0:00
The second example is an example of something they call motivational approach,
and it is totally different.
Once again, this is a written document just like the previous one.
But as you will see, it is structured in a very different way which will make for
me so much easier to present it to the audience.
I have to give you some background information.
This is from the 80s, from a company called Scandinavian Airline System,
SAS as you probably know them.
And in the 80s, there was time when competition
as far as international air travel was concerned was severely limited.
0:40
There was a rule that each country had to
designate their own, it was called flag carrier,
an exclusive provider of international air travel services to that particular county.
And in the United States, there was Pan-Am and for
the three Scandinavian countries, there was SAS.
So, they had this exclusive right of flying.
There was very limited competition.
But then things started to change, and you will see what happened next.
Well, for 17 years,
we were a very profitable company flying under the really nice umbrella of IATA.
Which is an international air travel regulatory agency protecting us, right?
Shielding us from competition.
But then things started to change and here we are at the moment.
Lots and lots of competition.
Lots of new entrants to this new competitive field of
international air travel.
And as a result of that last year we've lost $12 million and actually the previous
CEO of the company was fired, and this is the new CEO doing this presentation.
We are currently in a free fall, but we can recover,
if we're prepared to fight for our jobs and our future.
We can fly high again.
2:16
Which is from the previous years where we had lots of money.
We had to dream that way now, but
we have to do it because this is what our competitors look like,
like Delta, for example, aggressive, efficient, in shape, ready to fight.
2:45
These are the same previous slides but
put into objective figures, objective indicators.
And we are indeed worse than, so we say, compared to Delta,
we are also losing to them, this battle for the client.
And this is our profit and losses statement.
And last year we lost $12 million.
And next year we should earn at least $12 million.
And we're going to be in very bad shape if we don't make it.
3:22
I've spent a few months in this company and
I believe that we can recover and this is my plan.
We have to become much more efficient.
We have to consolidate and
we have to reorient ourselves towards a new market segment.
And let me clarify what I mean.
Efficiency means much more freedom, but also much more responsibility.
3:59
We have to improve our efficiency in terms of punctuality as well.
I think there were the least punctual airlines,
or one of the least punctual airlines in Europe at the time.
We have to become much more punctual.
We have to consolidate, which means fewer aircraft types.
A much cleaner network with more profitable routes.
And finally and most importantly, we have to concentrate on the new market.
And this is business travel market,
which is different from the tourist market we were concentrating before.
And it is big, it is profitable.
And this is where the money is.
And these are all two slides with lots of text.
These are all the things that we need to do for this new market.
Better service, better punctuality, etc, etc.
And you can have lots and lots of text in your presentation,
in the middle of presentation, if you've created that motivational overlay.
People will make an effort and read this whole thing,
provided that they are motivated properly.
We need to do something about our cargo services and about our charters.
And to sum things up, we're slashing our costs.
We're improving our efficiency.
We are tailoring our services and products for the new market segment.
And the last bullet over there,
we're going to find that it is much more fun to work this way.
And if we do all those things, that would bring us an additional 2%,
which would mean $30 million.
5:44
And we need those money as our first step toward the new profitable company.
And finally, let's stop doing what's on the left and
start doing what's on the right.
Let's stop pointing at one another and
blaming each other and lets start working together.
Because the customers you see they don't care whose fault it is.
All they care is the end result, and we should be providing them with that result.
Don't wait, start now, calls to action for
various audiences, something for the salespeople, something for
the service people, something for the maintenance people.
Alexei KapterevLomonosov MSU BS
