Air Procurement: The Buyers’ Perspective
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