Frontier Airlines through year-end will implement Prism Group's corporate sales data system to track account performance and enhance corporate relationships. The Denver-based carrier becomes the smallest U.S. airline to work with New Mexico-based Prism in this manner, following five of its largest domestic competitors and some international carriers.
Unlike fellow low-cost carriers JetBlue and Southwest, Frontier negotiates customized contracts with corporate accounts that purchase at least 10 roundtrip tickets per month. Those contracts are volume-based—as opposed to marketshare-based contracts used predominantly by major network carriers—and usage of the Prism system will allow the airline to "work the deal a little better," said Candie Gerakos, Frontier director of sales and sponsorships. "One of the biggest pieces of feedback we have received from corporate clients is that once the deal is signed, we need to help them identify new opportunities to increase volume. Prism gives us a more automated way to do that."
Gerakos said Frontier opted not to internally develop this type of tracking system, nor "to reinvent the wheel. It is beneficial for clients to see reports similar to what they are getting from other preferred carriers."
Prism previously signed American, Delta, Northwest and United, following Continental's initial deployment of the system in 2000
(BTN, Aug. 14, 2000).
Gerakos said Frontier clients should expect to receive Prism-generated reports starting in early 2006.