Co dla wielu osób może być zaskakujące model niskokosztowego przewoźnika nie powstał w ostatnich latach. Pierwsza linia tego typu powstała w 1949 roku w USA, były to Pacific Southwest Airlines (PSA). Przez wiele lat tanie linie na rynku amerykańskich powstawały i były zamykane nie odgrywając istotnej roli. Zmieniło się dopiero wraz z wejściem na rynek i dynamicznym rozwojem linii Southwest Airlines (nie ma nic wspólnego z Pacific Southwest Airlines). W tej chwili jest to największy na świecie przewoźnik pod względem pasażerów przewiezionych w rejsach wewnętrznych, co punktu widzenia europejskiego oznaczałoby rejsy na kontynencie. Celowo o tym wspominam, bo w Europie liderem jest Ryanair, który przewozi najwięcej pasażerów nie tylko wewnątrz kontynentu, ale również uwzględniając wszystkie dystanse. Jak to się stało, że niskokosztowi przewoźnicy w tak krótkim czasie osiągnęli tak silną pozycję? Zarówno w USA jak i w Europie jednym z kluczowych czynników była deregulacja. Na przykład dla Ryanaira był to moment zwrotny, wszedł na giełdę i uruchomił pierwsze połączenia poza wyspy brytyjskie. A potem już poszło wraz z pierwszym zamówieniem na 45 samolotów Boeing 737-800, obecnie ma ich ponad 400.
W Polsce warte wspomnienia są dwa przykłady tanich linii – Air Polonia i Centralwings. Air Polonia powstała w 2001 roku i funkcjonowała do 2004 rok kiedy ogłosiła upadłość. Centralwings został utworzony w 2005 roku przez PLL LOT S.A., nie osiągnął nigdy rentowności i w rezultacie w 2009 roku LOT zdecydował o jego wchłonięciu i likwidacji. Oba te projekty startowały w dobrym momencie, kiedy pozycja zagranicznych tanich przewoźników na polskim rynku była słaba lub byli w ogóle nieobecni. Niestety oba fatalnie poprowadzono i szansa na krajową budżetową linię została stracona. Szczególnie szkoda Centralwingsa, bo wspólnie z grupą LOT miał szansę na zbudowanie bardzo mocnej pozycji w całej Centralnej Europie. Dzisiaj najbardziej polskim tanim przewoźnikiem jest Wizzair. Pierwszy rejs tej linii wystartował w 2003 roku z Katowic, Polska jest też największym jej rynkiem. Tyle historii chyba wystarczy pora na sedno wpisu, czyli:
- Na czym polega model działania taniego przewoźnika?
- Jak model funkcjonowania wpływa na kształt i codziennie działanie linii?
- Flota
- Klasy podróży
- Programy lojalnościowe
- Sprzedaż
- Polityka cenowa
- Siatka połączeń
- Piloci i stewardesy
- Wady i zalety modelu niskokosztowego
- Do kogo tanie linie kierują swoją ofertę?
- Podsumowanie
Opis modelu taniego przewoźnika będzie się opierał o bazowe założenia bez modyfikacji, które nastąpiły pod wpływem normalnej rynkowej konkurencji i koegzystencji z modelem tradycyjnym. Poniższa analiza opiera się głównie na europejskich liniach budżetowych. Ich odpowiedniki i prekursorzy z USA działania na zupełnie innym rynku i w wielu miejscach na innych zasadach, których użyteczność i adekwatność do Europy jest niewielka. Stąd uznałem, że skupię się na tym z czym mamy najczęściej do czynienia. Osobną kategorią są tani przewoźnicy wydzieleni lub utworzeni w ramach grupy kapitałowej tradycyjnej linii. Takim przykładem może być Germanwings/Eurowings czy Transavia. Tej grupie linii poświęcę zupełnie osobny wpis.
Na czym polega model działania taniego przewoźnika?
Najprościej mówiąc model bazowy opiera się na przewożeniu pasażerów z punktu do punktu bez transferów. To jednak tylko połowa, drugą stanowi ekstremalne wręcz obniżanie kosztów. Na tym opiera się cały sposób działania. Niskie koszty pozwalają otwierać połączenia bezpośrednie tam gdzie tradycyjna linia tego nie zrobi. Chodzi dokładnie o średni koszt w przeliczeniu na jeden fotel. Przy połączeniach z portów regionalnych tradycyjnie linie stosują zazwyczaj stosunkowo małe samolot o pojemności 70-140 miejsc. Niskokosztowe wysyłają na takie trasy maszyny posiadające 180-190 foteli. Dzięki temu już na starcie koszt w przeliczeniu na miejsce jest niższy, nawet niż 70-90 osobowy samolot turbośmigłowy. Do tego tak jak pisałem w poprzednim wpisie tradycyjni przewoźnicy od razu chcą uruchomić kilka rejsów dziennie, a tania linia nie zwraca uwagi na takie konwenanse. Częstotliwość może wynosić 1-4 razy w tygodniu. Zależy to tylko od tego jaki jest szacowany popyt. Do rentowności pozostaje jedno wyzwanie – zapełnienie samolotu. Patrząc po wynikach niskokosztowe linie radzą sobie w tym obszarze świetnie – Ryanair ma średnie zapełnienie na poziomie 94-96%, a Wizzair 90-91%.
Skąd biorą się jednak niskie koszty? Z eliminacji wszystkiego co nie jest niezbędne. Przy czym granica niezbędności jest posunięta bardzo daleko. Na przykład z pokładów samolotów znika dosłownie wszystko co dodaje kilogramów. Fotele tylko cienkie bez dodatkowych zawiasów do regulacji oparcia, zasłony w oknach jeśli w danym kraju przepisy pozwalają wyrzucone, piekarnik tylko jeden lub wcale, ścianki oddzielające kuchnię od pasażerów tylko jeśli wymagają tego przepisy.
W przypadku europejskich linii budżetowych kluczowe jest też to, że powstały one od zera z takim zamysłem. Nie są to tradycyjni przewoźnicy po restrukturyzacji i zmianie modelu tylko firmy od razu zaplanowane jako tanie w sposobie działania. To bardzo istotne, bo każda decyzja poparta jest analizą czy coś da się zrobić taniej, nieważne gdzie. Tradycyjni przewoźnicy mają swój HUB, bazy techniczne i różne obciążenia historyczne oraz przywiązanie do miejsca. Niskokosztowi w ogóle nie zwracają na to uwagi. Jeśli koszt serwisu samolotów jest tańszy w innym kraju niż kraj pochodzenia/rejestracji linii to naprawy maszyn będą się tam odbywać.
Ważnym elementem jest skala działania. Większość tanich przewoźników zaczynała od dosłownie kilku samolotów, ale bardzo szybko starała się przeskoczyć na poziom kilkunastu lub najlepiej kilkudziesięciu maszyn. Dzięki temu na wczesnym etapie rozwoju dokonuje dużego zamówienia u producentów i uzyskuje relatywnie niskie ceny.
Ze sposobem działania tanich linii szczególnie w naszej części Europy związany jest nieodłącznie kontrowersyjny temat dopłat ze strony właścicieli lotnisk. To bardzo rozległy wątek i na pewno do niego wrócę w osobnym poście. W skrócie tanie linie wykorzystując swój model latania bezpośredniego oferują portom regionalnym możliwość otwierania połączeń. Dla takich lotnisk jest to ciekawa oferta, bo tradycyjni przewoźnicy łączą je tylko z mało atrakcyjnymi wizerunkowo HUBami. W zamian za loty z pominięciem przesiadek tanie linie oczekują dopłat, zniżek lub innych rozwiązań obniżających koszty. Taki sposób działania się tak upowszechnił, że bez takich gratyfikacji trudno zachęcić kogokolwiek do lotów bezpośrednich.
Jak model funkcjonowania wpływa na kształt i codziennie działanie linii?
Flota
Kształt floty przewoźników niskokosztowych jest w zasadzie całkowitym przeciwieństwem tradycyjnych. W miejsce w wielu typów jest mono-flota. Ewentualnie jest kilka typów opartych o ten sam model. Jedyny moment, w którym liczba modeli może wzrosnąć to całościowa wymiana. Wtedy przez kilka lat linia operuje poprzednim i kolejnym modelem. Tak będzie na przykład w Ryanair, który korzysta z Boeingów 737-800NG a wkrótce B737MAX. Z kolei Wizzar obok Airbusów A320 dołożył większy model A321 oferujący aż 233 miejsca. To dla tanich linii jest komplikacja, ale nawet jeśli pojawia się nowy model jest zamawiany w długich seriach.
źródło: Financial report Wizzair FY2017
Istotnym elementem zarządzania flotą jest długość eksploatacji. Tutaj świetny model zbudował Ryanair, który analizując koszty utrzymania samolotów doszedł do wniosku, że istotnym składnikiem są rezerwy remontowe. Żeby ich uniknąć trzeba się pozbyć maszyn zanim będzie potrzebować poważnych przeglądów i napraw. Trochę jak z samochodem. W tej sposób przewoźnik ustalił, że będzie się pozbywał większości samolotów zanim osiągnął 10 lat. Ma to dodatkowe zalety. Pozwala łatwiej dostosowywać wnętrza i wyposażenie do potrzeb i trendów na rynku. Daje możliwość korzystania z najnowszych maszyn, bardziej oszczędnych i nowoczesnych. Poza tym stała wymiana dużych ilości samolotów ułatwia negocjacje z producentami i blokuje kolejkę dostępności nowych maszyn dla konkurencji. Dzięki temu te odchodzące z floty znajdują również szybciej nabywców. No i oczywiście niższe są samych koszty operacji lotniczych, bo nie trzeba wliczać rezerw remontowych. Są to poważne kwoty. Przegląd tzw. ciężki w przypadku B737 kosztuje kilka milionów USD. Linie tradycyjne rozkładają taki koszt w czasie i doliczają do kosztu każdej operacji w postaci rezerwy, żeby uniknąć kumulacji kosztów w jednym okresie.
Serwisowanie floty również jest dzięki temu prostsze, bo łatwiej jest znaleźć bazy techniczne do wykonania mniejszych przeglądów i trwają one krócej. Dzięki temu maszyna jest dłużej dostępna. Warto wspomnieć, że Ryanair mając około 400 samolotów ma mniej niż 10 baz obsługowych. Jedną z nich niedawno ulokował w porcie lotniczym we Wrocławiu.
Zalety monofloty są istotne również z przyczyn operacyjnych. Łatwo dokonywać podmiany sprzętu w przypadku awarii, wszystkie załogi są wyszkolone na jeden typ samolotu, sprzęt cateringowy i wyposażenie w każdym samolocie są takie same.
Trzeba jednak pamiętać, że monoflota sprawdza się tylko w modelu działania zakładającym, latamy tylko tam gdzie nasz sposób funkcjonowania jest rentowny. Jeśli coś wymaga zmian i elastyczności to rezygnujemy. Trochę na zasadzie, że otoczenia ma się dostosować do nas.
Klasy podróży
Pierwotny model taniego przewoźnika zakładał jedną klasę podróży. Tylko klasa ekonomiczna i to w wersji bez serwisu, bagażu, wyboru miejsca i jakichkolwiek innych przywilejów. Za każdy element trzeba dopłacić. Więcej miejsca między fotelami – dopłata, bagaż – dopłata, numerowane miejsce – dopłata, posiłek – dopłata i tak z każdą usługą uwzględnioną w cenie biletów normalnej klasy ekonomicznej w tradycyjnej linii. Podkreślam taki był początkowy model. Od kilku lat następują wyraźne zmiany z obu stron. Tani przewoźnicy trochę poprawiają ofertę a tradycyjnie podążają w odwrotnym kierunku. Szerzej o tym jak oba modele się zmieniają w kolejnym wpisie.
Mówiąc o samych liniach budżetowych. Teoretycznie można powiedzieć, że wdrożyły one wyższe klasy. W rzeczywistości jest to ta sama klasa bazowa, ale poprzez uwzględnienie w cenie biletu części usług płatnych powstał nowy produkt. W ten sposób można kupić klasę premium lub nawet u niektórych przewoźników biznes. Zazwyczaj w takim produkcie spakowany jest bagaż rejestrowy, wybór miejsca w samolocie oraz w zależności od linii możliwość elastycznej zmiany dat, bezpłatny zwrot biletu, miejsce w rzędzie z większą przestrzenią na nogi, posiłek na pokładzie i wstęp do salonu biznesowego.
źródło: ryanair.com
Program lojalnościowy
Tak się nazywa, ale w rzeczywistości jest programem rabatowym. W większości tanich linii nie zbiera się bowiem mil czy punktów, ale uczestnicząc w programie uzyskuje rabaty. Wstęp do programu najczęściej się kupuje. Każdy musi sobie przeliczyć czy kupi wystarczającą liczbę biletów, żeby taki pozyskany rabat się opłacił. Czasem rabat można też uzyskać korzystając z co-brandowanych kart kredytowych jako środka płatności za bilety. Także jest to pewna namiastka programów lojalnościowych znanych z tradycyjnych linii, dużo prostsza i bardziej elastyczna z punktu widzenia linii. Dla pasażera też ma pewne zalety, bo rabat jest od razu. Nie trzeba zbierać i czekać, kupujemy wstęp do program i mamy benefit.
Są też programy bardziej przypominające tradycyjne linie. Na przykład EasyJet oferuje możliwość zakupu członkostwa w programie EasyJet Plus. Tutaj benefity przypominają bardziej karty statusowe w programach lojalnościowych. Wśród korzyści są na przykład szybkie ścieżki przejścia kontroli czy priorytetowy boarding.
źródło: easyjet.com
Sprzedaż
Kluczowym kanałem jest strona internetowa przewoźnika. Tylko kilka linii udostępnia część swoich taryf w globalnych systemach dystrybucji, ale nawet mimo to prawie wszystkie transakcje odbywają się przez stronę linii. Chociaż trudna do określenia liczba biletów jest sprzedana w innych kanałach, w tym przez agentów i pośredników obsługujących firmy. Większość z nich dokonuje zakupu korzystając z własnej karty kredytowej i odsprzedaje bilet klientowi ostatecznemu. Karkołomny proces, dlatego agenci jak mogą to unikają sprzedaży tanich linii. Ponieważ jednak ich siatki połączeń rosną to są do tego zmuszeni. A tanie linie nie mają zamiaru nikomu niczego ułatwiać. Skoro ktoś potrzebuje kupić to sobie poradzi. Są pewne ułatwienia dla agentów sprzedających przeloty grupowe, czyli powyżej 10 osób, ale kwestie korporacyjne są w zasadzie pominięte.
Dlaczego tanie linie nie chcą wrzucić wszystkich swoich taryf do globalnych systemów dystrybucji? Z dwóch powodów. Po pierwsze ze względu na koszty. Za każdy odcinek sprzedany za pośrednictwem systemów dystrybucji linie płacą od kilkudziesięciu Eurocentów do nawet kilku Euro. Patrząc na liczbę przewiezionych pasażerów i obecne ceny biletów byłby to ogromny koszt w skali roku lub konieczność podniesienia cen. Po drugie równie ważne, jeśli nie ważniejsze udostępnienie wszystkich taryf w systemie dystrybucji oznacza utratę pełnej kontroli nad ich dostępnością i cenami. Kiedy linia korzysta tylko z własnej strony internetowej może w każdej chwili dowolnie modyfikować ceny biletów, sprzedawać te same bilety w różnej cenie z różnych lokalizacji, przygotowywać specjalne promocje.
Polityka cenowa
Tutaj zasady są proste. Jak najniższa cena bazowego biletu bez jakichkolwiek dodatków i usług. Resztę sprzedamy w trakcie procesu rezerwacji, pomiędzy zakupem biletu a odlotem, na lotnisku lub na pokładzie. Wydaje się to niemożliwe? Nie tylko jest to możliwe, ale i świetnie działa. Z niedawno opublikowanych wyników rocznych Wizzaira wynika, że średnio linia uzyskuje 27,5 EUR ze sprzedaży takich usług na jednego pasażera. To jest średnia! Wzrost rok do roku o +20%, podczas gdy na samych biletach wzrost jest skromny, jedynie +2%.
Ceny biletów muszą być takie, żeby przekonać pasażera do podróży. Dalej przewoźnik już ma swoje umiejętności i sposoby jak uzyskać kolejne przychody. Wracając do przykładu Wizzair. Średnio ponad 100 PLN w jedną stronę, czyli 60-80% standardowej ceny biletu. To jest jedno z tych miejsc, gdzie tanie linie doskonale trafiły w sposób myślenia klienta o zakupach i wydatkach. Niewielu klientów sumuje całościowe koszty podróży. Zwraca uwagę tylko na tą główną część, czyli bilet. Linie to z premedytacją wykorzystują. Bilet jest tani, klient jest chętny, stać go, kupuje. Potem okazuje się, że nie dał rady się spakować w bagaż podręczny, kupuje rejestrowy. Na pokładzie zgłodniał, kupuje posiłek. Nagle z biletu za kilkadziesiąt PLN robi się 250-300 PLN w jedną stronę, czyli 500-600 PLN w obie. A to już cena zbliżona do tradycyjnego przewoźnika. Niewielu klientów zdaje sobie z tego sprawę, większość powie, że tanie linie są tanie, bo bilet kosztuje te kilkadziesiąt PLN. Doskonały mechanizm marketinowo-sprzedażowy.
Siatka połączeń
To może być zaskakujące, ale ułożenie siatki połączeń w mniejszym stopniu bazuje na ruchu i oczekiwaniach pasażerów. Opiera się przede wszystkim na efektywności operacyjnej i kalkulacji kosztów. W efektywności operacyjnej liczy się możliwość wykonania jak największej liczby w miarę sensowych operacji w czasie pracy danej załogi, a po jej zmianie umożliwienie samolotom pozostania jak najdłużej w powietrzu w ciągu doby. Tanie linie poza oczywistymi trasami związanymi na przykład z migracją zarobkową czy odwiedzinami rodzin, zachowują się trochę ja Henry Ford. Można polecieć nimi wszędzie pod warunkiem, że wszędzie to miejsce A, B lub C. Analizując połączenia budżetowych przewoźników widać tam miejsca, o których nikt nigdy nie słyszał i nigdy do nich nie podróżował. Ale od kiedy są bilety od 20-50 PLN do tego miejsca nagle pojawia się popyt. To brzmi absurdalnie, ale tak to działa. Co więcej wybór tego miejsca A, B lub C nie jest w ogóle przypadkowy. Linia patrzy dokąd może polecieć i wrócić uwzględniając czasy pracy załóg oraz analizując, który port dał lepszą ofertę zachęt. Tani przewoźnicy mają jasne motto: „jak będzie tanio to pasażerowie się znajdą”.
W typowym cenniku lotnisk funkcjonują wysokie upusty dla nowo otwieranych kierunków. Zazwyczaj jest nawet 99% upustu od opłat lotniskowych, co w przypadku najczęściej stosowanych Airbusów A320 i Boeingów B737 oznacza nawet 1-2 tysiące PLN oszczędności na każdym rejsie. Niby jest o niewiele w skali kosztów całej operacji, ale pamiętajmy o cenach biletów. Średnio to wychodzi 80-120 PLN na fotel. Upusty dla nowych tras zazwyczaj są ważne przez rok. W przypadku połączeń na których po takim okresie nie uda się wykreować tak wysokiego popytu, żeby podnieść cenę biletów pokrywającą brak upusty niektóre linie stosują tzw. karuzelę. Polega to na corocznej zmianie oferowanych tras, tak żeby zakończył się okres karencji na nowe połączenie do danego portu. Zazwyczaj są to trzy lata. Jakby tego było mało linie chcą utrzymać w świadomości klientów, że oferują szeroko rozumiany dany kierunek. W praktyce działa to tak, że linia w ramach karuzeli zmienia trasy, ale cały czas w Hiszpanii. Na przykład w tym roku jest Ibiza, w przyszły Teneryfa, a w kolejnym Majorka. Dzięki temu klient cały czas pamięta, że linia X lata do Hiszpanii, a dokąd dokładnie.. „jak będzie tanio, klienci się znajdą”.
Przy rozwoju siatki połączeń tani przewoźnicy często z wielką pompą ogłaszają i otwierają kolejne bazy przewoźnika. Jest to doskonały twór marketingowy, bo to nie jest żadna baza. Po prostu w danym porcie będzie nocował samolot i załoga. Przewoźnicy tradycyjni mają takich baz mnóstwo, nawet LOT ma ich kilkanaście w swojej siatce połączeń. Nie umieli tego jednak tak sprzedać. Otwieranie i zamykanie takich niby-baz jest świetnym narzędziem marketingowym, a z punktu widzenia siatki nie jest żadnym długoterminowym zobowiązaniem i kosztem. Dzisiaj baza jest tutaj, ale jutro może być gdzie indziej. Póki co w Polsce w małym stopniu odczuliśmy takie sytuacje, że baza była a potem została przeniesiona do innego portu. To się jednak zacznie zdarzać, bo linie nie mogą rosnąć w nieskończoność. Poza tym dużo zależy od kosztów paliwa, dzisiaj są one niskie około 50 USD za baryłkę ropy, 8-10 lat temu było to wyraźnie ponad 100 USD. Przy takiej cenie otwieranie wszystkiego wszędzie i po niskich cenach nie byłoby możliwe. Nawet z sowitymi dopłatami od regionów i lotnisk.
źródło: anna.aero’s New Route Database, OAG Schedules Analyser
Co do zasady przewoźnicy budżetowi latają na drugorzędne lotniska. Od tego są oczywiście wyjątki, ale w modelowym przykładzie tak to działa. Przyczyny są trzy. Po pierwsze niższe koszty opłat lotniskowych. Różnice są przynajmniej kilkukrotne. Po drugie mniejszy ruch i brak koordynacji, dzięki czemu linia może dowolnie sterować rozkładem tak jak jej pasuje i nie musi dostosowywać się do innych przewoźników. Po trzecie porty z małym ruchem są łatwiejszym partnerem w negocjacjach. Jeśli pierwsze połączenia okażą się sukcesem to zazwyczaj pojawiają się kolejne, a nawet powstają niby-bazy. W skali mniejszych lotnisk to wzrostu ruchu nawet kilkaset procent w ciągu kilku lat. Taka perspektywa przekonuje zarządy portów i udziałowców do hojnego wspierania przewoźnika zainteresowanego otwieraniem połączeń.
Piloci i stewardesy
Strajki czy nawet protesty personelu pokładowe w tanich liniach zdarzają się niezwykle rzadko. Jest ku temu co najmniej kilka powodów. Po pierwsze większość przewoźników budżetowych zatrudnia pracowników na kontraktach w oparciu o prowadzoną przez nich działalność gospodarczą. To odbiera wiele praw, a z drugiej strony umożliwia natychmiastowe rozwiązanie umowy nawet bez podania przyczyny. Po drugie wielu przewoźników powołuje specjalne spółki, w których zatrudnia załogi. Protest więc nie dotyczy linii tylko spółki, a ta musi sobie poradzić, bo jak nie to linia założy kolejną i do niej przeniesie chętnych do zaakceptowania warunków współpracy. Po trzecie w tanich liniach pracuje raczej młodszy personel. Są niższe wymagania dotyczące nalotów, więc łatwiej się dostać. Co więcej rekrutacje odbywają się w wielu krajach, do których lata dana linia. Im biedniejszy kraj z wyższym bezrobociem tym mniejsze zainteresowanie protestami. Poza tym wielokulturowość i brak jednej bazy utrudnia kontakt i komunikację w celu koordynacji jakichkolwiek protestów. Z czasem to się pewnie zmieni, bo liniom zaczyna brakować personelu, szczególnie pilotów. Tak więc dotychczasowy model zatrudniania ludzi z małym lub bez doświadczenia i poświęcanie niewielkiej uwagi retencji pracowników będzie musiał się zmienić. Póki co zasady są dość surowe, większość pensji uzyskuje się latając dużo, a sama podstawa jest niska. Nie można też pominąć braku historii. W tradycyjnych liniach istnieje mnóstwo przywilejów nadanych kiedyś w zupełnie innych czasach. Tutaj mamy do czynienia z organizacjami zaprojektowanymi na czystej kartce jako tania firma. Każdy biorący udział w rekrutacji akceptuje takie warunki. W tradycyjnych liniach raczej mamy do czynienia z odbieraniem czegoś co kiedyś było. Tutaj wręcz odwrotnie.
Wady i zalety modelu niskokosztowego
Poniżej kilka punktów, które zbierają w całość pozytywne i negatywne aspekty modelu budżetowego, głownie z perspektywy samej linii. Chociaż w rezultacie częściowo przynajmniej daje to też punkt widzenia pasażera
Zalety:
- Niskie koszty i wysoka efektywność wykorzystania zasobów;
- Prostota całego modelu – flota, produkt, sposób działania, sprzedaż;
- Mała zależność od pośredników;
- Duża siła negocjacyjna z dostawcami samolotów ze względu na ogromne zamówienia;
- Atrakcyjna oferta połączeń bezpośrednich dla portów regionalnych;
- Zbudowane od zera z myślą o niskich kosztach.
Wady:
- Model sprawdzony w Europie na szybko rosnącym rynku, nie wiadomo czy bez stałego wzrostu sobie poradzi;
- W okresie słabej koniunktury i wysokich cen paliwa linie mogą zostać z dużymi niezagospodarowanymi zasobami;
- Podatność na zmiany regulacyjne dotyczącymi na przykład dopłat do rejsów;
- Niski poziom komfortu, który może odstraszać pasażerów po pierwszym doświadczeniu (model bazowy, zmiany w tych liniach pokazują, że mogą sobie z tym poradzić);
- Za niska częstotliwość połączeń na wielu trasach przez co trudno przekonać klientów biznesowych.
Do kogo tanie linie kierują swoją ofertę?
W Europie próbują przekonywać, że nie tylko do pasażerów indywidualnych. Z miernym dość skutkiem, chociaż ze względu na niskie ceny i bezpośrednie połączenia mogą okazjonalnie skusić nawet nie tylko małe i średnie firmy. W USA mają znacznie silniejszą pozycję i wygląda to zupełnie inaczej. Southwest jest w pierwszej piątce największych linii na świecie.
Jakie korzyści tanie linie dają klientom indywidualnym:
- Tani bazowy bilet, szczególnie dla potrafiących spakować się w mały bagaż;
- Duży wybór połączeń bezpośrednich do ciekawych miejsc pod kątem wypoczynkowym;
- Możliwość taniej podróży dla sprytnych i czujnych;
- W przypadku podróży rodzinnych po Europie w zasadzie trudno, żeby linia tradycyjna była tańsza. Przy pojedynczych podróżach może się to zdarzyć.
Jakie korzyści budżetowe linie dają klientom korporacyjnym:
- Połączenia bezpośrednie, ale w raczej niebiznesowych kierunkach. Wyjątkami są np. trasy związane z przemieszczaniem się pracowników (np. marynarzy z miast portowych);
- Niskie ceny na przykład w Polsce na połączeniach krajowych.
Podsumowanie
Przewoźnicy niskokosztowi osiągnęli mistrzostwo z wykorzystywanie słabych stron tradycyjnych linii i również własnych i przekuwaniu ich w sukces. Zobaczmy jak to działa w przypadku serwisu pokładowego. Przykład być może trochę absurdalny, ale jednak dający do myślenia. W większości krajów Europy Zachodniej tanie linie latają na drugorzędne lotniska znacznie oddalone od miast-celów podróży. W Polsce tak jest z Modlinem. Dojazd do takiego portu zajmuje upraszczając około 1h. Proces odprawy nie jest zbyt łatwy i przyjemny, bo tanie linie szukając oszczędności mają niewiele stanowisk check-in. Dodatkowo typowe lotniska dla budżetowych przewoźników mają małe strefy security i wszystko jest zbudowane w sposób, żeby wystarczyło bez fajerwerków i dodatkowych ułatwień. Stąd lecąc z bagażem rejestrowym trzeba być na miejscu 1,5-2h przed odlotem. Na samym lotnisku część gastronomiczna jest raczej słabo rozwinięta, poza tym jeśli nie zapłaciliśmy dodatkowo za wybór miejsca ustawiamy się w kolejce do boardingu zamiast szukać dobrego jedzenia. Finalnie po 3h od wyjścia z domu jesteśmy na pokładzie. Załoga od razu wkłada do piekarnika odpowiednie potrawy żeby każdy poczuł przyjemny zapach posiłku i jeszcze chętniej go zakupił. Jest to idealnie opracowany model, długi dojazd, długi pobyt na lotnisku, stosunkowo długi lot, w wielu przypadkach na wakacje. Poziom sprzedaży pokładowej posiłków i napojów doskonały. Tradycyjne linie, które prowadzą sprzedaż pokładową jak SAS, LOT czy od niedawna British Airways na najlepszych rejsach się nawet nie zbliżają do poziomu przychodów w tej kategorii osiąganych przez tanich konkurentów.
Z pozoru wszystko źle – daleko, niewygodnie, długo, drogo, raczej gorsze jedzenie niż na ziemi, nic to! Idzie jak woda. Możemy jako pasażerowie narzekać ile chcemy. Uwzględniając jednak podejście linii niskokosztowych, w którym podróżny jest jednym z wielu elementów, niekoniecznie najważniejszym, ten proces jest idealny.
Bardzo długi ten wpis wyszedł, mimo że model działania taki prosty. Dziękuję tym którzy dobrnęli do końca i zapraszam do komentowania i dzielenia się swoimi przemyśleniami. W kolejnym wpisie na ten temat o tym jak oba modele się zmieniły w ostatnim czasie.
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