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Дмитрий Дубилет

Ох, не просто заниматься авиабизнесом! Часть 2

В прошлом посте я писал о непростых реалиях авиабизнеса, о которых студентам нашей школы рассказывал экс-глава рекламного департамента American Airlines Роб Бриттон. В этой записи - продолжение, а также несколько интересных практических примеров из его опыта.

По мнению Роба, одна из главных проблем авиаиндустрии заключается в "коммодитизации" (commoditisation) бизнеса. То есть, людям становится все равно, какая именно компания их доставляет из точки A в точку B. Роб поделился интересными данными, которые его департамент получил в ходе масштабного исследования рынка. Согласно ним в 40% случаев клиенты делают свой выбор на основании цены, в 30% - на основании удобства расписания, 18% - программ лояльности, и лишь в 12% случаев - на основании качества сервиса.

"Понимаете, в чем проблема, - поясняет Роб, - к примеру, вы летели рейсом United Airlines, и они на несколько дней задержали ваш багаж. Конечно, вы разгневаны. Вы клянетесь, что никогда больше в жизни не будете пользоваться услугами этой компании. Но через полгода, когда вам снова нужно лететь по тому же маршруту, вы заходите на какой-нибудь Kayak или Cheapflights, обнаруживаете, что билет United стоит на 20 долларов дешевле ближайшего конкурента, и вот вам уже кажется, что не такой уж и плохим был тот опыт! Мол, багаж задерживают все, и ничего в этом криминального нет. В 9 случаев из 10 вы снова покупаете самый дешевый билет!

В какой-то момент все авиакомпании превратились просто в the airlines (стали обезличенными). Помню, как ко мне пришел приятельно и сердито рассказал о том, что эти авиалинии (these airlines) потеряли его багаж. Какая именно компания, он вспомнить не смог. Вот тогда я понял, что у нас проблемы".

В качестве иллюстрации Роб рассказал интересный кейс. Лет 10 назад его отдел вышел на руководство компании с инициативой уменьшить на 3% места в самолетах, чтобы увеличить место для ног пассажиров. Эта стало бы главной "фишкой" в их рекламной кампании. После долгих сомнений, руководство таки дало зеленый свет. И что вы думаете? Несмотря на то, что всевозможные фокус-группы показали, что клиенты встретят эту инициативу на ура, она практически провалилась - никаких значительных подъемов продаж не наблюдалось.

Чтобы как-то бороться с этой проблемой, сейчас рекламная активность компании начала строиться вокруг построения бренда. Например, по американскому ТВ идет кампания We know why you fly (пример тут).

Еще одна интересная тема в вопросах внешних коммуникаций - безопасность. Существуют отдельные директивы, которые регламентируют действия рекламного отдела в случае какого-нибудь ЧП. Например, если где-то произошла авиакатастрофа (даже на каком-нибудь внутреннем рейсе в Африке), вся рекламная активность мгновенно сворачивается на какое-то время.

Вообще же безопасность - это тема табу в рекламных сообщениях. Исключением за все время, по словам Роба, стал лишь Ричард Бренсон, который в свое время построил кампанию своих Virgin Airlines вокруг того, что его главный конкурент, British Airways, перевозит пассажиров через Атлантику на самолете с двумя двигателями, а у его самолетов, мол, их четыре. "Если вы сейчас встретите Ричарда, спросите у него, сколько двигателей стоит на его трансатлантических самолетах сейчас", - ехидно заметил Роб.

Кстати, слайды презентации этой лекции доступны в общем доступе. Качайте на здоровье :)



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Авиация - это прошлый век. Уже давно пора переходить на телепортацию.

Шутки шутками, а я читал о какой-то авиакомпании, которая на полном серьезе начала инвестировать в какой-то проект, связанный с телеконференциями. Мол, это бизнес того же рода.
а действительно, ведь деятельность авиакомпаний контролируется наверное же всякими службами, нормами и прочими ограничениями- в итоге все понимают, что есть некий усредненно-необходимый набор сервиса авиакомпании НЕЗАВИСИМО от того, что это собственно за организация. Мне лично тоже все равно какой авиаперевозчик(учитывая что время перелета обычно не особо большое)
Чтот ссылка на презентацию уже не работает, убрали из общего доступа?
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