• About Tom Dougherty

    Tom Dougherty CEO, Stealing Share

    Tom Dougherty is the President and CEO of Stealing Share, Inc., and has helped national and global brands such as Lexus, IKEA and Tide steal market share over his 25-year career.

    An often-quoted source on business and brands, he has been featured recently by the New York Times and CNN, discussing topics ranging from television to Apple to airlines.

    Tom also regularly speaks at conferences as a keynote and break-out speaker. To find out more on inviting him to your speaking engagement and view a video of him speaking, click here.

    You can also reach him via email attomd@stealingshare.com.

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If airline passengers choose only on price who is winning the battle for survival?

I pick on the airline industry all the time. I think it is because everything they hold as a core competency has gotten worse. The seats are smaller, the service is worse, the delays are more frequent, and the jets themselves seem more packed than ever.

To top it all off, the airlines are bleeding money. All except one, that is.

According to an article in the Baltimore Sun, AirTran, the low-cost carrier, is making money.

airline passengers

“The Florida-based airline recently posted its best-ever profit after heavy losses last year and is expanding service by 13 flights to Baltimore-Washington International Thurgood Marshall Airport, where it is the second-largest discount carrier. The airline, which turned a first-quarter profit, expects to remain profitable through the rest of the year.”

This does not surprise me much, not because AirTran is doing so many things right, but because the legacy carriers (like American, Delta, United, and US Airways) are doing so many things wrong.

Consider for just a moment that there are only two ways to grow the airline business and attract more airline passengers.

  1. Increase the number of people who fly or
  2. Steal market share from the competition.

We all understand that airlines can’t do much about the drop-off in passengers as a result of the drooping economy. So it is near impossible to accomplish the first means to grow their businesses. Logically, they have focused on grabbing market share from their competitors. The problem, however, is that everything they do as a business practice simply stinks. As a result all they have left to offer potential customers is lower fares. With that scenario, guess who wins? You bet, the low cost provider.

In a recent nationwide study done by Resultant Research, Stealing Share’s research company, 53% of Americans currently choose their airlines strictly on price.This does not bode well for the legacy carriers because they can’t compete on price.

Maybe they should try to improve the basics and make passengers feel like they are getting their money’s worth? With all the money they spend on advertising, one would hope for some real preference. They need something we want besides the side-by-side cost comparisons offered by Expedia or Travelocity.

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