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Skyways Offers...
Skilled Team
Professional airline-only staff offering the highest quality of service by delivering swift and efficient solutions and adapting to the needs of each airline.
Exclusive GSA
An independent office for each of our represented airlines, with a separate address and location, ensures that your own brand and corporate identity will never be blurred by the presence of other airlines... read more
Geographical Spread
We cover Portugal and Spain including its off-shore territories in the Balearic and Canary Islands and Melilla and Ceuta in northern Africa.
Multiple Service Portfolio
Ranging from commercial and marketing activities to media coverage assistance and fiscal advice.
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Skyways offers a wide range of services and complementary tasks that blend successfully in creating tailor made representation for its airline client in the Iberian Peninsula.
Sales Office and Contact Centre
- Opening of an exclusive office to cover Spain & Portugal with a dedicated phone number / fax / e-mail for the airline.
- Front desk and telephone assistance to direct passengers including airline information and reservations using the carrier's CRS.
- Skyways' exclusive software technology produces on the spot auto quotations,each one generating a single quote number for further reference. This quote provides the agent and direct passenger with all the necessary fare details and rules thus avoiding misunderstandings and mistakes.
- Issue of tickets and other ancillary travel documents such as STPCs and visas.
- Submission of daily sales report using the airline CRS, ticket stock control, safe storage of required documents, e-ticket forwarding by e-mail, PTA administration.
- Handling of BSP accounts(ADM's, ACM's), passenger complaints and baggage claims.
- Call performance reporting (volumes, duration, lost call ratio).
- Help desk for travel agencies, tour operators and business travel companies in need of booking instructions for GDS' and fare confirmation with follow-up e-mail quote.
- Information on Group policies for direct passengers and travel trade, compiling and transmitting group details to airline Groups Dpt. and e-mail forwarding of quote.
Commercial
Annual Business Plan...more
Special Prorate Agreements (SPA)...more
Through Fare Proposals for Off-Line Airlines...more
Distribution of Fares...more
Field Sales Calls and Visit Reports...more
Travel Trade Seminars...more
Business Travel and MICE Sources...more
Compiling & Signing Contracts...more
Market Intelligence...more
Marketing
Airline Dossier...more
Advertising and Media Contact...more
Airline Hospitality Evening...more
Destination and Product Familiarisation Trips...more
Participation in Travel Trade Fairs...more
Fiscal
- The airline represented has no need to register as a company in Spain or Portugal.
- All transactions undertaken and expenses incurred "on behalf" of the airline represented are associated directly with Skyways own CIF (Fiscal Identity Number).
- It is Skyways responsibility to submit to the Inland Revenue Authority all relevant data and information required, thus freeing our client from this task.
- In Spain the commission for representing airlines lies in the range of 3%-4% of the carrier's flown revenue for all ticketing in the mainland and off-shore territories (Balearic and Canary Islands and Ceuta and Melilla).
- The commission may vary depending on the support provided by the airline to Skyways, in respect of market development funds and other initial set-up expenses.
Commercial
Annual Business Plan
Skyways creates an annual business plan to run with the fiscal year of the airline. This document caters for all areas relevant to an airline with a commercial set-up in the Iberian Peninsula as outlined below.
- General Market Outlook: synopsis of economic indicators and their impact on the airline, regulation and politics, prime airline competitors and distribution techniques used.
- Strenghts / Weaknesses / Oportunities / Threats analysis of the airline in the Iberian Peninsula.
- Overall Business Strategy.
- New Route Strategies: study on how the airline can sell new destinations added to its network.
- Travel Trade Strategy: appraisal on commissions, incentive schemes to stimulate business, means to reduce GDS costs and on how the airline can stand to benefit from established trends within the travel agency network.
- Leading Points of Sales: definition of potential travel agents for the airline during the first year and thereafter, an assessment of their performance and identification of actual key leading travel agencies.
- Business Development Activities: recommendations on specific exercises to promote the airline Eg: fam trips, hospitality events, participation in travel trade fairs, raffles for free tickets etc.
Special Prorate Agreements (SPA)
- To enhance network connectivity from the Iberian Peninsula for the off-line airline, Skyways undertakes research for candidate interline partners. We make the first approach to these selected carriers and can sign SPA contracts on behalf of our client if this is requested or alternatively act as an intermediary between the two airlines in formalising such agreements.
Through Fare Proposals for Off-Line Airlines
- Skyways can further assist its off-line client by compiling a through fares proposal document for departures from Spain and Portugal for premium and economy class cabins. For this task, careful attention is paid to: minimum retention required for the
on-line itinerary, SPA level agreed with interline partner and fare levels offered by the airline's competitors. Through fare ticketed under one sole ticket enables through check-in of baggage from Spain and Portugal and is a means to mitigate the off-line disadvantage.
Distribution of Fares
- Distribution of agreed fares and rules by multi-mailing (e-mail) to travel agencies, tour operators and business travel companies in Spain and Portugal amounting to 10,200 and 971 points of sale respectively.
- A non-trade edited version of the fares document is also forwarded to 22 regional chambers of commerce and relevant embassies or consulates.
- Publishing the fares is an additional distribution option yet in our experience this is not considered mandatory. The above means together with the communication emanating from the sales office ensure an efficient and proliferated reach of this critical information.
Field Sales Calls and Visit Reports
- Skyways undertakes field visits to travel agencies, tour operators, potential and existing end user companies that are considered of interest to our client.
- Visits are planned on the basis of potential revenue and actual production at each point of sale and/or the airline's objectives. These visits ensure perfect knowledge is gained of the airline's service and product portfolio by means of DVD corporate presentations and discussions held with front desk staff and senior management.
- Skyways provides bimonthly reports on the field visits undertaken. These include a detailed profile for each agent following the initial visit and wrap-ups of the progressive business generated for the airline in subsequent visits. An agent profile for each point of sale, be it for a multiple or for an independent agency, is created and loaded onto our internal data base.
Travel Trade Seminars
- Skyways schedules seminars for the travel trade. These enable a complete insight of the airline and delivery of a course on its fares and ticketing rules. This activity is geared specifically to the front desk and inclusive tour ticketing agents unable to attend the Airline Hospitality Evening (see below).
Business Travel and MICE Sources
- These lucrative segments are our top priority especially if the airline is a newcomer to the Iberian Peninsula and there is little awareness of it existence.
- For business travel we approach multinational companies with a presence in Spain and sister branches elsewhere on the airline's network and also those that have commercial exchanges in the countries to which our client flies. There is always full respect for the policies these companies have in place to organise and purchase their travel. We approach their appointed travel agency to initiate a relationship to the benefit of all three parties.
- For MICE traffic we first approach agencies specialised in this segment to present the airline and then also draw from our contacts at the companies directly approached.
Compiling & Signing Contracts
- Tracking of selected travel agencies, business travel companies, tour operators and end user companies with proven production thresholds to compile and sign on behalf of the airline contracts with special agreed fares and conditions.
- Continuous monitoring of production levels by point of sale to justify renewal, revision of terms or termination of contract.
Market Intelligence
- Monthly reports are submitted to the airline with all relevant aviation scenario updates in our territory which can affect the airline's business. We ensure all competitors' activities (including fare changes or special promotions) are covered and where considered necessary, suggest appropriate contingency measures.
Marketing
Airline Dossier
- To attain maximum market reach for its client, Skyways encourages the creation of a local information dossier on the airline in Spanish (with prior English language back translation approval from the airline head office) that includes details on fleet, destinations served and product portfolio breakdown. This information will be updated when required and distributed by ordinary post and/or email to all points of sale and chosen embassies and consulates on our mailing list (see below).
Advertising and Media Contact
- With the agreed market development funds provided by the airline, Skyways recommends the adequate advertising campaigns bearing in mind the key targeted markets signalled and co-ordinates locally their execution. Strict adherence to the airline corporate image standards is thus ensured throughout the campaigns. Our contacts with specialist travel trade publications enables regular free of charge coverage on the airline's developments.
Airline Hospitality Evening
- In liaison with the airline, Skyways organises a specific evening event in Spain and Portugal geared to the travel trade to announce its new commercial presence in the Iberian Peninsula. A corporate presentation of the airline is shown followed by a questions & answers open forum and a cocktail or buffet dinner. To be repeated thereafter once a year, this activity allows the travel trade to keep abreast of the airline's advances in terms of product portfolio and fleet & network development. It is also a valuable platform where new contacts are made that are conducive to additional business opportunities.
Destination and Product Familiarisation Trips
- Skyways organises fams and escorts travel trade participants who have been selected as per the airline objectives for each trip. The ground content is sponsored by a destination management company that is approached by Skyways. Should the airline be off-line, arrangements are made to reach its nearest gateway with a group fare on a connecting carrier at the most competitive fare.
Participation in Travel Trade Fairs
- With the support of market development funds provided by the airline, adequate corporate material and printed information, Skyways procures the presence of its client at the leading travel trade fairs in Spain and Portugal. This may be by means of an independent stand or by setting up an information booth as a co-exhibitor at the relevant Tourism Authority stand. We are convinced valuable direct passenger business can be generated during the public days and thus cover the ENTIRE duration of the fair, not just the travel trade days.
Fiscal
- The airline represented has no need to register as a company in Spain or Portugal.
- All transactions undertaken and expenses incurred "on behalf" of the airline represented are associated directly with Skyways own CIF (Fiscal Identity Number).
- It is Skyways responsibility to submit to the Inland Revenue Authority all relevant data and information required, thus freeing our client from this task.
- In Spain the commission for representing airlines lies in the range of 3%-4% of the carrier's flown revenue for all ticketing in the mainland and off-shore territories (Balearic and Canary Islands and Ceuta and Melilla).
- The commission may vary depending on the support provided by the airline to Skyways, in respect of market development funds and other initial set-up expenses.
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| ABOUT US |
Company profile
- Skyways is a leading GSA in Spain created 13 years ago under a private Spanish holding to deliver Passenger General Sales Agency service to airlines in Portugal and Spain.
- The genesis behind its foundation was the belief that airlines could reliably outsource their commercial activities to a specialised intermediary as if it were their own office yet at lower costs by avoiding an own set-up and incurring in just variable expenses based on the business volume generated.
- Included in Skyways' list of achievements is the commercial start-up and management of a world recognised airline that years later culminated in its successful launch of operations to Spain.
Local Market Knowledge
- Skyways possesses the know how to successfully organise and steer airline representations with swift efficiency and total adherence to the strategic needs of each client.
- It also uses to the airline's advantage the necessary contacts within the complex network of travel agencies, tour operators, official government bodies and regional chambers of commerce.
Skyways Team of Airline Professionals
- Our staff has an accumulated ninety year experience exclusively in the airline industry in multiple environments with both legacy and emerging carriers. All employees are fluent English language speakers.
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| Your Iberian Peninsula Solution |
Increased Market Share and Airline Positioning
- We devise and implement strategies to enhance growth in the airline's key market segments as per the annual business plan agreed with our client.
- Once the business plan is initiated, our role as not only representatives but also de facto consultants encourages us to constantly seek and recommend additional strategies seen as conducive to increased revenue and market share.
- Given our deep knowledge of the air travel markets in Spain and Portugal as well as the travel trade structure in both countries, Skyways has the ability to place on the map new or lesser known airlines.
- In conjunction with the business plan agreed, we optimise efforts to promote its brand and image as well as its key destinations.
- In its quest to maximise revenue opportunities, Skyways offers and has direct experience in working with carriers that wish to promote not only the country in which they are based but also beyond destinations on their network.
- Should there be no immediate or same day connections to the final destination, we use the necessary instruments to successfully market the airline's base.
Off-Line Experience
- Skyways offers its expertise to off-line carriers seeking new revenue sources at only marginal cost and without the need to set up their own office.
- In our close monitoring of business opportunities, wherever in our territory openings for additional market presence and incremental revenue are traced we execute the mechanisms for these to materialise.
Eroding the Off-Line Disadvantage
- To create network connectivity from the Iberian Peninsula for our off-line clients we appraise SPA opportunities from key and regional airports and negotiate with national or other relevant carriers such agreements.
- With reference to the agreed SPA's, our clients minimum yield requirements and taking into account its competitors' levels, we propose point to point through fares from Spain and Portugal under one same ticket thus enabling through check-in of baggage.
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| Exclusive GSA |
Airline Own Identity vs. an Airline Crowd
- Whilst most airline GSA's in the Iberian Peninsula include in their client portfolio a cluster of several carriers as well as other ancillary travel related companies, Skyways, since its inception elected to distance itself from this trend.
- We strongly feel that a group of companies can not be run under the same roof efficiently and recognise that each client requires:
- its own office.
- its own address.
- its own space.
- its own telephone lines/fax/e-mail system.
- its own confidentiality.
- its own uniformed employees.
- and above all... its OWN CORPORATE IDENTITY before the eyes of direct sale passengers and the travel trade.
One Sole Airline Per Roof
- Our differentiated policy of only one airline per office location guarantees that each of our clients will never be neglected due to sudden increased activity emanating from another airline as is now commonplace at other GSA's.
- Once appointed, Skyways opens an independent office centrally located in Madrid, or at an agreed location and as per the airline's specifications, which becomes the prime contact centre with the travel trade and direct passengers for our client.
Additional Offices
- As former airline employees, we are well acquainted with scenarios in which service quality and commercial coverage fail to meet the required standards.
- The need for additional offices elsewhere would thus be assessed as soon as increasing demand justifies their implementation.
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| Contact Us |
We would be pleased to arrange a meeting at our office or a venue of your choice to explain our company set-up and services in full depth. Kindly contact us at:
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