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Lufthansa offers biz class-only transatlantic flights. (Special Report: Premium Class Travel).

Article Excerpt
Lufthansa German Airlines' current long-haul premium class strategy on the surface may appear contradictory but the decision to eliminate first class on certain transatlantic routes while offering business-only seating on others shows a carrier tailoring its products for each market. The targeted strategy is being played out as recent data from American Express suggested demand from corporate clients for international business class, despite the prolonged economic slump, has not dropped disproportionally.

Lufthansa has been encouraged by passenger numbers on existing all-business class services between Newark and Dusseldorf (BTN, June 3, 2002) and this spring will expand the model to other business-centric routes. The carrier on May 19 will launch six weekly flights between Newark and Munich, followed on June 9 with six weekly business flights between Chicago and Dusseldorf.

Importantly, these services also are available to United Airlines' customers via the carriers' codeshare partnership and are included in both carriers' corporate agreements--therefore subject to discounting. Mathias Friess, Lufthansa director of passenger sales in North America, said net rates based on volume are available to those companies that do not already have an existing contract with Lufthansa, United or both.

"Corporate clients complained after the United flight [between Chicago and Dusseldorf] disappeared in January, so we introduced that service to regain those with large volumes on that O&D," Friess said, noting...

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