How can you attract new airlines to your airport?

1 Know your market

The first step to attract new airlines is to understand your market and its potential. You need to analyze the demand, supply, and trends of your catchment area, as well as the existing and potential routes, frequencies, and fares. You also need to identify the gaps and opportunities in your network, such as underserved or unserved destinations, seasonal or niche markets, or low-cost or premium segments. You can use various sources of data, such as passenger surveys, traffic statistics, trade reports, or industry forecasts, to support your market analysis.

2 Showcase your value

The second step to attract new airlines is to showcase your value and competitive advantages. You need to demonstrate how your airport can offer a profitable and sustainable operation for the airline, as well as a positive and convenient experience for the passengers. You can highlight your facilities, services, infrastructure, and technology, as well as your location, accessibility, and connectivity. You can also emphasize your marketing, promotion, and support programs, as well as your incentives, discounts, and waivers.

3 Target your prospects

The third step to attract new airlines is to target your prospects and tailor your approach. You need to identify the airlines that match your market profile and network strategy, as well as their decision-makers and influencers. You also need to customize your proposal and pitch according to the airline's goals, preferences, and needs. You can use various channels and tools, such as emails, calls, meetings, events, or presentations, to communicate and engage with the airline representatives.

4 Negotiate your terms

The fourth step to attract new airlines is to negotiate your terms and finalize the agreement. You need to be flexible, transparent, and realistic in your negotiation, as well as respectful and responsive to the airline's concerns and requests. You also need to ensure that your terms are mutually beneficial, legally compliant, and financially viable. You can use various methods and techniques, such as benchmarking, scenario analysis, or win-win strategies, to reach a satisfactory outcome.

5 Launch your service

The fifth step to attract new airlines is to launch your service and monitor its performance. You need to coordinate and collaborate with the airline and other stakeholders, such as ground handlers, customs, security, or media, to ensure a smooth and successful launch. You also need to measure and evaluate the results of your service, such as passenger numbers, load factors, or revenues, as well as the feedback from the airline and the customers. You can use various indicators and metrics, such as KPIs, surveys, or reports, to track and improve your service.

6 Maintain your relationship

The sixth and final step to attract new airlines is to maintain your relationship and foster loyalty. You need to keep in touch and follow up with the airline regularly, as well as provide ongoing support and assistance. You also need to recognize and reward the airline's achievements, as well as address and resolve any issues or challenges. You can use various activities and initiatives, such as newsletters, events, or visits, to strengthen and enhance your relationship.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?