Air Service Development and Analysis
Trillion Aviation has extensive Air Service Development experience. Our personnel have worked with almost every U.S. airline and some international carriers. For most of our clients, we work on an ongoing basis and have worked with most of our clients many years. We use the same relationship-building perspective in ongoing communications with airlines. Some of the specific services that we provide as part of our Air Service practice are illustrated below:
- Catchment Area/Leakage Analysis. Trillion has conducted seven “leakage” studies during 2014 alone and have been a part of many more during the course of our careers. We have experience working at airports of all sizes and across the U.S. Our studies can utilize either ARC or MIDT booking tape data and are calibrated versus U.S. Department of Transportation databases. As a part of these studies, we will typically determine: 1) Which airport consumers are using, 2) Which airport consumers are using at the O&D level, 3) What airline they are flying and 4) What is the average fare paid (by airport of origin, O&D and by airline). While there is a lot more, these basic findings are a key part of every “Leakage” study.
- Carrier presentations. These presentations are customized, taking into account the targeted carrier route. These presentations include all analytics tied to service proposal, in addition to route forecasts & schedule development. As part of analytics presentation, we include a significant portion of work to demographics/population/economic data. This includes economic benchmarking versus comparable markets across the U.S. These presentations are made at airline headquarters and Air Service Conferences, such as JumpStart and Routes.
- Air Service Incentives. As a part of air service development, we regularly are required to develop air service incentive packages. This can take the form of revenue guarantees (MRG), travel banks, marketing support, cost abatements and finally, the development non-traditional air service incentives, such as Ground Handling operations. In the past year Trillion worked with two different communities to develop MRGs that were instrumental in attracting new service – one was a $750,000 MRG while the other involves multiple parties and is worth $1.9 million annually over 3 years.
- Ongoing dialogue with airlines, tied to airport-in-question’s service. This actually may be among the most important services that a consultant can offer.
- Working with local stakeholders. Trillion regularly speaks to community groups, updating them on key industry trends and how it affects the airport-in-question. Over the past year, we have given specific presentations on the following subjects for our clients: 1) Industry capacity trends (historical and future), 2) LCC growth versus network airline growth, 3) Pilot shortage issues and 4) Airport-specific assessments of air service and how the airport-in-question compares to other regional airports and why. This educational process is instrumental in getting all local entities working in the same direction and setting realistic expectations.
- Ongoing traffic/capacity forecasts, based upon future schedules, giving the airport better information to enable more accurate financial forecasts.
- Development of Sales & Marketing support. Essentially, we help the airline/airport develop marketing plans to help support the service that is in the market – in other words, help keep the service that the airport/community already has. For some of our client airports, we have held quarterly conference calls with both the airline and airport as part of this marketing effort.
- Airport Satisfaction Surveys. To ensure that the airport has the qualities deemed important by travelers, to keep travelers going to the airport and limit as much as possible “leakage”. This customer service element is important and we are starting to institute these as a part of our “Leakage” studies.