On board sales crucial, says Scoot
The difference in the earning potential of long haul and short haul budget flights lies in what customers buy on board, according to newcomer Scoot.
Chief executive Campbell Wilson told an aviation conference in Sydney that the fledgling airline had noticed certain trends since its launch six weeks ago, in which time it has carred more than 30,000 passengers with a load factor of more than 80%.
“People buy things on a five hour flight that they would not on a flight of one or two hours… that includes meals, blankets, pillows, in flight entertainment, you name it – in Australia’s case, booze,” Wilson said.
He described on board sales as crucial to a commission based pay structure where flight attendants earn bonuses dependent on flying and selling performance.
In addition, this pay structure encourages engagement between crew and customer.
“We don’t want to leave it in the customer’s hands to proactively approach our cabin crew. It should be the other way round, our crew should have the incentive to engage with people,” Wilson said.
Wilson pointed out the expectation gap between budget short haul flights and budget long haul flights.
“People will tolerate for two hours things that they will not for five or six or seven and we must respect that,” he said.
He was quick to shoot down extreme budget flight options as standing room only and toilet fees.
“On a seven or eight hour flight, standing up is impractical while charging for the lavatory is insane and probably very messy.”
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