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CAPA TV | September 27, 2020

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Air Procurement: The Buyers’ Perspective

  • On August 11, 2014

Where airlines are excelling – and where they need to improve

  • Commercial deal models: revenue vs marketshare vs segments – what’s the right formula for mutual success?
  • Sourcing vs negotiating: are RFPs the path forward, or can ongoing dialogue and negotiation provide better results?
  • Alliance contracts: are they relevant and useful for both buyers and airlines?
  • What alternatives to traditional corporate deals are buyers exploring – LCCs, spot-purchase, cheapest available?

Moderator: JAR insights & strategy, Principal, David Hughes 

South Australian Government, 
Director, Strategic Contracts, Justin Sara
Church Resources, CEO, Luke Kenny
Monash University, Category Manager, Travel & Fleet, Strategic Procurement, Damon Rapke
Rio Tinto, Category Specialist Asia Pacific 
– Travel & Expense Management, Global Sourcing Services, Joanne Taylor 


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