oneworld Aer Lingus American Airlines British Airways

1
S?G?????S ????????S S??FO???S S??S ???T???S
??????????S ????F???ST?SS??????? 8 ????? 2006

• ????? ?daµ?d??
• ?p??efa??? ??e???? S??se??
• ????????? ????????? - ?????S??S

2
?????????? ??????

• ???O?????? S? ??? ??? ?F????
• ???S?????????? ???????? S??S ???G??S ??S ?G???S
• ???S?????????? ???S?
• ????? ??S ????S ??????G??F?S ??? ??????S???S
• ???????G??? ???O ??? ?? ???? ???T??S ??????S????
  ???S??
• ??????? ??G??? ?????G????? S? ??????? ????? ???
  ???????S

3
???? ???????O? S??FO??O?

• ?????????S
• S?µf???e? ????µe???? ??eta?????? ????s??
  (Multilateral Interline Traffic Agreements-MITA)
• S?µf???e? ?????? ??d???? ?t?s?? µe ???te?
  ?ta???e? (Third Party Code Sharing)
• S?µf???e? ????et??? (Marketing Agreements)
• ?e??p?????? S?µµa??e? (Airline Alliances)

• ???????S
• S?µf???e? ??µe???? ??eta?????? ????s??
  (Bilateral ?nterline ?raffic ?greements - BITA)
• S?µf???e? ?????p?a??a? (Pool S?µf???e? ??????
  Agreements)
• ??d???? ?t?s?? (Code Share Agreements)
• S?µf???e? ?esµe?µ???? T?se??(Blocked Space
  Agreements)
• S?µf???e? ??d???? ???t?µ?????s?? (Special
  Prorate Agreements)

4
???????S????????S S??FO???S
5
S?µf???e? ??µe???? ??eta?????? ????s??(Bilateral
?nterline ?raffic ?greements-BITA)

• ???S??S
• ??? ae??p?????? eta???e? p?? p?a?µat?p?????
  p????aµµat?sµ??e? pt?se?? s?µf????? ? ???e µ?a ?a
  µp??e? ?a p???? µetaf??? p??? st?? d?ad??µ?? t??
  ?????.
• ?????????S????
• ?? s?µßa???µe?e? eta???e? ap?d????ta? ta
  e?s?t???a ? µ?a t?? ?????
• ??d?deta? ??a e?s?t???? ??a ??? t? d?ad??µ? t??
  ta??d???
• ?? e?s?t???? pe????e? t?sa ???p???a ?s?? ?a? ?
  a???µ?? t?? s?e??? t?? d?ad??µ??
• ? t?µ?????s? t?? e?s?t????? ???eta? ??a t? s?????
  t?? d?ad??µ?? ?a? ??? ep? t?? ep? µ????? s?e???
  p?? t?? apa?t?????
• ? ap???µ??s? ap? t?? eta???a p?? e?d?de? t?
  e?s?t???? p??? t?? ???? p?? µetaf??e? t??
  ep?ß?t?, ?p??????eta? µe p?s?st?a?a p??µ??e?a ??a
  ???e s????? t?? d?ad??µ?? ?e????st?
• ? ??????µ??? e??a????s? p?a?µat?p??e?ta? µ?s? t??
  ?ATA CLEARING HOUSE
• ?F???
• ?p??s??pt? p?a?µat?p???s? ta??d??? ep? ???? t??
  d?ad??µ??
• ??a st?s?-µ?a a???? (one stop-one shop)
• ?aµ???te?? ??st?? e?s?t?????

6
S?µf???e? ?????p?a??a? (Pool Agreements)

• ???S??S
• ??? eta???e? s?µf????? ap? ?????? ?a
  s??t???s??? ta d??µ?????a t???, ?a µ????s??? ep?
  ?s??? t?? eßd?µad?a?e? t??? s????t?te?, ?a
  p??sf????? s??????? t?? ?d?? a???µ? ??se?? ?a?
  ?a µ???ast??? ta ?s?da t??? ep? s???e???µ????
  d?ad??µ?? µeta?? t?? ????? t???.
• ?????????S????
• ???s?µf??e?ta? ? ?ata??µ? t?? d??µ??????? ?ste ?a
  ?p?????? ?se? eµp?????? e??a???e? ?a? ??a ta d??
  µ??? ?ste ?a e??a? ef??t? ? d??at?? ?a??te??
  e?µet???e?s? t?? a????? µeta?? t?? d?? ?????
• ???s?µf??e?ta? ? a???µ?? t?? eßd?µad?a???
  d??µ??????? ?a e??a? ? a?t?? ?a? ??a ta d?? µ???
• ?? s????? t?? µetaf?????? ??a??t?ta?(??se??)
  e??a? t? a?t? ?a? ??a ta d?? µ??? ??a ???e
  ep?ßat??? pe???d?(?e?µe????-?a???a?????)
• ? ??????µ???? ap?????sµ?? ap? t?? e?µet???e?s?
  t?? ??aµµ?? ???eta? µe ß?s? s???e???µ???
  µa??µat??? ?p?????sµ? ?a? ßas??eta? sta
  p?a?µat??? ?s?da t?? e??st?te pe???d??
• ? ??????µ??? e??a????s? p?a?µat?p??e?ta? µeta??
  t?? ??????µ???? ?p??es??? t?? d?? ea?????
• ? eta???a p?? p?a?µat?p??e? ta ?aµ???te?a ?s?da,
  ap???µe???eta? ap? t?? ???? µe ß?s? s???e???µ???
  µa??µat??? t?p?
• ?F???
• ??µ??????a µ???p???a??? s??????? st?? a????
• ?e?????sµ?? t?? a?ta????sµ??
• ??asf???s? es?d?? a?e???t?ta ?e?t????????
  ap?d?s??

7
S?µf???e? ??d???? ???t?µ?????s??(Special Prorate
Agreements)

• ???S??S
• ?µp????? s?µf???a µeta?? d?? eta????? t?p??
  Interline µe p??s?µf???µ???
• p?s? ap???µ??s?? ep? s???e???µ???? s??????
  d?ad??µ?? a?e???t?ta t??
• t?µ?? p?? a?a???feta? st? e?s?t????.
• ?????????S????
• ? eta???a-µetaf???a? ap???µ???eta? µe
  s???e???µ??? p?s? a?? s????? s???e???µ????
  d?ad??µ?? t?? d??t??? t??
• ? ??????µ??? e??a????s? p?a?µat?p??e?ta? µ?s? t??
  ?ATA CLEARING HOUSE
• ?F???
• ???f?d?t?s? t?? d??t??? µe ep?p???? ????s? e??
  ß???? t?? a?ta????sµ?? st?? s???e???µ??? d?ad??µ?
• ????µ??a ?s?da
• ????t?? ??a t?? ep??tas? t?? d?ad??µ?? t??
  ta??d???

8
S?µf???e? ?esµe?µ???? T?se??(Blocked Space
Agreements)

• ???S??S
• S?µf???a µeta?? d?? eta????? ??a µ???µe?? ? ?a?
  aµ??ßa?a d?sµe?s?
• s???e???µ???? a???µ?? ??se?? st? ae??p???? ? µ?a
  t?? ????? ??a?t?
• p???a????sµ???? t?µ?µat??.
• ?????????S????
• ?esµe?eta? s???e???µ???? a???µ?? ??se?? C/Y class
  ??a?t? d?af??et???? t?µ?µat?? ??a ???e ?at?????a
  ??s??
• ? p???s? t?? desµe?µ???? ??se?? ???eta?
  ap???e?st??? ap? t?? eta???a ? ?p??a t?? ??t?
• ?? ad???ete?(ap????te?) ??se?? ep?st??f??ta? st??
  eta???a p?? e?te?e? t?? pt?s? e?t?? ???sµ????
  ???????? d?ast?µat?? p??? t?? a?a????s? t??
  pt?s??
• ? ep?st??f? t?? ad???et?? ??se?? µp??e? ?a ???e?
  ??e? t?µ?µat?? (soft block) ? µe p??s?µf???µ???
  t?µ?µa (hard block)
• ?F???
• ???f?d?s?a t?s? t?? on line ?s? ?a? t?? off line
  ????s?? ??a t?? eta???a p?? e?te?e? t?? pt?s?
• ???at?t?ta p???s?? se d?ad??µ?? ?p?? µ?a eta??a
  de? pet?

9
S?µf???e? ?????? ??d???? ?t?s??(Code Share
Agreements)

• ???S??S
• S?µf???a t?p?? ????et??? µeta?? d?? eta?????
  s?µf??a µe t?? ?p??a ? µ?a eta???a µp??e? ?a
  ???s?µ?p??e?t?? ?d?? ??d??? pt?s?? µe t?? ????
  eta???a ??a s???e???µ??? d??µ?????? µe s??p? t??
  s??t???sµ? t?? pt?se?? ?ste ?a d?af?µ?se? ?a? ?a
  p????se? t?? pt?s? t?? ????? eta???a? sa? d???
  t??. ?e t?? s?µf???a a?t? ? µ?a eta???a a?????e?
  ??se?? st? ae??p???? t?? ????? eta???a?.
• ?at? µ?a ?p??? a?t? ? s?µf???a e??a? s?µf???a
  t?p?? wet leasing µeta?? operating ?a? marketing
  carrier.
• ?????????S????
• Te??e?ta? ?t? ?a? ?? d?? eta???e? pet??? ap?
  ?????? t? s???e???µ??? de?µ?????? a?e???t?ta t??
  ?a?a?t???sµ?? t??? sa? operating/marketing
  carrier ? ?a? a?t?st??fa
• ?µf???s? ?????? ??d???? pt?s?? t?s? sta s?st?µata
  ??at?se?? ?s? ?a? st??? p??a?e? t?? ae??d??µ???
• ????? ???s? ep?ßat?? st? ae??d??µ??
• ????? sa????a First/ Business class st?
  ae??d??µ??
• S?µßat?t?ta µeta?? t?? s?st?µ?t?? ??at?se?? ??a
  e?e??e?? p???s? e?s?t????? (free sale) se ??? t?
  ae??s??f?? ? ??a s???e???µ??? a???µ? ??se??
  (blocked space)
• ?µ??ßa?a ap?d??? t?? p????aµµ?t?? ??????s??
  ??????t?? (FFPs)
• ? ??????µ??? e??a????s? ???eta? µeta?? t??
  eta?????.
• ?F???
• ?p??tas? d??t???
• ????ap?as?asµ?? s????t?t??
• ???f?d?s?a t?? on line ????s??
• ???f?d?s?a t?? off line ????s??

10
S?µf???e? ?????? ??d???? ?t?s??(Code Share
Agreements)

• ??S???? G?? ??? ??????????? CODE SHARING
• ????.....
• ???sd????se t?? s??p? ??a t?? ?p??? ???eta? t?
  Code Sharing
• T?se t??? d????? s?? st?????
• ???sd????se ta ?p?? ?a? ta ?at?
• ?t??µ?s?? ?a af?e??se?? ?????, ???µa ?a? ??p?
• ?e? e??a? e??e???µa µ????? ???????? d????e?a?
• ???a? p??? p?? p???p???? ap? ?t? µp??e? ?a?e?? ?a
  fa?taste?
• ??sµe?se e?e?d??e?µ??? a????p??? d??aµ??? ?a?
  ?p?st?????
• ???se t??? ????? s?? ?a? µ? af?se?? t? a?t??et?
• ??? ?p?t?µ?? t?? d?s????e? p?? pa???s?????ta?
• ?? ???µa e??a? p?? µet?? st? t????
• ???µ????s? t?? d?ad??as??? e??a? ? ???? ??e?d?
  

11
S?µf???e? ?????? ??d???? ?t?s??(Code Share
Agreements)

• ??????S ?? ??????????S ??S ???????S??S ????S ???
  ??
• ????????S ?? ???SF???S??S...........
• ??? s?µßat?t?ta µeta?? s?st?µ?t?? ??at?se??
  ??se??
• ??? ?e?t??????? ?p?st?????
• ?p??s??pte? p???se?? ?a? d?a??µ? t?? ????
  p?????t??
• ?a e?asfa??se?? p???t?ta p?????t?? ?d?a ? ?a?
  ?a??te?? ap? t?? s??e???t? s??
• ?a ??e?? ????? ??aµa µe t?? s??e???t? s??
• ?a ep?t??e?? ??p??? ßa?µ? s?????s?? eta??????
  ????t???a? µe a?t? t?? s??e???t? s??
• ?a ap?ß??pe?? st?? ?d?? ep??e???µat??? st??? µe
  t?? s??e???t? s??
• ?a ap?d?de?? t?? ?d?a s?µas?a t?s? sta
  ???t?(tangibles) ?s? ?a? sta µ?
  ??ata(intangibles) p?e??e?t?µata t??
  s??e??as?a?
• ?a d?a??te?? ???µa ?a? ??a?? a????p??? d??aµ???
  ??a t? ????et??? ?a? t?? ??????s? t?? ????
  p?????t??
• ?a ??e?? ta?t? pa?a???????s? ?a? e?t?µ?s? t??
  ap?te?esµ?t??

12
S?µf???e? ?????? ??d???? ?t?s??(Code Share
Agreements)

• ??? ?? ?????S ????.........
• ??? ?? ???G?? ????????? ???G???

13
?????????S ????????S S??FO???S
14
S?µf???e? ????µe???? ??eta??????
????s??(Multilateral ?nterline ?raffic
?greements- MITA)

• ???S??S
• ?e??ss?te?e? ap? d?? ae??p?????? eta???e? p??
  p?a?µat?p????? p????aµµat?sµ??e? pt?se??
  s?µf????? ? ???e µ?a ?a µp??e? ?a p???? µetaf???
  p??? st?? d?ad??µe? t?? ?????.
• ?????????S????
• ?? s?µßa???µe?e? eta???e? ap?d????ta? ta
  e?s?t???a ? µ?a t?? ?????
• ??d?deta? ??a e?s?t???? ??a ??? t? d?ad??µ? t??
  ta??d???
• ?? e?s?t???? pe????e? t?sa ???p???a ?s?? ?a? ?
  a???µ?? t?? s?e??? t?? d?ad??µ??
• ? t?µ?????s? t?? e?s?t????? ???eta? ??a t? s?????
  t?? d?ad??µ?? ?a? ??? ep? t?? ep? µ????? s?e???
  p?? t?? apa?t?????
• ? ap???µ??s? ap? t?? eta???a p?? e?d?de? t?
  e?s?t???? p??? t?? ???? p?? µetaf??e? t??
  ep?ß?t?, ?p??????eta? µe p?s?st?a?a p??µ??e?a ??a
  ???e s????? t?? d?ad??µ?? ?e????st?
• ? ??????µ??? e??a????s? p?a?µat?p??e?ta? µ?s? t??
  ?ATA CLEARING HOUSE
• ?F???
• ?p??s??pt? p?a?µat?p???s? ta??d??? ep? ???? t??
  d?ad??µ??
• ??a st?s?-µ?a a???? (one stop-one shop)
• ?aµ???te?? ??st?? e?s?t?????

15
S?µf???e? ?????? ??d???? ?t?s?? µe ???te?
?ta???e? (Third Party Code Sharing)

• ???S??S
• ???a? s?µf???a ?????? ??d???? ?t?s?? µeta??
  pe??ss?t???? t?? d?? eta????? ?p?? µ?a eta???a
  ß??e? t?? ??d??? t?? pt?s?? t?? se µ?a t??t?
  eta???a ? ?p??a e?te?e? ??a s???e???µ???
  d??µ?????? ??a ???a??aµ? a?t??. ? t??t? eta???a
  ?e?t????e? se?e??? sa? operating carrier.
• ?????????S????
• ?a ?d?a µe t? d?µe??? Code Sharing
• S??????eta? ap? t??t? s?µe?? p??? t?? ?d?? te????
  p?????sµ?
• ?aµ??? ??t?s? µetata?? s?µe??? a?a????s?? ?a?
  te????? p?????sµ??
• ?F???
• ?a ?d?a µe t? d?µe??? Code Sharing
• ?e?t????e? ep???????? ??a off line ????s?

16
S??FO???S MARKETING

• ???S??S
• ???a? ? s?µf???a µeta?? d?? ? pe??ss?t????
  ae??p?????? eta????? ?a
• s??e??ast??? se ??µata Marketing
• ?????????S????
• S??e??as?a ?????? sta µe???a ??µß??? ?e??d??µ?a
  (Hubs)
• ????? ep??e???s?a?? p??s?p??? (ep??e?a
  e??p???t?s?, p??s?p??? ae??d??µ???)
• ????? ??afe?a p?a?t??e??? ??a t?? p???s?
  e?s?t?????
• ?µfa??st??a? sta p??ta ?????a µet? t??
  F??e?e??e??p???s? (80?)
• ???p?µp?? t?? ?e??p?????? S?µµa????
• ?F???
• ??????µ?e? ???µa???
• ????????µ?s? ??st???
• ?e??s? p??s?p????
• ?aµ???te?e? t?µ?? ???? ?aµ???te??? ?e?t????????
  ??st???

17
?e??p?????? S?µµa??e?(Airline Alliances)

• ???S??S
• ???a? ? s?µf???a µeta?? d?? ? pe??ss?t????
  ae??p?????? eta????? ?a
• s??e??ast??? st? ??at? µ????? se ??s?ast???
  ep?ped?
• ?????????S????
• ?e?t?????a µ?sa ap? ??µß??? ?e??d??µ?a (Hubs)
• ????? ??afe?a p?a?t??e??? ??a t?? p???s?
  e?s?t?????
• ?????? e??atast?se?? s??t???s?? ae??s?af??
• ?????? ?e?t???????? e??atast?se?? (catering,
  µ??a????af??? s?st?µata)
• ????? ep??e???s?a?? p??s?p??? (ep??e?a
  e??p???t?s?, p??s?p??? ae??d??µ???)
• ?????? epe?d?se?? ?a? a????? ??a t?? ep?te???
  µe?a??te??? e?pt?se?? st?? ???? t?? pa?a??e????
  (ae??s??f?)
• ??tetaµ??? ???s? pt?se?? ?????? ??d???? ?t?s??
• ?µ???t?p?a st???? ?p?? e??a? ef??t?

18
?e??p?????? S?µµa??e?(Airline Alliances)

• ?F???
• ??tetaµ??? d??t??. ???????? t? 80 t??
  µetaf?????? ??a??t?ta?(ASKs) ?a? p??? ap? t? 50
  t?? ep?ßat???? ae??p?????? ????s?? pa???sµ???
• ??????µ?e? ???µa???
• ?aµ???te?e? t?µ?? ???? ?aµ???te??? ?e?t????????
  ??st??? se s???e???µ??? d?ad??µ?
• ?e????? a???µ?? p?????sµ?? µe e????? p??sßas?
• ?e??µ???? ?????? ta??d??? ???? a??st?p???µ????
  ?????? st?? a?tap????se?? pt?se??
• ?a??te?? a?taµ??ß? sta ??????µµata S?????
  ?p?ßat?? (FFPs) ?a? t?? ap?d?s? se ??a
  ???a??asµ? ??a pt?se?? µe p????? eta???e?
• ???at?t?ta ???s?? t?? ?????aµµ?t?? S?????
  ?p?ßat?? (FFPs) se ??e? t?? eta???e? µ???
• ??d?s? e?s?t????? ??a ??? t?? ??sµ? µe ?aµ???
  ??st??

19
?e??p?????? S?µµa??e?(Airline Alliances)

• ?????????????
• ?esp????sa ??s? sta µe???a ??µß??? ae??d??µ?a
  (Hubs)
• ??µ??????a ????p???a??? ?atast?se?? st?? a????
• ?????te?e? t?µ?? se ?se? d?ad??µ?? µe???eta? ?
  a?ta????sµ??
• ?e??s? t?? s????t?t?? ?p?? de? ?p???e?
  a?ta????sµ?? ??a µe?a??te?? p????t?ta t?? pt?se??
  

20
?e??p?????? S?µµa??e?(Airline Alliances)

• STAR ALLIANCE
• ?µe?. ?d??se?? ????? 1997
• ?p?ß?te? 425 e?.
• ?µe??s?e? a?a????se?? gt15.500
• ?p??????? 360.000
• ???e? p?? pet? 152
• ?e??d??µ?a p?? pet? 842
• St???? 2.800 a/f?

21
?e??p?????? S?µµa??e?(Airline Alliances)

• STAR ALLIANCE
• AIR CANADA
  SOUTH AFRICAN AIRWAYS
• AIR NEW ZEALAND Spanair
• ANA SWISS
• Asiana Airlines TAP PORTUGAL
• Austrian
  THAI
• Bmi UNITED
• LOT POLISH AIRLINES US AIRWAYS
• Lufthansa VARIG
• SAS Scandinavian Airlines
• SINGAPORE AIRLINES

22
?e??p?????? S?µµa??e?(Airline Alliances)

• ?neworld
• ?µe?. ?d??se?? Feß???????? 1999
• ?p?ß?te? 242.577 e?.
• ?µe??s?e? a?a????se?? 8.110
• ?p??????? 248.179
• ???e? p?? pet? 134
• ?e??d??µ?a p?? pet? 599
• St???? 1.982 a/f?

23
?e??p?????? S?µµa??e?(Airline Alliances)

• oneworld
• Aer Lingus
• American Airlines
• British Airways
• Cathay Pacific Airlines
• Finnair
• Iberia
• LAN Airways
• Qantas

24
?e??p?????? S?µµa??e?(Airline Alliances)

• Sky Team
• ?µe?. ?d??se?? ??????? 2000
• ?p?ß?te? 372,9 e?.
• ?µe??s?e? a?a????se?? 14.615
• ?p??????? 286.958
• ???e? p?? pet? 149
• ?e??d??µ?a p?? pet? 728
• St???? 2.018 a/f? s?? 1190 ap? s??e??a??µe?e?
  eta???e?

25
?e??p?????? S?µµa??e?(Airline Alliances)

• Sky Team
• AEROFLOT
  Delta
• AEROMEXICO KOREAN AIR
• AIR FRANCE nwa
• KLM
• ALITALIA
• Continental Airlines
• CSA CZECH AIRLINES

26
?e??p?????? S?µµa??e?(Airline Alliances)

• Qualiflyer(1997-2002)
• Air Europe TAP
• Air Littoral Turkish Airlines
• AOM Volare
• Crossair
• LOT
• PGA
• Sabena
• Swissair

27
?? G???S????G? ?????

• ?? ???T??S ???????????? ??T?S?OS ?? ?????
  ??S?????? S? ???????S ??????????S S??FO???S (AIR
  SERVICES AGREEMENTS)
• ???????S???? ???T??S ??????
• ?????? ????S? ???S S?G??????????S ??????S???S
• ?G?OS??S ?G???S
• ???F???S?? ??? ON LINE OFF LINE ???????
• ???S?????? S??? ???G?? ??S????????S/ ??????????S
  ????S?S

28
?? G???S????G? ????? ???? ??? F??????T???????S?

• ?G???
• ????S? ??? ????GO??S???
• ???S ?G???S
• ??????S? ?????O?
• ???????? ??????O? ?????????O?
• ??F???S? ?O? ??????O? ??????? ??S???S(LLC)
• ????????S???? ???????G??
• ?????????S ???????S