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Case study Company name: Thomas Cook AG
Thomas Cook AG, a major tour and travel operator's charter carrier increases seat occupancy and profits, while meeting customer demand for greater flexibility, with the implementation of a state-of-the-art sales channel management module from IBM Global Business Services. |
Business need | The savvy travel consumer now has multiple options for planning and purchasing travel. Many people now wait until the last minute to purchase their airline seats, and they do so, not through traditional travel agents and tour operators, but online through one of many alternative sales channels. Condor, Thomas Cook’s charter airline, needed a way to more effectively allocate seats to tour operators and to retrieve and sell the unsold seats. Condor sought a dynamic allocation system that could be updated in real time, and which would communicate with its sales channels' allotment management systems and other standard booking systems in the travel industry. |
Solution | IBM Global Business Services worked with Thomas Cook to implement AVANTI - a state-of-the-art allotment management system. AVANTI automates and improves the flexibility of Condor's sales channel selling and price optimization process, while giving the company's seat disposition controllers real-time seat and price status. The system gives Condor a customizable sales strategy, with the ability to calculate and set prices throughout the entire sales cycle. AVANTI helps Condor maximize its seatload factor and pricing while satisfying customer demand for greater flexibility in flight booking. |
Results As a result of the BCS solution, Thomas Cook achieved some considerable benefits, including: · Increased seatload factor by more than 10% · Increased profit by 10% · Greater flexibility and responsiveness to customer demand for one-way and other non pre-packaged holidays · Reduction in non-managed flights to zero, even where a controller is absent or ill |
Customer testimonial | “Once again IBM reacted flexibly to the requirements with excellent knowledge of our initial situation. The team presents a very high degree of orientation towards the customer, and competence regarding the solution.” Ingo Schuch, Project Management Condor, Thomas Cook AG. |
Customer information | Thomas Cook AG | Thomas Cook AG offers "The Whole World of Travel." The integrated tourism group works across the travel value chain, which encompasses airlines, hotels, tour operators, travel and incoming agencies. It provides its customers from all over the world with the right product in all market segments.
The group includes 34 tour operator brands, about 3,600 travel agencies selling products worldwide, a portfolio of 76,000 controlled beds, a fleet of 73 aircraft and around 24,600 employees. Thomas Cook also operates through its own television channel and Web sites. Condor Flugdienst GmbH is Thomas Cook's own charter airline.
The company is present in marketplaces in Germany, the United Kingdom, Ireland, France, Belgium, Luxembourg, the Netherlands, Austria, Hungary, Poland, Slovakia, Slovenia, Egypt, India, the U.S./Canada and Thailand. |
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