SAP Concur and NDC Wisconsin Business Travel Association

SAP Concur and NDC Wisconsin Business Travel Association Tom Wilkinson Director, Distribution - NDC November 13, 2019 EXTERNAL

Why Have the Airlines Done This? © 2018 SAP SE or an SAP affiliate

Current Distribution Capability Traveler Airline Passenger Service System (PSS) § Schedule § Fare § Availability TMC OBT OTA PNR © 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL 7

How Does This All Work? Current Distribution Capability Airline Passenger Service System (PSS) § Schedule § Fare § Availability Ancillaries/Bundles ‘Rich Content’ © 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL TMC OBT OTA Websites EMD 8

NEW Distribution Capability Offers & Orders Policy Filters Permutations Shop Airline Passenger Service System (PSS) § Schedule APIs § Fare Aggregators § Availability § Ancillaries § Seats, Meals Wi. Fi, Lounges, Boarding Offer Order Traveler TMC OBT OTA § Bundles!!! § Photos, Videos Order Management System © 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL R NO PN !! 9

Is NDC Manageable? GDS PNR GDS OBT ATPCO Airline PSS Mid Office Back Office Traveler/Profile Corp/Hierarchy Trip/Itinerary Format Check Missing Data Policy LLF check (GDS Search) MIS Reports Airline Offer Mid Office Back Office OBT or GDS Passive ? or Not? Then what? Structure – maybe? ? LLF and the Bundle MIS Reports © 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL Duty of Care 10

Can You Ignore NDC? Airline Participation GDS Surcharges NDC Leaderboard © 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL Content Differentiation GDS Support Industry Support TMC Support ? ? 11

SAP Concur Position on NDC Goal: Be the booking tool of choice for our customers § Enable customers to book through their preferred channel § SAP Concur is not for or against NDC GDS is the preferred distribution channel § Dependable, vast content, long-time industry standard § Highly structured; Supports Travel Management, Low-Fare shopping § All GDS have announced support for NDC with availability in 2019 § SAP Concur continues to expand GDS relationships and content e. g. , Branded Fares Questions about GDS technical readiness and ‘commercials’ § SAP Concur in regular discussions with all GDS’s re NDC developments © 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL 12

Customers Considering NDC is just a direct distribution schema not a ‘Standard’ NDC Bookings do not produce GDS PNRs § Creating significant challenges to customer service Customers advised to discuss with TMC § Understand additional costs vs. apparent benefits § TMC will need ‘Activation’ of NDC by Airlines § Concur needs TMC credentials: IATA, Customer ID – For each account (PCC) © 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL 13

Future of Travel Technology GDS’s will solve the NDC challenge and remain essential to the distribution landscape • • NDC Challenge has been greater, taken longer, than expected Suppliers will continue to distribute ‘directly’ • • Economic and Customer Experience benefits Increasing aggregation of content by third party ‘aggregators’ • • Will see more entrants in the hotel aggregation race Direct, API-based distribution will continue to grow • • • More ‘searching by attribute’ options available in every Supplier vertical Creating new challenges for managed travel … let’s take a look © 2018 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL 14

ATPCO Route Happy Next. Gen Storefront © 2018 SAP SE or an SAP affiliate

Thank you !! Questions ? © 2018 SAP SE or an SAP affiliate company.

Thank You. Contact information: Tom Wilkinson Director, Distribution/NDC Titusville, NJ 1. 469. 343. 6269 Tom. Wilkinson@sap. com

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