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Easy Pay Program

Easy Pay

An Innovative Way To Pay For Airfare

Team 4

Enterprise Innovation

1

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Easy Pay - Crew

2

Tepper MBA

Product Manager @Kaiser Permanente

Software Engineer

+

MBA

Product Controller @ Emirates Airlines

Software Engineer

+

Java Developer

Software Engineer

+

Business Analyst

Felix Amoruwa

Sarvadnya Arjunwadkar

Shernaz Dubash

Valliammai Chellappan

Amanleen Puri

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Agenda

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Easy Pay Solution

Easy Pay Demo

Revenue Model

Airfare Purchasing Model

Problem

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Problem

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Schedule Convenient Flight

(21%)

Frequent Flyer Program

(13%)

Ticket Price

(43%)

Changing Travel

Trends(69%)

http://www2.deloitte.com/us/en/pages/consumer-business/articles/rising-above-the-clouds-aviation-transportation-loyalty.html

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Travel Industry Trends

5

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Easy Pay Program

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Innovating Consumer Behavior

Inclusive Customer Segment

Customer Engagement

Encourage Travel

Better Rewards

BENEFITS & AREAS OF IMPACT:

In a recent survey by Deloitte it was observed “VAlue for money” is the most important attribute for travellers while selecting an airline for travel.
Airline industry: Profit margin between 5-10% so can’t reduce airfare.
Easy pay makes people feel they r paying less :P
Inviting another customer segment.
Better Customer Engagement
Annual Registration Fee ⇒ Additional source of income for Emirates Airlines
Better operation of airlines
Partnership opportunities with financial firms
Inclusion of customer segment previously priced out
Available Seat Mile (ASM) : Basic measure of capacity

Optimizing the capacity of the aircraft

Revenue Passenger Mile (RPM) : Basic measure of production

Dollar value of the capacity, financial projections

Load factor : Production Compared to capacity

RPM/ASM

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Airfare Purchase Model

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Search & Book Flights; Select Installments

Pay via Skywards Rewards Miles / $

Bon Voyage!

Register for Skywards Membership

Pick an Easy Pay Subscription Tier

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Easy Pay Program - Subscription Tiers

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Individuals

Families / Couples

Organizations

Groups

Tier 1

Tier 2

Tier 4

Tier 3

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Easy Pay - Demo

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Online Demo: http://www.cloudsurf.io/data

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Points of User Engagement

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Traditional Model

Easy Pay Model

V/S

Individuals

Individual

Family

Group

Corporate

Special Deals

Social Media

Member Referral

Upgrade Deals

Miles Gift Deals

When User is planning to book a flight.
When user is paying installment

Before Paying installment( offer to upgrade)
After paying installment( offer to give feedback)

After all installments are complete
This is an addition to existing customer base.
Explain how Grandparents can be invited to join flight group with rewards miles
Try to show gifting and exchange of Miles on one or two mock ups. On the final presentation under Marketing strategy add gifting and exchange of Miles and the kind of emotional bond it helps to form with the brand and bring in incremental revenue.
Assure them people would still buy tickets with full payments
This is an addition to existing customer base.
Explain how Grandparents can be invited to join flight group with rewards miles
Try to show gifting and exchange of Miles on one or two mock ups. On the final presentation under Marketing strategy add gifting and exchange of Miles and the kind of emotional bond it helps to form with the brand and bring in incremental revenue.

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Product Roadmap

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Marketing Strategy

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Product

Price

Promotion

Profit

Place

Mobile Vehicle for Consumers to Purchase Airfare via Installment

Convenient Installment Options for the Consumer; Gifting and Exchange of Miles

Skywards Rewards Program Integration

Tiered Subscriptions + 5% Increase on Base Airfare for Installment Purchases

Online Avenues, Social Media, TV Commercials

Word of Mouth
Social Media
Television Ads
Radio
First Phase Promotion

Advertising: Utilize local newspaper, local social magazines, local radio, mail-outs to households, and mail-outs to all local businesses.
Alliances: Place its brochure within the offices of its corporate referral clients

Second Phase Promotion

Advertising: Radio and television ads are not certain, Evaluate its effectiveness before further implementation.
Mobile: Continue to have a comprehensive mobile application. Emirates will evaluate the viability of having target clients advertise on the mobile platform (Kayak, etc).
Alliances: This type of advertising will be implemented once it has grown beyond target revenue objectives. Form advertising alliances with any business with whom it shares common business goals. Implement mutual perks with its business neighbors which will aid in local visibility.

7. Usage of social media

Contextual search results
Easy pay option on flight search like we have described in the screenshots
Share/ invite people to join the program through: Fb, Twitter, Whatsapp, email, phone no

8. Miles rewards

Higher preference to people selecting to pay via easy pay( * decide ratio).

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Revenue Model

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Annual Tiered Subscription Model

Installment Plan Airfare Price %

Tier 1: Individual�Tier 2: Couples/Families

Tier 3: Groups�Tier 4: Corporates

5% on Top of Base Airfare Price for Installment Plan Purchases

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Easy Pay

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Q & A

Innovating the way people Pay for Airfare

How can we contribute to make this happen?

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Appendix

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Executive Summary

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To promote a hassle free travel experience and increased customer engagement through Emirates Airlines, the Easy Pay Program provides members of the Skywards Rewards program the option for pre-payment installments for airfare purchases via a 4-tiered subscription service for: individuals, couples/families, groups, and corporates/universities/charities.

The Easy Pay Program offers a previously excluded customer segment a comprehensive installment plan and the ability to receive Skywards rewards miles.

The success of the Easy Pay Program relies on meeting or exceeding minimum customer enrollment targets across each tier, encouraging the application of rewards miles for airfare purchases, and maintaining heightened customer engagement with the Skywards rewards program.�

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User Engagement Details

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Easy Pay monthly installment Payment:��Before Making Payment:�Highlight deals: Upgrade to Business/First Class�Cheaper air fare for flights which are relatively empty.��After Making Payment:�Purchase an event ticket by miles. This event could be sponsored by Emirates. This option would be mapped by user location either current or destined.�A platform to ask for user feedback or rate an idea.�Could be extended to knowing other Skywards members.�

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Video

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Financial Projections - Assumptions�

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Average # of Skywards Rewards Miles Applied for Each Flight Purchase:	5000
Base Price of Standard Airfare Purpose for 1 Passenger:	$1000
Airfare Base Price Hike Due to Easy Pay Program:	5%
Average Dollar Discount Per Purchased Fare:	$50
Skywards Rewards Miles to US$:	$0.01/mile
Average # of Times an Easy Pay Member isTraveling per Year:	2

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Financial Projections - Tier 1 (Individuals)�

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Total # of Annual Recurring Subscribers to Easy Program in Tier 1:	375,000/year
Total # of Monthly Recurring Subscribers to Easy Program in Tier 1:	31,250/month
Annual Subscription Price of Tier 1 Easy Pay Program:	$25/year

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Financial Projections - Tier 2 (Couples/Families)�

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Size of Couples/Families	2
Total # of Annual Recurring Subscribers to Easy Program in Tier 2:	187,500/year
Total # of Monthly Recurring Subscribers to Easy Program in Tier 2:	15,625/month
Annual Subscription Price of Tier 2 Easy Pay Program:	$50/year

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Financial Projections - Tier 3 (Group)�

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Size of Groups	10
Total # of Annual Recurring Subscribers to Easy Program in Tier 3:	37,500/year
Total # of Monthly Recurring Subscribers to Easy Program in Tier 3:	3,125/month
Annual Subscription Price of Tier 3 Easy Pay Program:	$250/year

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Financial Projections - Tier 4 (Corporate)�

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Total # of Annual Recurring Subscribers to Easy Program in Tier 4:	3,750/year
Total # of Monthly Recurring Subscribers to Easy Program in Tier 4:	313/month
Annual Subscription Price of Tier 4 Easy Pay Program:	$2500/year

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Financial Projections - Annual Balance Sheet�

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Financial Projections - Projected Income Statement�

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Financial Projections - Annual Income Statement�

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Financial Projections - Projected Statement of Cash Flows�

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Problem- Price

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Image courtesy:http://www2.deloitte.com/us/en/pages/consumer-business/articles/rising-above-the-clouds-aviation-transportation-loyalty.html

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Problem- Loyalty Program

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Image courtesy:http://www2.deloitte.com/us/en/pages/consumer-business/articles/rising-above-the-clouds-aviation-transportation-loyalty.html

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Problem- Loyalty Program

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Image courtesy:http://www2.deloitte.com/us/en/pages/consumer-business/articles/rising-above-the-clouds-aviation-transportation-loyalty.html

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Problem- Loyalty Program

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Image courtesy:http://www2.deloitte.com/us/en/pages/consumer-business/articles/rising-above-the-clouds-aviation-transportation-loyalty.html

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Easy Pay -Detailed Analysis

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Easy Pay - Detailed Analysis

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Problem - Travel Industry Trends

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