Know-How Exchange : Strategy

Negotiate special fares for large corporate customers
Special rates for groups and meetings
Special fares on their website

The airline industry is primarily price driven, although they use service as a differentiator. In general, the international airlines have better service than domestic US carriers. I won't go into the reasons for this.

Large customers, though, require personal attention...a dedicated sales person...so you can't do it all on the web. Not that they can't buy from the web, but a sales person is needed to knock on the door to start the negotiations.

Michael