Xiamen Airlines Joint Travel Company To Expand Key Account Market

Recently, Xiamen Airlines and travel management company, CITS express and PHILPS electronics formally signed a three party agreement, which is undertaken by CTO express to undertake PHILPS's travel business. Xiamen Airlines has become one of its air ticket co operative suppliers.

So far, Xiamen Airlines has reached 29 new signed three party clients with the help of travel management company, and continues to expand the large customer market.

Large multinational companies such as PHILPS and the top 500 companies in the world generally outsource their travel business to professional travel management companies due to the large number of types of services, high frequency and large consumption volume.

If an airline wants to cooperate with its airline ticket business, it must sign a three party agreement through a travel management company.

Xiamen Airlines has studied the trend of fares in Beijing, Shanghai and other places, and found that this cooperation mode can not only bring more business visitors to the company, but also effectively drive the proportion of high priced accommodation and raise the average fare level.

So since 2012, Xiamen Airlines has been working with CAC, Naka Yoshinobu, jCG, Ctrip and other famous travel management companies to dig high quality units.

Successfully signed a three party cooperation agreement with HUAWEI, Daimler, Bayer, Hitachi, SIEMENS, Lenovo and other well-known large enterprises. In 2014, the new three party customers reached 17, with a total revenue of 46 million yuan, an increase of 36.59% over the same period last year.

Data show that the three party agreement

The driving effect is very obvious. Taking Bayer as an example, in 2012, when the company entered into an agreement with Xiamen Airlines, only 38% of the total price tickets were purchased, but now it has risen to 64%, which has been effectively promoted.

The quality of revenue on the relevant routes in Shanghai has also enhanced the competitiveness of Xiamen Airlines on the common flight routes.

Thanks to the increasing number of customers, Xiamen Airlines's sales revenue of three party customers reached 17 million yuan in the first quarter of this year, a substantial increase compared to last year.

In addition to PHILPS, the travel negotiations between Xiamen Airlines and GlaxoSmithKline and Microsoft have basically come to an end, and a cooperation agreement will be signed soon.

At the same time, negotiations with DELL and Baidu are also advancing in an orderly way, and the pace of Xiamen Airlines's expansion of three party customers is accelerating.

What is particularly worth mentioning is that, apart from the travel management companies, Xiamen Airlines has also made full use of the resources of Tianhe alliance to excavate high-quality enterprise customers through the form recommended by ALLIANCE AIRLINES. In April last year, it successfully signed a three party cooperation agreement with the Sony Corp, and has reached preliminary cooperation with China commercial aviation.

The Tianhe alliance has also launched a major client program in China recently, encouraging all alliance airlines to recommend its own quality customers to share with other ALLIANCE AIRLINES. It plans to sign a total of 72 enterprises in Tianhe alliance by the end of 2016, which will also bring a rare opportunity for Xiamen Airlines to expand its large customer market.