Air Transport World

Fare's fair. (resistance to Business Travel Contractors Corp.'s plan to negotiate air fares for business customers)(Editorial)

This is the age of the customer, we are constantly being reminded. Airlines are customers and as such, are not afraid to let their suppliers know when they do a poor job in meeting their needs. Readers of ATW's article, "The art of the deal" (10/95) know that carriers are banding together to increase their throw weight and get a better deal from their suppliers. Delta Air Lines, Singapore Airlines and Swissair have created a global buying consortium for exactly that purpose. Federal Express is interested in teaming with other major users of engine maintenance and overhaul services.

Sometimes, airlines forget that their customers ought to have the same opportunities. Business Travel Contractors Corp. is a case in point (see article, page 61). BTCC wants to negotiate airfares on behalf of its corporate clients, who also happen to be among the airlines' biggest customers. …

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