Research On Hebei Airlines Air Ticket Distribution Channel Management Strategy Under The Background Of Internet

The development and popularization of the Internet has promoted the transformation and upgrading in the field of the distribution channel of the civil aviation tickets.The distribution channel of the airlines has broken constraints of time and geographical,and its concepts and models have been overturned.However,there are still some problems in the distribution channel management of the airlines,such as " the construction of direct selling channel is too slow" and "it’s dependent on online distribution channel strongly",which not only affect the airlines market image,but also bring losses to passengers.Based on this,the thesis take the Hebei Airlines as an example to explore the problems,causes and improvement measures of the distribution channels of the civil aviation tickets by literature reading and questionnaire investigation methods in order to provide references for the further development and management of the aviation enterprises.Its main work is as follows:1.Summarizing the problems that the Hebei Airlines exist in the distribution channel management of the civil aviation tickets: Firstly,the concept of the distribution channel management is still traditional under the Internet background,because it only regards the distribution channel as a ticket sales tool;Secondly,the distribution marketing is highly concentrated so that Hebei Airlines’ major customer resource is diverted;Thirdly,there is still much deficiency in the management and regulation for agents,and the violations of operations by agents is frequent.2.Combining the literature research and questionnaire investigation,it proposed the improvement measures of the Hebei Airlines’ distribution channel management of the air tickets and tested the implementation effect: Firstly,changing the concept of distribution channel management from "management" to "service",and infiltrating the concept of service into all aspects of distribution channel construction.Secondly,Selecting agents in order to select more quality agents by formulating appropriate criteria and procedures.Thirdly,making a training planning for agents in order to help them know management policies,regulations,information software operation,product knowledge,and procedures related to ticket purchase and flight.Fourthly,making the incentive planning to stimulate sales enthusiasm for agents and reduce the violations.Fifthly,Improving the performance appraisal system to enhance the fairness and flexibility of the appraisal planning by refining the appraisal standards and establishing a special administrator planning.