GSA for Airlink in Kenya

Background

Airlink is the leading South African Regional Carrier in South Africa, taking a considerable market share in the local market sales, with more than 50%. The airline has a network of more than 60 routes to over 45 destinations in Southern Africa. In 2021 Airlink has been named the second-largest African carrier.

In November 2022 Airlink appointed AVIAREPS as their GSA in Kenya to develop a new route from scratch (NBO – operations started Apr 2023).

Solution

• Being a brand-new carrier, we designed aggressive B2B/B2C exposure campaigns: we conducted 30 outdoor sales calls a week to the BSP and 40 tele sales per week by the indoor team to the NON IATA agents
• Implemented the right commercial tools to build the local presence: dedicated WhatsApp groups per top 50 sellers, activated the top 50 agents in 4 month
• signed agreements with the top 10 leisure travel sellers in Kenya and 20+ group series
• Fostered a good business relationship with the ZA high commission in Kenya 

Results

• Built POS KE to represent 50% of the total route sales
• Achieved the expected Market Share in the Kenya Market of 35%
• Worked on the new product and achieved a 50% load factor out of Nairobi

In 2023, Airlink expanded its partnership with AVIAREPS to North America and Asia: https://www.aviareps.com/news/airlink-appoints-avaireps-for-north-america-and-asia-consolidating-its-international-representation