Mexicana Airlines Partnership with Sabre Airlines Solutions
Mexicana Airlines has announced significant improvements in its ability to
measure route utilisation and agency performance as a result of Sabre
Airline Solutions market data and analysis system implementations.
In 2003, Mexicana chose to replace the market data analysis products
provided by a previous vendor with the Sabre TransVision traffic flow
analyser and the Sabre WiseVision sales expansion system to maximise
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opportunities, gain market share, improve schedules and optimise commission
disbursements to travel agencies.
“Providing employees with systems that offer more efficient ways of
detecting market trends and changes has helped Mexicana make wiser
decisions,” said Sergio Allard, executive vice president sales and
marketing for Mexicana. “By using the TransVision and WiseVision systems,
we now have reliable numbers, giving our sales representatives greater
negotiation power. With these systems, Mexicana has increased overall
confidence in the business decisions we make, and has allowed Mexicana to
negotiate new commission agreements with agencies, track their performance
and greatly increase sales representative efficiency.”
Airlines utilising TransVision and WiseVision have been able to increase
overall booking share up to 2 percent, and increase specific market booking
share by as much as 7 percent.
“We are not doing our jobs unless we can provide airlines with bankable
results,” said Steve Clampett, president of airline products and services
for Sabre Airline Solutions. “With TransVision and WiseVision, airlines
gain benefits almost immediately.”
The WiseVision system helps Mexicana sales representatives decrease the
time required to analyse and interpret large quantities of market data. By
presenting analysis results in multiple ways to support the sales process,
the system facilitates productivity and financial savings in the pursuit of
winning opportunities.
“Our sales people are amazed by the capabilities and amount of information
provided by these tools and have noticed a significant difference in the
way that Mexicana operates now versus when we used the previous products,”
said Allard.
With more than 100 sales representatives, the carrier has significantly
improved efficiency by utilising the WiseVision system’s groups, structures
and templates features to save time and effort in analysis. This provides
the sales team more time to focus on their core business of selling.
Mexicana has further leveraged its market information data tapes (MIDT)
purchase with the use of the TransVision analyser in its network management
department. The system assists with scheduling and task planning based on
traveller booking trends. System efficiencies mean users spend less time
retrieving and compiling data and more time making business decisions.
Analysis of areas such as route performance, passenger flow and codeshare
evaluation facilitates maximised flight schedules. The system also lets
Mexicana view potential market opportunities in a variety of ways by
extracting valuable transit information from CRS and GDS booking
transactions.
Through the use of the TransVision system, Mexicana is not only able to
track and evaluate its codeshare agreements, but competitive codeshare
agreements as well. This gives the carrier a strategic advantage during
future negotiations.
Mexicana also utilises the TransVision system to determine network
utilisation. This data-mining system provides the carrier with detailed
analysis of origin and destination (O&D) data. Utilising the in-depth
travel analysis, the airline’s planning and scheduling departments can
modify and adapt flight schedules to fit traffic flow patterns. Due to the
system’s ability to identify the most popular routes and transit points,
Mexicana can target the best possible departure and/or arrival times and
maximise passenger loads, while increasing revenues and potentially
expanding market share.
Mexicana utilises both systems as Sabre eMergo Web-enabled solutions, the
Sabre Airline Solutions’ applications service provider (ASP) model.
Accessing these systems via the eMergo environment eliminates the airline’s
need for costly and complicated in-house data centre infrastructure and
support.
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