project Manager, Air France / KLM World Financial Symposium 2014 IATA Business Travel Summit 2017

IATA Business travel summit May 31 st 2017 Geneva

The NDC opportunity New opportunities in product development Innovation Value selling Differentiate vs. commoditize One single source of offer Consistency Efficiency The benefits of a standard

Roadmap Air France KLM NDC solution is under development Offer and order management Published and corporate offer Ancillaries Change & refund Payment via CC and BSP settlement Using standard 17.1 Ambition is to be certified Level 3 by end 2017.

Where NDC and corporate will meet Ambition: use NDC to further grow AF KL s relevance to business travel Parallel to API progress, development of NDC enabled product attributes Targeted, comprehensive, enriched NDC enabled benefits Account specific offers Corporate recognition from time of offer creation Bundled offers, including third party content Rich media to support policy compliance

Airline Strategy & Implementation around NDC Tye Radcliffe, Director Distribution, United Airlines World Financial Symposium 2014 IATA Business Travel Summit 2017

United Airlines and NDC May 2017

2005 2013

LAPTOP/TABLET WEARABLES AUTOMOTIVE SMART TV ONBOARD 45% of adults state that their smartphone is their primary computing device 66% suffer from Nomophobia: anxiety driven by distance from connected device.

Our customers are getting used to modern retailing And smart homes and devices are just the beginning Artificial Intelligence in here to stay 30

But in external channels we re trying to describe all of this Using this. 31

Current messaging standards limit retailing capabilities GDSs build customer offers and offload some processing from airline systems: Building itinerary options using schedule files United Schedules Availability Airfare Pricing itineraries using filed fares from ATPCO GDS Obtaining seat availability through cache, direct polling or using custom calculators Agency OTA Customer TMC Traditional distribution efficiently provides anonymously priced itinerary results, but doesn t easily lend itself to dynamic merchandising and personalized offers 32

Today s model is not focused on merchandising Direct channel bookings have dramatically higher merchandising revenue at booking than do indirect channel bookings Airlines pursue direct channel booking strategy to maximize merchandising revenue and minimize costs Airlines need to modernize capabilities in collaboration with GDSs and TMCs to more effectively enable personalized offers to customers Illustrative, not to scale 33

So why do we need another standard?

Our current data transmission standard was first developed over 50 years ago

And while that was a major improvement over this

And these

It won t ever allow us to be this

How can NDC help? Enables a customer-centric shopping experience in the travel agency channel NDC XML messages support rich content Gives travel agents the opportunity to sell ancillary services Ability to provide real-time, dynamic offers Customers should be able to have a consistent shopping experience, wherever they shop for travel Ability to buy additional products and services Ability to be recognized and receive personalized offers, or shop anonymously 39

NDC Overview New Distribution Capability (NDC) is an IATA-led industry initiative to develop an XMLbased language standard for communications between airlines and third party systems. Airline Distribution Today Push content via 3 rd parties to GDS Airline Distribution Tomorrow Dynamic Airline Shopping Airline CRS Airline Edifact / TTY ATPCO (Fares) OAG (Schedules) GDS Agency TMC OTA Customer Airline CRS Airline Ancillary Content Shopping Engine Corporate Tools Edifact / TTY ATPCO (Fares) OAG (Schedules) NDC XML Connections (Authenticated, Personalized Dynamic) GDS Agency TMC OTA Customer Implications Better information Enhances ability to present dynamic, rich, consistent, and relevant information across all channels Better partnerships Removes legacy messaging and system barriers to expand travel agency servicing capabilities Better products and processes Enables increased scope and speed for delivering customer-focused innovations 40

Current Deployment with Amadeus 41

NDC Schemas enable an enhanced Agent user experience Agent Screen-shot: Before view 42

NDC Schemas enable an enhanced Agent user experience Agent Screen-shot: After view 43

Where is United with NDC? United has been a part of NDC since the beginning Major supporter of Resolution 787 Member of the IATA PDMG Chair of the IATA NDC Working Group Chair of the IATA PSC First large-scale deployment of a production-scale implementation to sell dynamically-priced Economy Plus seats through Amadeus Working to implement technology to support additional NDC pilots in Q4 17 United is also a participant in the IATA One Order group We support industry modernization initiatives that help us move away from legacy documents and processes 44

45 Thank You!

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