Identifying Russian Market Challenges Jean Noel LAU KENG LUN Head of Product Marketing, Corporate and Distribution Channels AMADEUS

Russian Market Challenges… GDS SIRENAs Gabriel (incl. ATOs) TCH other ALs…Utair KrasAir RossiyaS7UralDomodedovo BSP GDS Aeroflot Hotel situation Local deals versus central deals Cash flow & clearing Cultural variances Various GDS Systems e-Ticket systematically not implemented Manual processes Hotel situation Local deals versus central deals Cash flow & clearing Cultural variances Various GDS Systems e-Ticket systematically not implemented Manual processes

A magic solution ?

Challenges are the same everywhere… a lot of too serious people to talk to and to manage… a lot of “complicated things” to connect together…

Where can IT really help : Data, content, responsibility and process Industrialization & productivity gains

Data & Content is a start… The GDSs are as near to a "one-stop shop" available in our industry Anyone who wants –seamless central booking and administrative system –composite global and local solution has to use a GDS as an integral part of their programme Improvement in telecom networks make the entry of Self Booking Tools possible … but an “integral part” is not the whole

Erik van Winkel Edgar, Dunn & Company Brussels, 2 March 2009 Responsibility and process …

Responsibility and process will connect the dots … Travel payment solutions can contribute in different ways to cost reductions –MIS platform to enable more and better corporate deals –Process efficiencies and avoidance of negative costs (fraud, unused tickets etc)  Stimulate payment using corporate card & avoid cash advances  Reduce admin related to expense claims  Reduce employee “creativity” in expense claims  Improve travel MIS  Reduce internal admin related to cash advances  Reduce foreign exchange fees  Improve foreign VAT recovery (e.g. use company name/address in hotel)  Less time spent on gathering (cash) receipts

The Global Supply Chain

IT can weld all together to serve the traveller at every step How do I serve travellers? What do travellers want? But who are the travellers? How do I manage revenues and margins? What do I have to sell? How do I access the right content? Corporation Call Centre Mobile online Technology Retailer / Supplier needsTraveller

‘Old world’ 1995  Focus on air  Travel bookers EasyJet Internet ‘boom’ Web 2.0 ‘New, ever- evolving model’ Now 11/09 EU CRS code of conduct signed 1st airline e- commerce website powered by Amadeus Commission cuts ‘Reinvent’  Airline bankruptcies  Consolidation and alliances  On-line travel shift impacting all business aspects  Focus on non-air products  Models of leisure and business are blurring  Facing entry of new players: meta-search, wholesalers, comparison search, social networks…  From bookers to retailers consumers = THE driving force 3G mobile phones