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1、WORKING DRAFTLast Modified 10/27/2016 2:51 PM China Standard Time PrintedFuture of airline distribution航空公司分銷的未來AND PROPRIETARY 專有信息Any use of this material without specific permission of McKinsey & Company is strictly prohibited麥肯錫公司特別，嚴禁使用本資料2016中國航空McKinsey & Company 9Not owning customer means未擁有

2、客戶意味著時貨Subject to fierce price-only competition, customers shop around由于價格競爭激烈，比三家Product commoditized產(chǎn)品商品化Pay GDS and other fees on bookings預(yù)定需要支付 GDS 和其他費用Dont get deep customer insights and cant communicate directly to customer with offers未深入了解客戶且無法直接與客戶溝通報價McKinsey & Company 13So, what should ca

3、rrier do 那么，航空公司需要做些什么Invest in own technology, or, partner and outsource ifcannot support投資開發(fā)自己的技術(shù)，或者如果無法支持則尋找合作伙伴和外包資源Ensure total reliability and great user experience on mobile and web確保應(yīng)用和網(wǎng)頁的總體可靠性和良好的用戶體驗Expand to support all payment methods: Alipay, offlinecash etc.擴展到支持所有支付方法：支付寶、線下現(xiàn)金支付等等Offe

4、r “own app” specials: fares; advance seat selection earlier; earlier online check in; bonus Phoenix提供“自家應(yīng)用”特別關(guān)照：票價；提前選座；提前辦理登記手續(xù)；常旅客計劃Reduce commissions to zero inhome markets在國內(nèi)市場將傭金降至零Best rate guarantee (which is not a real guarantee and helps with enforcement)最價格保證（并非真正的擔保而是為了幫助實施）Clamp down on any agencies