FCM shines the Spotlight on Aviation in Adelaide

Plane sunset
Media Releases 31 Oct 2016

Following on from the successful launch of FCM Illuminate in Melbourne at the beginning of September, the FCM team immediately put the plans in place for a regional event which was held in Adelaide on Thursday 27th October. This time focussing solely on the aviation industry, the FCM Illuminate - Spotlight on Aviation afternoon was attended by local and interstate Procurement and Travel Category Managers.

The afternoon kicked off with Virginia Fitzpatrick, General Manager, 4th Dimension Business Travel Consulting Group presenting airline data specific to the Adelaide market, including city pair average ticket prices, fare increases, seat capacity among other things.

We then invited the very passionate duo of aviation professionals, Michael McDonald, Virgin Australia's Regional Corporate Sales Manager, Vic/SA/Tas along with Nick Vanderwoude, Senior Manager - Sales Qantas Airways to join Virginia on the Aviation Panel Q&A. Delegates posed some curly questions with our airline competitors enjoying much light hearted banter in front of the room.

An update from both airlines saw Nick sharing the news of the day with Qantas announcing the pending arrival of the Dreamliner 787 and a new Qantas logo launched earlier in the day in Sydney. Qantas travellers will also soon be able to enjoy a new flagship lounge in London.

Renos Rologas, Head of Account Management for FCM Australia presented some of the FCM ClientBank Connect airline dashboards which are helping customers to measure and manage their airline contracts. Renos saying "instead of waiting for your quarterly Prism report from your preferred airline, our clients are staying on top of their market share agreements by utilising specific KPI dashboard reports in the new FCM ClientBank Connect tool".

The last session of the day saw Virginia Fitzpatrick lead us through How to Negotiate the best Airline Deal with Virginia actually sharing her key RFP measurement criteria with the room. "While scheduling and seat capacity should have a higher priority in decision making, it often and simply comes down to the percentage discounts offered by the airlines" said Virginia.

"The benefit of focusing on a single topic allowed delegates to come along for the afternoon and take away up to date knowledge on how to negotiate, measure and manage their airline contracts better" said Andy Stark, FCM's Regional General Manager Vic/SA. 

The day wrapped up with event organiser Julie McLean, hinting at plans for launching the 2017 Australian Aviation Report as well as future Spotlight afternoons on topics such as Travel Risk Management and Accommodation.

Contact us to find out when a Spotlight event is coming to your city.