Airline Offers Group E-Booking

Midwest Express Airlines, continuing a trend of smaller carriers expanding services in their corporate group programs, has introduced functionality that allows attendees to book fares online at negotiated meeting rates.

The move assures planners that not only will their attendees receive the appropriate rate when booking online, but also ensures such bookings will count toward the attainment of softer discounts—in this case, a free fare for every 30 booked.

"We know how technology is moving, and distribution is being shifted to the Web," said Lynda Kohler, Midwest Express director of special markets. "Now, they can still receive the negotiated discount. Before, they were still booking online, but not receiving credit."

All corporate buyers qualify for Midwest Express' standard meeting discount—provided there are at least 10 attendees involved—of 10 percent off published fares if booked 60 days in advance, or 6 percent if booked within 60 days. These discounts are available through the carrier's Web site. Planners also receive 2,500 frequent flyer miles, while each attendee is awarded 500.

Corporate clients, though, still can negotiate better packages and have their attendees book online, according to Kohler. "There can be different discounts negotiated," she said. "We're very flexible and creative with packages."

Once a contract agreement is reached, the planner receives a private identifier code to give to attendees, who then can enter the code online to receive the negotiated fare, Kohler said. The carrier can link the functionality to the corporation's intranet or third-party registration Web sites.

The meetings program enhancement comes at a time when many airlines, large and small, struggle to find corporate business. Kohler acknowledged that some business was down.

"There's actually not as much of a meetings decline per se, but business travel overall is down, so it's taken some meetings with it," she said. "Association conventions, though, have not dropped off and have picked up some of that slack. Given the ease with which buyers can receive the meeting discounts, and the frequent flyer bonus if they book on the Web, we hope the one-stop approach draws business from our competitors."

Though Milwaukee-based Midwest Express is not a low-fare alternative carrier, it is the latest in a series of smaller airlines to establish or enhance meeting programs this year, following moves by Frontier Airlines and AirTran Airways. Some airlines and industry observers have pointed to the slowing economy as a driving factor in this development, as corporations' search for group travel savings could lead them to explore alternatives other than major carriers for their air travel.