Product Features and Overview

Sales Data Exchange Product

• Uses ATPCO core competence of data

collection and distribution to gather sales
transactions globally and output a single file
per day to the customer
– Economies of scale
– Leveraging industry solutions
– Reliability of data processing
– Neutrality

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 ATPCO Collection and Distribution

• Avoids...

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 ATPCO Collection and Distribution

• Promotes...

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 Data Features

• Record 01: Core sales elements (e.g., agency code, date of sale)
• Record 02: Marketing elements (e.g., time of booking)
• Record 03: Ticket face data (e.g., fare, taxes, total)
• Record 04: Financial information (e.g., fare numeric, commissions, tax)
• Record 05: Coupon information (e.g., board, off, flight numbers)
• Record 07: Form of Payment details (e.g., credit card number)
• Record 08: Fare Calculation Area
• Record 09: Exchange ticket details (e.g., Original Issue place, date,
agency)
• Structures also built for
– Record 15/16: Miscellaneous Document
– Record 80/81/82: Structured fare calculation data
– Record 30/32: Net information from BSP

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 Sales Data Value-Added Features

• The following additional value-added features are

available through the ATPCO Sales Data
Exchange
– Centralized codeshare
– Net data removal on bilateral instruction
– Filtering of file to match output requirement
– Credit Card BIN processing
– File copy
– Duplicate ticket removal
– Backup recovery for up to 45 days

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 Sales Data Exchange Summary

• Robust and efficient daily process for collection

and distribution of sales information
• ATPCO value-added features within the sales data
exchange to promote reliability and accuracy
• Comprises TCN and BSP data handling (ISR)
• Access to other value added services as a “one-
stop shop”

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Market Trends
 Market Statistics

• 101 Sales Data Exchange customers

– 36 ISR customers
– 4 credit card companies
– 2 rail companies
– 95 airline companies
• 550 million TCNs processed in last 12 months, of which
– 23 million TCNs codeshared
– 10 million credit card bin processed items
– 124 million ISR records output

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 Market Trends

• 35 of the top 50 passenger carrying airlines

by volume are ATPCO sales data exchange
customers
• Over 80% of the total sales volume of these
customers is processed through the
exchange

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 Data Distribution Channels

Direct Airline
Direct Airline
Reservations ET
Reservations TCN
6%
10%

GDS
65%

Direct Airline
Reservations Hosted
19%

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 ISR Users

ISR Total %
Customers Members
STAR 14 21 67
SkyTeam 3 10 30
oneworld 3 11 27
Non-Alliance 16 - -

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 Market Development

• Remaining large carriers not yet customers

• Any carrier in top 250 who interlines
• Remaining BSP transactions
• ARC transactions
• Electronic tickets....?

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 Market Growth Summary

• Net increase in customers of 120

10% in last 12 months
• Total volume output has 100
decreased year on year by
around 10% reflecting greater 80
focus on interline transactions
• Huge increase in ISR in the 60

second year of operation (450%)

• BSP transactions starting to flow 40

through exchange
• Anticipated room for sustained 20

growth from
– BSP and ARC transactions 0
2000 2001 2002 2003 2004 2005 2006
– New small- to mid-sized carriers
Sales Data Exchange Customers
• Product provides value for much ISR Customers
smaller carriers than first group BSP Data Suppliers

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The Industry Sales Record
 ISR Product Description

The Industry Sales Record is a robust sales

data feed incorporating TCN, BSP, and ARC
data into one consolidated record, which is
virtually the same as the existing TCN
format

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 Industry Sales Record Flow
C
Does the form
O number indicate
D NO
TCN agency stock?

1300 daily E
S Is the plating carrier
YES and country code on NO
H the ISR hold table?
Note that ‘n’ is defined A
number of days per
R Is the first flight date
plating carrier and YES within ‘n’ days? YES
country of sale, allowing E
flexibility between
maximum data matching P
and minimum data delay NO
R
O
BSP C Set release date to Set release date to

1300 daily E table defined (+0 to +6) immediate (+0)

S Check for match on: Match

S TDNR (BSP/ARC/TCN)

CAT I CDGT ISR

No Match
(BSP/ARC only)
ISR File
1300 daily N AGTN
DATABASE
Date Expired Created
G (TCN only)

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 Industry Sales Record Benefits

• Single file format

• Centralized data processing by ATPCO once for the
industry
• Consolidates the different sources of ticket data into one
transaction
• Automatically copies and distributes to all codeshare
partners that require receiving the transaction
• Consolidation of sale and cancel information into one
transaction
• Enables 100% First & Final™ automated interline billing

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 Achieving the Benefits

• To receive these benefits you need to

1. Transmit all BSP to ATPCO (and ARC when
available)
2. Transmit all direct sales to ATPCO
3. Talk to your interline partners about ISR
4. Test ISR file to align systems

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 ISR and TCN Formats

• The following differences apply for TCN-created

ISR transactions
– Application ID (APID)
– Data Foundation (FNDT)
– Sale Cancel Indicators
• The following differences apply for BSP-created
ISR transactions
– Ticketing Airline Code (TACN)
– ISO Country Code (ISOC)
– System Provider Code (SASI)
– Record 30 and 32

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 ISR: Common Misconceptions

“My sales data will be held beyond its useful lifespan”

Sales data is held only if there is the possibility for

a BSP/ARC match and only as long as you wish
– Only if the ticket is agency stock (by form code)
– Only if the ticket is plated on a carrier supplying daily BSP (by
plating carrier in TDNR)
– Only if the ticket is sold in a country where daily BSP is being
supplied (by first 3 positions of AGTN)
– Only if the first flight date is beyond the hold period

Only if all of these criteria are met will the TCN be held

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 ISR: Common Misconceptions

“ISR is a different format from TCN and

requires significant system changes”

The only change required is in the header (APID = ‘ISR’); all

other changes used existing filler

Allows you to receive TCN immediately and develop to

your own timescale to take advantage of other data fields

When you are ready, you can elect to receive new BSP-
only Records 30 and 32 including net information

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 ISR: Common Misconceptions

“Until other carriers join ISR, the benefits are small”

Immediate benefits from switching to ISR today include

– Processing efficiencies like duplicate removal across files
– Sale and Cancel merge
– BSP data is already being supplied and distributed multilaterally to
existing ISR customers leading to improved coverage of sales data

More benefits will accrue as more carriers join the ISR with
no additional cost

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 ISR: Common Misconceptions

“Sending BSP data involves a major effort

by the providing carrier”

There are three ways to send your BSP to ATPCO

– Direct to ATPCO from your carrier systems (7 carriers today)
– Instruct iiNet to copy the file to ATPCO (2 carriers today)
– Instruct the individual DPC to forward the file to ATPCO

Depending upon carrier preference, these files can be

– Zipped or unzipped
– Concatenated or separated by country

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 What To Do Now

• ATPCO recommends that each airline

– Sign the ISR contract (nothing changes until you are
ready)
• No volume = No charge if you are not an existing customer
– Take a test file based on your existing TCN for
comparison
– Document your daily BSP/ARC files
– Supply a BSP file for testing so that you can evaluate the
format of all types of ISR
• TCN only
• BSP/ARC only
• TCN/BSP/ARC merge

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 Sales Data Utopia

[noun] ideally perfect state...ideas which could be/are considered able to

radically change our world are often called Utopian ideas.

• Every customer supplies

– 100% of your direct reservation data to ATPCO, addressed to marketing
carriers in the itinerary
– 100% of your BSP data
– 100% of your ARC data (when available)
– Regularly updated codeshares for operating and marketing carriers
– Justification to their top interline partners on the joint benefits of ISR
• Every customer receives
– All GDS TCN available through ATPCO
– ISR to enable BSP and ARC distribution
– Neutrally prorated results to enable First & Final™ relationships
• Every customer allows
– Data file to be transmitted to ARC for use in post-sales processing only

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