New

dis

trib

uti

on

to

ols

in

pra

cti

ce

25 O

cto

ber

2012

Annu

al A

irlin

e D

istr

ibu

tio

n C

onfe

ren

ce

C

hri

s A

menechi, V

P M

erc

handis

ing &

Dis

trib

ution

A

ncil

lary

Op

po

rtu

nit

ies

Co

st

bu

rden

is d

isp

rop

ort

ion

ate

to

cu

sto

mer

en

gag

em

en

t

Dis

trib

uti

on

need

s t

o b

e v

iew

ed

as m

ore

th

an

sh

op

pin

g

for

an

d s

ell

ing

a t

icket

2

Shoppin

g

Tic

ket

Purc

hase

M

anage

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g

Flig

ht

Post

Flig

ht

Cu

sto

mer

En

gag

em

en

t C

ycle

En

tity

A

gen

cy/G

DS

A

gen

cy/G

DS

A

irli

ne

A

irli

ne

A

gen

cy/A

irli

ne

Co

st

€€

€

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Ma

rgin

€€€€

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Tim

e

Sp

en

t 1 –

7 D

ays

30 D

ays

1 D

ay

5 D

ays

His

tori

cal re

lian

ce o

n t

hir

d p

art

ies b

rou

gh

t cu

sto

mers

,

bu

t sacri

ficed

bra

nd

id

en

tity

3

Co

nte

nt

Pro

vid

er

3R

D P

art

y

Tra

vel A

gen

t

Co

nte

nt

& C

om

mis

sio

ns

Co

nte

nt

dis

trib

uti

on

has b

eco

me m

ore

fra

gm

en

ted

4

•H

ulu

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BC

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m

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ky C

ab

le

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nit

ed

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m

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eta

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gen

cy

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TA

Dis

trib

uto

rs m

ust

evo

lve t

o s

urv

ive i

n a

fra

gm

en

ted

wo

rld

5

Pro

prieta

ry S

yste

ms

Industr

y

Sta

ndard

E

merg

ing

Pla

tform

s

Multi-

Sourc

e/M

ulti-

Pla

tform

1980’s

1990’s

2000’s

2010’s

Case S

tud

y:

Co

rpo

rate

Em

ail

Th

is e

vo

luti

on

is o

ccu

rrin

g in

all

cate

go

ries

6

So

cia

l N

etw

ork

s

Co

nte

nt

Ag

gre

ga

tio

n

Mark

et

Pla

ces

Self

Serv

ice/M

ob

ile T

oo

ls

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en

t P

latf

orm

Fra

gm

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tati

on

wit

h s

om

e b

ou

nd

ari

es b

en

efi

ts p

rovid

ers

an

d n

imb

le in

term

ed

iari

es

7 •

Access m

ore

users

at lo

we

r co

sts

and g

reate

r co

ntr

ol

Lim

ited

Pu

bli

sh

ers

/

Dis

trib

uto

rs

Exam

ple

: M

usic

Sale

s

•P

ublis

her

Contr

ol

File S

hari

ng

•F

ree S

haring

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o e

conom

ics

iTu

nes

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elf c

reate

d

conte

nt

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malle

r la

be

ls

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ingle

s s

ale

Co

nte

nt

mu

st

be p

rovid

ed

in

a s

tru

ctu

red

way t

o c

on

tro

l

bra

nd

an

d e

xp

eri

en

ce

8

Bu

sin

ess

Fam

ily V

acati

on

Vis

itin

g F

am

ily

& R

ela

tiv

es

Cu

sto

mer

Seg

men

t

Cu

sto

mer

To

uch

Po

int

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sto

mer

Exp

eri

en

ce

U

nit

ed

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m

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ited

Reserv

ati

on

s

Un

ited

Air

po

rt

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era

tio

n

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rm

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nit

ed

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m

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ited

Reserv

ati

on

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Un

ited

Air

po

rt

Ag

en

cy

Meta

OTA

Cob

ran

ded

Site

:

Unite

d S

ite

:

Ag

en

cy X

Su

ccessfu

l co

nte

nt

access m

od

el cre

ate

s w

in-w

in f

or

users

an

d s

up

pli

ers

9

Op

en

Clo

sed

Hy

bri

d

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ailo

r conte

nt by u

ser,

not pla

tform

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onsid

er

how

co

nte

nt is

re

-packaged

10 Th

an

k y

ou