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Eurowings boosts tour operator sales across international markets

Background

Eurowings is the leisure airline of the Lufthansa Group and part of the world’s largest aviation group. Eurowings is the market leader at the German airports of Düsseldorf, Hamburg, Stuttgart and Cologne/Bonn and currently operates a fleet of around 100 aircraft. The airline focuses on affordable products and services and offers non-stop flights within Europe. Eurowings currently flies to more than 140 destinations in its flight schedule. With its extensive route network and 11 international bases – including Palma de Mallorca on Europe's number one vacation island – Eurowings is Germany’s largest leisure airline. Eurowings currently employs around 3,500 people across Europe.

Eurowings has been named triple winner of the German Customer Award 2021/22 by the German Association for Consumer Studies (DtGV). In this Germany-wide consumer ranking, Eurowings took undisputed first place in the discount airline sector in the categories "customer satisfaction", "customer service" and "value for money". The online customer survey included around 335,000 assessments of a total of 2,377 companies from 236 sectors.

the challenge

In the highly competitive airline market, digitalization and the shift from being a flight supplier towards becoming a digital Travel Companion is on the airline’s strategic agenda. With this in mind, Eurowings was looking to extend its distribution channels into international markets with new global operating partners, as well as supplying flights to tour operators for dynamic packaging, including daily updated prices and availability. In terms of selling additional products and services, Eurowings was also seeking a solution where they could sell flights combined with hotels as travel packages.

the solution

Eurowings started working with Peakwork in 2013. Since that time, all the partners within the Peakwork network have benefitted from the extensive flight portfolio of this leading airline. SMART and BASIC fares for the complete Eurowings flight route network, including all origins and destinations, are available in the Peakwork network, as well as offers with and without baggage.

Major tour operators can access this extensive portfolio to bundle Eurowings’ offers with their own or external hotel content from the Peakwork network to create new and unique travel packages. Many German tour operators such as TUI, DER Touristik, FTI, schauinsland-reisen and others are building packages this way, as well as international partners including the Czech tour operator Fischer Reizen, Dutch Vakantiediscount and Swiss Hotelplan.

Besides access to this leading flight portfolio, partners also benefit from hourly updated flight availability and full fare flexibility as part of the packaging process. Fares with and without baggage are available, where the traveler can choose a flight within the travel package and then include or exclude baggage when completing the booking process.

Sara Braun, Head of Channel Management & Distribution at Eurowings, says:

“Being Germany's largest leisure airline, we are constantly expanding our distribution network and business – also internationally with new bases in Prague and Stockholm. With Peakwork, we have full technical flexibility and support to connect to new international partners. Player Hub Technology has the potential to extend our sales channels across the globe.”

German travel agencies can also search for Eurowings’ flights via Peakwork’s B2B solutions: Travelviewer and Peakwork SET. This powerful search and consultancy software offers flexible search options for travel agencies covering leisure travel offers, flights, hotels and packages.

Booking solutions are flexibly adapted to the specific partner and distribution channel. Peakwork’s B-Hub booking solution executes bookings by direct API connectivity to Eurowings.

Since 2016, Eurowings has also been operating its own dynamic tour operator brand, Eurowings Holidays. Via its website, holidays.eurowings.com, flights can be combined with inexpensive accommodation and rental cars in all categories to build a package. The extensive portfolio includes air travel within Europe, but also to North America, the Caribbean, Asia and Africa.

Highly qualified traffic comes from the Eurowings website. Eurowings packages are also sold on third party OTA platforms, such as Check24 and Holidaycheck. Each search process for flight-only offers featured on www.eurowings.com also displays packages underneath the flight results. This is a great upselling feature to encourage potential customers to book a flight plus hotel package instead the flight-only offer they were initially considering. This is how tour operator partner holidays.ch AG, with Peakwork technology, generates additional revenue and fills empty seats across the entire fleet. And as flight ticket prices are not transparent in the holiday package price, this leads to much greater flexibility in package pricing.

Irina Ens, Eurowings Digital, Head of Digital Marketing & Sales, explains:

“Eurowings Holidays is the logical extension to further develop our business. We are now operating our flights more efficiently and can fulfill our clients’ requirements with a full service for flights, hotels, car rental and activities.”

SOME RESULTS

Eurowings consistently generates a solid number of bookings in the Peakwork network, focused on direct sales to B2B partners. Through international partners, the airline’s offers are available in multiple international markets. The offer comprises fares with and without baggage, where the traveler can add baggage and seat separately during the booking process.