19 – 20 June 2019, Geneva, Switzerland Welcome Yanik Hoyles, Director Industry Distribution Programs, IATA Who is in the room? Other (Consultants, Corporate Buyers ARC, etc.)… 20% Tech Companies Airlines 17% 22% TMCs 18% Thank you to our sponsors: Host Airline & Networking Lunch Sponsor Principal & Networking Dinner Sponsor Platinum Sponsor Gold Sponsor Welcome Eric Léopold, Director FDS Transformation, IATA Airline retailing vision Enhanced Distribution New Distribution Capability CUSTOMERS Personalized Simple offers fulfilment Dynamic Offers ONE Order NDC Momentum Yanik Hoyles, Director Industry Distribution Programs, IATA Key themes • New Features! • 1 - Areas of focus for 2019 • 2 - Engagement – Agents & Buyers • 3 - Leaderboard Status • 4 - Certification (L4 & @Scale) New! NDC Matchmaker Work In Progress A free web-based tool to SEARCH CONNECT COMPARE with NDC partners www.iata.org/ndc- matchmaker ACCELERATEFor Business Travelers @IATA First industry-owned accelerator •MissionWider accessHelp airlines to content accelerate their transition into digital retailing • Richer & broader on-line booking Goaltool experienceCreate pilots and implementation with greater • Increasedspeed, satisfaction agility and tech expertise Members Startups, Airlines, Industry partners Scope Industry driven initiatives, e.g: NDC capabilities Term July 2019 - ongoing Key focus for 2019 Fundamentals are in More competition and NDC delivers value place innovation • Innovation in airline and • Servicing commonly • Evidence of new airline travel agent IT deployed products • Dynamic offer first pilots • GDSs in production •Active advocacy in US/EU • Some TMCs and OBTs live • Financial analysts and VCs evaluation of air retailing •New aggregators • Broader education NDC progressively replaced by retailing! Engagement - Travel Agents GTEC • Welcomes NDC@Scale to improve conversation with airlines • Is frustrated with lack of airline new products and services • Would like more visibility on airline NDC volumes • Requires stronger focus on technology blockers from travel agent perspective European TMC “Council” Ref architecture round 2 Radius, BIG Travel (Nordics), BTS (Belgium) Cisalpina (Italy) , DERPART (Germany) Gray Dawes (UK) , Kuoni Bus Travel (CH) Selectour (France) … Engagement – Corporate Buyers 1. Education – “Envoys” 2. BTN collaboration – 10 events 3. GBTA Convention – 8 sessions & IATA booth 4. Propathon – Corporate Travel Program 5. Focus on OBTs 6. Frustrated with lack of new Airline Product Services The journey to 2020 – IATA NDC Leaderboard 14 NDC transactions - Leaderboard 25.0% 20% 20.0% 15.0% 12% 10.0% 8% 5.0% On track for 8% by end of 2019 0.0% Forecast NDC Certification Status Level 4 – Registry open 1 March 21 companies Level 4 certified • 9 Airlines – 7 NDC Leaderboard • 12 IT Providers & Aggregators NDC@Scale for Airlines • Application available since 21 May • GTEC approved Business Travel Ready • Registry to open in September Next Steps NDC@Scale for Aggregators Tangible Action: Live examples of NDC integration Go to www.slido.com Join with event code #IBTS2019 Tangible Action: Live examples of NDC integration Johannes Walter, Senior Director Distribution Global Market Management, Lufthansa Group Jens Schuster, Senior Director Franchising, Lufthansa City Center International Sven Friz-Kleinspehn, Product Manager, Midoco Alon Meisels, CEO, Atriis NDC Partner Program Enabling retailing in the airline industry June 2019 IATA Business Travel Summit lufthansagroup.com Partners across the value chain Johannes Walter Sven Friz-Kleinspehn Senior Director Product Manager Distribution Global Market Management Jens Schuster Alon Meisels Senior Director Franchising & New Chief Executive Officer Distribution Technologies Airline Group Travel Tech Provider Travel Management Company Travel Tech Provider IATA Business Travel Summit June 2019 Partners across the value chain Johannes Walter Sven Friz-Kleinspehn LufthansaSenior Director Group airlines Product Manager “Distributionstrive Global to Market put Management the customer Jens Schuster Alon Meisels at center stage and developSenior Director Franchising & New Chief Executive Officer Distribution Technologies value-based partnerships.” Airline Group Travel Technology Provider Travel Management Company Travel Tech Provider IATA Business Travel Summit June 2019 Partners across the value chain Johannes Walter Sven Friz-Kleinspehn LufthansaSenior Director Group airlines Product Manager “Distributionstrive Global to Market put Management the customer LCCI ensuresJens Schuster all members Alon Meisels at center stage and developSenior Director Franchising & New Chief Executive Officer “to reflectDistribution tomorrow’s Technologies TMC- value-based partnerships.” Business Model. Lucy is our Airline Group Travel Technology Provider response to achieve that.” Travel Management Company Travel Tech Provider IATA Business Travel Summit June 2019 Partners across the value chain Johannes Walter Sven Friz-Kleinspehn Senior Director Product Manager Distribution Global Market Management LCCI ensuresJens Schuster all members Alon Meisels Senior Director FranchisingAs & Newpartner fromChief the Executive very Officer “to reflectDistribution tomorrow’s Technologies TMC- “beginning, Atriis supports Business Model. Lucy is our Airline Group agents to provide E2E Travel Technology Provider response to achieve that.” service.” Travel Management Company Travel Tech Provider IATA Business Travel Summit June 2019 Partners across the value chain Johannes Walter Sven Friz-Kleinspehn Senior Director Product Manager Distribution Global Market Management Midoco provides a stable Jens Schuster Alon Meisels “and automized process for Senior Director FranchisingAs & Newpartner fromChief the Executive very Officer Distribution Technologies “beginning, Atriis supports mid- and back office processes to complete the Airline Group agents to provide E2E Travel Technology Provider service.” whole chain.” Travel Management Company Travel Tech Provider IATA Business Travel Summit June 2019 Agenda Lufthansa Group airlines 01 Recap last year & where we are now Lufthansa City Center 02 Project overview Atriis 03 One system concept Midoco 04 Architecture mid- and back office processes IATA Business Travel Summit June 2019 Lufthansa Group airlines’ road to NDC By developing it’s own efficient NDC API, Lufthansa Group airlines launch innovative offers not only in it’s own purchase points, but with a steadily growing number of agents sourcing NDC API. And the journey continues! … and more to come! Continuous Pricing One Order seamless payment blockchain additional ancillaries future bundling Rich Content new payment NDC Smart Offer Functional NDC API Full capabilities NDC Smart Offer NDC Bonus Market specific People and Processes Partner specific Knowledge and resources Servicing Technology Lower entry prices User oriented service State of the art NDC API in .com & NDC API 2015 … since Lufthansa Group airlines gained distributive freedom 2018 IATA Business Travel Summit June 2019 Where Lufthansa Group airlines stand now 1st airline group to receive IATA Continuous Level 4 3,000+ Pricing live NDC certification connected NDC partners 70+ Lufthansa Lufthansa Group airlines‘ NDC becomes first airline Aggregators & Travel Tech to receive Providers Lufthansa Group airlines’ Direct Distribution share ONE exceeds 50% Order certification IATA Business Travel Summit June 2019 Lufthansa Group airlines’ commitment Customer Value-based Centricity Partnerships From generic to relevant From transactional to purchases. value-based partnerships. 5.5 Bn Euro Turnover in 2018 Snapshot: 10m June 2019 GDS-Segments in 70% Corporate 2018 30% Leisure # Travel Consultants 573 # Lucy Users 5.300 Offices 90+ countries 40 33 % Snapshot: Growth Rate on 200 Lufthansa Group 15 June 2019 NDC-CPNs Lucy TRIPS daily # LCC Members 20 # LCC Members in Lucy Pipeline 40 Suppliers 18 countries LIVE Connected 62 In business since 20.06.1929 Transition from The World’s eldest Fax & Paper operating IATA to Lucy & Wallet since 27.04.1949 1. Access to best available content 2. Attract young travel talents Lucy Pioneer 3. Boost productivity from & profitability Day # 1 4. Leverage customer centricity App App App Adapt App App App 1 2 3 A B C App App App To App App App 4 5 6 D E F App App App App 7 8 9 App App Change. G H I Faster. NDC Smart Offer Lufthansa Group airlines continuously expand the NDC Smart Offer and thereby enhance the attractiveness of direct distribution channels. Continuous Pricing Better and more individual offers due to unlimited price points Exclusive Ancillary Services Ancillaries exclusive to NDC channel only, e.g. WiFi and Lounge Voucher NDC exclusive fare bundles Economy Light & Business Saver fares are only available via NDC IATA Business Travel Summit June 2019 IATA Business Travel Summit June 2019 One shared platform TMC desktop & OBT The TMC ecosystem end-to-end solution IATA Business Travel Summit June 2019 Progress lies not in enhancing what is, but in advancing “ toward what will be.” Khalil Gibran IATA Business Travel Summit June 2019 Go to www.slido.com Join with event code #IBTS2019 Tangible Action: Live examples of NDC integration Bryan Koh, Vice President E-commerce and Distribution, Singapore Airlines Scott Ward, Global Head of Partnerships, Corporate Travel Management (CTM) CTM X SIA NDC PARTNERSHIP Scott Ward, Global Head of Partnerships, CTM Bryan Koh, Vice-President E-Commerce and Distribution, Singapore Airlines Content ■ Singapore