Lufthansa harmonises sales structure for agents


Lufthansa Group has announced that it will bundle its field sales under one arm to offer a ‘harmonised’ service to travel agents and corporate bookers.

The re-organisation will keep current contacts but offer sales help and negotiations across the entire group’s airlines, which include Lufthansa, SWISS, Austrian Airlines, Brussels Airlines and Germanwings.

Regional Lufthansa and airline area managers will report to a head of group field sales, who will be responsible for sales regions worldwide and in home markets.

A statement from the airline said: “The aim is to primarily offer corporate clients and travel agents a harmonised and individually tailored service from the entire group’s product range, whereby these will keep their current contacts. In addition, this will allow more effective coordination of tariff and sales products between the group airlines as well as more rapid placement in the markets.”

The new organisation will be in effect from 1 March 2015.

Harry Hohmeister, member of the executive board of Deutsche Lufthansa AG added: “This re-organization should make the Lufthansa German Airlines Group’s sales divisions more efficient in view of the growing market dynamics and new technical sales possibilities. We want to be able to offer our customers a consistent flight program that can be better combined across all our airlines in the Lufthansa Group – and which should be available in one place at any time.”

As part of the changes Lufthansa German Airlines’ sales, product and marketing division has been reorganised into four areas: customer experience & innovation, product & provider management, marketing and automated sales, pricing & distribution.

“With the new customer experience and Innovation division, we are creating a structured framework for a new customer experience along the entire travel chain – from booking to customer feedback management. We will increasingly personalise our offer and expand our quality leadership in the airline industry with comprehensive invest­ment in our product,” said Jens Bishof, who is board member for sales and marketing.

 Courtesy: TravelDailyMedia