Aviation, Aerospace or Airport Industry Essay

In outrank to rate aviation, aerospace or airport assiduity practice to the field of merchandising I postulate chosen to focus on the aviation industry and the market practices they lease adopted in order to deal compete in effect in the new recessional surround. This document focuses on the 4 Ps of selling (Kotler, 2008) and discusses how airways feature altered their approach to Product, Price, Place and publicity in order to continue to successfully compete and respond to the changing needs of their client base. One company in particular, south-west circulariselines, get out be explored in to a greater extent(prenominal) detail with the selling practices forming the basis for pass on exploration of the key themes.The Aviation manufacturingThe even offts of September the 11th linked with a growing economic recession have created an extremely thought-provoking environment for the respiratory tract industry. betokens produced by the elegant Aviation Authority prefigure that the situation may not improve for quite some succession with passenger traffic not expected to fully recover in the next five years (Figure 1).Figure One Actual and Forecast Traffic (m) 2007-2012Fiscal YearNo. Passengers Domestic (US)No. Passengers worldwide (US)No. Passengers Total (US)2007577.853.6631.42008 (F)590.454.2644.72009 (F)610.954.9665.82010 (F)639.856.4696.32011 (F)626.756.7683.42012 (F)576.850.8627.6In order to deal with this respiratory tracts argon signifi puketly altering their trade practices and methods of distribution in order to operate more efficiently and competitively. Major changes have been observed over the past geminate of years with some of these constituting complete overhauls of the traditional operation of the industry. Southwest Airlines is an airline which has strongly positi singled itself on being different by dint of all elements of its serve well and harvest-home.At its core is its mission, which specifies that the airli ne is dedicated to the highest quality of node serving delivered with a sense of warmth, friendliness, individual pride, and Company Spirit. At commencement glance the concept of high quality and low cost show up to contradict bingle another. However, Southwest airlines maintain that this is not the case and they have not compromised on quality or safety. Awards much(prenominal) as twofold Crown which is awarded for low node complaints, flight of steps timeliness and baggage contrary times, indicates that this may indeed be true.In order to better actualise the key industry trends and how airlines have attempted to use these to their advantage, it is worth considering the marketing shamblees of aviation companies such as Southwest Airlines and assessing how these have been altered in order to attract and retain a diminishing customer base.Marketing PracticesProductThe product element of the marketing mix concerns offering the beneficial product to the estimable target m arket. The products on offer through the airline industry have changed of importly over the past twenty-five years. Flying, which at one point was exclusively for the wealthy, has become more accessible and today there are a large numbers of airlines that cater for even larger numbers of customers. In order to compete in this environment airlines have invested significant amounts of money in distinguishing their products and serve from their competitors.For Southwest Airlines, this has entailed differentiating their product through redesigning the returns their provide to customers. Although, on the surface, their no frills concept appears rattling simple, delivering it in a way that doesnt negatively impact customer experience is somewhat of an art. In order to successfully implement this condescension model Southwest airlines have invested significant amounts of money in sympathy their customer needs and motivations and used this as the basis for their value proposition. thr ough researching their customer base they have been able to identify which services were not valued above footing by the customer and have eradicated them, then profound their operating costs and passing these savings directly onto the customer. In addition to that, the involvement and support of their staff is paramount. This is achieved through the company culture, a family orientated set up which promotes teamwork and values employees opinions and suggestions for improvement. Southwest Airlines have recognized that employee participation and support is critical to the achievement of their aspirations and have successfully build a team of 29,000 with the lowest turnover rate in the industry.PriceSince the deregulation of the airline industry in 1978, the airline industry has become highly price huffy and many customers will mainly purchase from the most competitively priced airline, viewing separate companys offerings as perfect substitutes. In order to maximise the profit f rom separately flight, many airlines operate a variable pricing approach that is ground on the needs of individual customers. This approach attempts to identify and separate those customers who are concerned about price from those who are willing to reach more in order to attain a seat on the flight.As well as partitioning flights into first, business and economy classes, airlines attempt to maximize their revenue by offering a mixture of full price and discounted tags within these segments. Using detailed information related to market trends, forecasts and seasonal worker variations the major airlines implement inventory management approaches that help to define the take in and subsequent price for each seat on the flight. More than 90 percent of the tickets sold by U.S. airlines are now discounted (Costello 2001) and in the rifle twenty years flight prices have dropped by approximately 75% (Miller, 2007).According to a renowned marketing strategist, David Aaker (2001), one o f the ways in which companies can successfully compete in a price sensitive marketplace is to offer higher value to their customers. This view is supported by many theorists, many of whom believe that the industry is currently giving outdoor(a) flights (Marketing Week, 2003, p.35). This view however, is challenged by the success of low cost airlines such as Southwest (US), JetBlue and Ryanair (UK) who have redefined their value propositions by stripping down their services in order to offer rock bottom prices.In order to competitively price their offering Southwest Airlines focused on streamlining their operations. The fancy behind this was simple, by lowering their costs, Southwest could offer reduced prices to their customer base. This was achieved by removing services that were not valued in the eyes of the customer, such as physical ticketing, amenity kits, onboard snacks and seat reservations. The customers get what they pay for and pay for what they want.PlaceAirlines predom inantly operate through two distribution systems the ticket and the flight.The TicketHistorically ticket sales were conducted through travel agents and brokers who liaised with the customer on an airlines behalf. However, in recent years the growth in popularity of the internet as a medium through which flights can be booked has led to increased levels of direct relationships between the airline and the customer base during the ticketing stage. by interfacing directly with the customer many airlines have reduced their distribution costs by as much as 10% (Miller 2004) and have after been better placed to compete on a price basis in the marketplace.The FlightMarketing practices relating to the flight itself have also seen changes in recent years. Historically, the flight represented a direct relationship between the customer and the airline but the change magnitude trend towards inter-airline alliances such as Star (United Airlines, Virgin, BMI, Thai etc.) Oneworld (American Airlin es, British Airways, Quantas etc.) and SkyTeam (Delta Air Lines, Air France, and AeroMexico) has transformed the distribution channel from direct to indirect with airlines placing depone in their competitors to service the customers appropriately.Although this may be perceived as a risky approach, the benefits gained from such agreements are of significance. Through forming partnerships airlines can gain redundant routes, marketing power and global presence. Southwest Airlines have gone one step further in the design of their place strategy. Through commission of the short-haul domestic market in the US they have ensured that the average duration of their flights is less than one hour. This increases their probability of meeting desired time schedules and subsequently directly improves customer satisfaction.PromotionOne of the most popular marketing tools within the airline industry is the frequent flyer program. Airlines reward truehearted customers by giving them extras such as upgrades, additional luggage allowance, precedence booking and access to business lounges. Such programs are clearly precise popular with approximately 25% of Americas belonging to at least one loyalty program. (Costello, 2001, p.B9).The customer experience itself represents another key area in which aviation companies strive to successfully promote their offerings. Areas of the operation such as baggage turnaround, timeliness of flights and numbers of customer complaints are measured through Key Performance Indicators and communicated openly to customers and employees.The understanding here is that high service quality will lead to happier customers, higher sales and higher profits. (Czaplewski, Ferguson, Milliman, 2001, p.14-17).Southwest Airlines latest promotional program is Ding, a real time notification system that informs their customers of the latest offers and directments. The messages communicated to customers are guardedly targeted and segmented and utilize SMS and email systems to deliver the communication directly to the right customer.ConclusionIn order to be successful in the current market, airlines need to develop a deep understanding of their customer base. Through understanding their customers motivations, hot buttons and unmet needs (Aaker, 2001) they can develop marketing practices which allow them to compete in this demanding environment. The market is seeing significant changes as companies develop different approaches to increasing their sales or lowering their costs and a carefully designed and implemented marketing mix is critical to success in this environment.ReferencesCzaplewski, A. Ferguson, J. Milliman, J. Southwest Airlines How Internal Marketing Pilots. Success, Marketing Management, 2001, p. 14-17Costello, J. (2001, November 6). Gounded Airlines Attempt to Win Back Former Frequent FlyersInternational Civil Aviation Authority, Airline Traffic Forecasts and Financial Trends 2006 to 2008, I, January 2007.Miller, W. (2004, August 16). Airlines take to the internet. Industry Week, 248(15), 130-133. Retrieved March 23, 2008 from ProQuest database.Newsweek. (2003, September 18). Good times in the skies. p. 58.AAker, D, 6th Ed, 2001, strategical Market ManagementKotler et al, 13th Ed, 2008, Marketing Managementwww.Southwest airlines.com