In-Flight Phone Vendors Expand Corporate Programs

The airline seat is rapidly becoming a more work-ready environment.

With the continuing rollout of discount programs and integrated products, the major suppliers of in-flight communications services-phone, fax and data transmission-clearly are demonstrating their focus on the business traveler.

Meanwhile, some airlines are moving in-flight laptop power supply efforts beyond the test phase and into full launch.

In-flight communications provider GTE Airfone has expanded its corporate program: The number of signed corporate accounts has grown from eight to 34 in a year. The company now has one manager and one account rep in each of three regions-East, Central and West-up from a total of three salespeople on Jan. 1.

The focus this year will be on expanding the existing customer base, whereas last year the focus was to get new accounts, according to GTE Airfone vice president of sales Paul Kimmel. "This year, we will work with our accounts to get the message across to enrollees that there are two things they should do when they board the plane in the morning: Call their voicemail and then call whatever's hot on the voicemail," he said.

The program, which offers 10 to 50 percent discounts for large air travel buyers, continues to prove beneficial. For example, such accounts are exempt from a move on April 1 that lifted Airfone's flat fee of $15 for unlimited time. For general users, the flat fee was replaced with charges of $2.99 for setup and $3.28 per minute.

The company also continues to service corporate accounts in conjunction with airline sales reps. "The airline corporate salespeople are very keen to include these features in their sales efforts," Kimmel said.

GTE Airfone is currently available on Delta's domestic system, TWA, United and 65 percent of USAir. Continental will have the system by year-end.

To improve the technology itself, GTE on June 1 will install updated software that will eliminate a phenomenon whereby a transcontinental aircraft crossing over the Mississippi River loses its connection. The Mississippi is roughly where GTE's two ground-based receivers, located in Denver and Chicago, "hand off" to one another.

Also, the company will increase the baud rate on its data communications from 2.4 to 9.6. Compared to the typical modem speed of 14.4 or 28.8, "that's not setting the world on fire," Kimmel admitted. "But you are going 600 miles per hour and collecting your e-mails."

This month, GTE also introduced a pre-paid land-air card which is usable on the ground and on GTE Airfones. It will be marketed through agreements with GTE Card Services and Frontier Communications.

AT&T Wireless is planning a summer relaunch of its AirGold corporate discount program, which had been restructured twice already (BTN, Sept. 9, 1996). Details are not yet available.

In the meantime, the airline is offering a special promotion: All passengers on Northwest Airlines, Southwest Airlines and Alaska Airlines will receive 50 percent off the regular calling rate during off-peak hours-7 p.m. to 7 a.m. between May 1 and July 31.The discount rate will be $1.50 to connect and $1.50 per minute. AT&T Wireless products also are available on American Airlines and on Delta's international aircraft.

In Flight Phone Corp, which was providing communications technology on America West, Continental and USAir (now US Airways), is now in Chapter 11 reorganization. According to an IFPC executive, "we're getting out of the airline industry, but we are continuing to operate existing systems until our customers change to another provider."

A spokesperson for America West would not comment on plans for a future provider, saying only that "IFPC is fully operational in terms of their commitment to us. We're monitoring them, but we are proceeding as usual." Both AT&T and GTE are bidding for the AWA business.

In the area of laptop power, at least two of four airlines that have such connections anywhere in their system-American Airlines, Delta Air Lines, Canadian Airlines International and Brussels-based CityBird Airlines-are planning to expand it.

By June, AA plans to complete the rollout of its initial test to 10 Airbus flights between London and Boston and New York. It also intends to begin installations in other aircraft during the third quarter. "We'll start with the long-haul routes," said AA spokesman Bill Dreslin. "Over the next two years, the entire fleet will be equipped except the MD-11s, which will eventually be phased out of the fleet anyway."

Passengers will have to bring their own DC 12-volt power adaptors, but the airline is considering providing them, Dreslin said.

Delta Air Lines also is looking to expand its test (BTN, Aug. 19, 1996), according to spokeswoman Jackie Pate. "We have been testing it on one B767, and it's been very popular," she said. "We will expand it to other aircraft by this summer, and we'll probably have news on that later this month or in May."

The other two carriers could not be reached at press time. Meanwhile, some airlines are awaiting finalized standards for the power sources. According to one source, standards are expected by October.