I am investigating on behalf of my employer the possibility of arranging a corporate contract with an airline to carry our business from Southern Africa to the United States. Our office spends about 2 million dollars a year on travel, mostly to the US, and at present we spend the money on a variety of carriers: SAA, Delta, BA, LH, TP, etc. About 50% of the office flies C class, the rest Y. We have no specific relationship with any one carrier, but would be willing to establish a carrier of choice granted they offered us certain favorable conditions. In addition, there are 12 other branches in Southern Africa (with similar or more business per year) that use JNB as the main hub for intercontinental flights that could potentially come on board with us if we were to get a favorable offer. We cannot, however, promise a company a certain amount of business, we can only estimate based on past flying.
I have never negotiated a contract like this before, and am curious what other companies get when they negotiate these contracts.
My preconceptions were the following:
-Discounts (20, 30, 40, 50%)
-Free upgrades from full fare Y to C
-Lounge access (we already get this with SAA)
What else might I expect them to offer? What else should I push for? Will I likely be able to do anything if I approach code-share airlines (for example, UA, which code-shares on JNB-IAD, JNB-JFK, JNB-LHR and JNB-FRA flights or BD which code-shares on SAA¡¦s JNB-LHR.
Thanks for your information and input!