Our client, a large national airline, had a 20 plus year relationship that was highly successful for all parties, on both the card and commercial sides of the business
Our client went through a significant management change. New management had an increased appetite to benchmark card program performance and economics, two years prior to contract termination
Engagement Objectives
Benchmark card program performance metrics versus similar airline co-branded programs
Benchmark card agreement terms versus like industry contracts
Build an issuer P&L and benchmark the financial contribution versus the current marketplace for similar card programs
Provide recommendations for program enhancement
Results
Client initiated and managed a pro-active contract renewal process with both issuer and network
Client enhanced previous economic package by 28% and extended both agreements
Significant enhancements were made to client non-economic contract terms and conditions
Marketing and technology commitments were secured from issuer, which were essential to future program viability
