Delta Fills Top Sales Posts

<B>Delta Fills Top Sales Posts</B>

Delta Air Lines recently appointed Lee Macenczak as its new senior vice president of sales and distribution. He replaces Vince Caminiti, who became head of the carrier's e-business organization.

"I am responsible for the worldwide sales effort, including positioning Delta with agencies and corporations, and ensuring a motivated salesforce," Macenczak told BTN after his appointment last week. "The business is changing rapidly, especially as offline transactions come online, and we have to work through the impact, both internally and as it pertains to our relationships with clients."

The national accounts team, led by Dan Cupertino, and global sales efforts will report to Macenczak, who also will interface with counterparts at SkyTeam alliance member Air France.

Macenczak, who now reports to executive vice president and chief marketing officer Fred Reid, said his background and philosophy differ from his predecessor, but the goal remains the same. "Vince and I are a bit different in our approach in that I am a bit more low key," Macenczak said. "But down the road, we both are looking to partner and gain share for Delta. Vince still will be a voice in the sales area because we will be partnering in the development of e-commerce activities."

In fact, on the distribution front, Macenczak said developments at delta.com are "of extreme importance," including ongoing tests of direct online booking with large corporate clients. Another of his goals is to continue solidifying the reservations sales organization. "That area has been turned around and we will leverage its strength," Macenczak said, noting that corporate and agency clients often turn to that group for help.

Macenczak's new role follows a career-long progression at Delta, which included stints as vice president of customer service, project manager for the carrier's customer relationship management program and vice president of the reservations sales division. He also held management positions within travel industry marketing, agency sales and distribution planning.

Caminiti, meanwhile, now serves as senior vice president of e-business and leader of the now official E-Delta business unit. The internal group is aimed at "accelerating the airline's business-to-consumer, business-to-business and business-to-employee initiatives" and finding opportunities for incremental revenue and distribution savings. Corporate bookings through the carrier's Web site, a small business travel management tool and wireless connectivity for business travelers all will be developed under the E-Delta umbrella. Delta is targeting annual benefits from the group to exceed $150 million by 2002. Caminiti now reports to Michele Burns, executive vice president and CFO.