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Impossible only means that you haven't found the solution yet .

Michael Kanacher With two decades of global sales and marketing experience in the aviation industry, I deliver bottom line results through fresh ideas and tailor made quality solutions.

My consulting services cover a range of areas:

Alliance Strategy and Management
Alliance Integration
Sales Strategy
Sales Planning and Steering
Customer Relationship Management
Marketing Communications
Process optimisation

Expertise and Experience

One of the true tests of leadership is the ability to recognize a problem before it becomes an emergency.
Arnold H. Glasow

Michael has gained extensive international experience over the course of his career. Here are some highlights:

Alliance Strategy and Management

Managing alliance sales and marketing activities for Star Alliance in Asia Pacific
Changing global alliance sales strategies in a changing market environment and with an increased number of alliance members
Developing and implementing alliance corporate sales programmes
Planning and implementing regional joint alliance sales and marketing teams
Heading the global alliance sales organisation

Alliance Integration

Leading and supporting two Chinese carriers in the process successfully joining Star Alliance
Designing and implementing a new approach for the new member integration process. This eased the way for Asian and other new carriers to join the alliance, previously dominated by Western thinking and procedures

Sales Strategy

Changing the strategic sales focus for Lufthansa in Asia Pacific responding to a changing marketplace and commercial objectives. This included:
- Restructuring sales organisations according to individual country's needs
- Focus on direct sales by implementing online and call centre sales in Asia Pacific
Introduction of distribution channel management

Sales Planning and Steering

Creating and leading a regional Marketing and Sales Support team for Lufthansa
Sales planning and steering for Lufthansa Asia Pacific with 2 digit revenue growth annually over 7 years
Redesigning and implementing improved sales incentive structures for travel agents and corporate clients

Customer Relationship Management

Project managing the development and implementation of Lufthansa's frequent flyer programme for Lufthansa
Developing programme strategy and design for the loyalty programme
Evaluating the existing procedures and proposing a redesign to the customer relationship management at a Middle East flag carrier

Marketing Communications

Heading the marketing function for Lufthansa Asia Pacific
Developing regional communication plans and campaigns for Lufthansa

Process Optimisation

Analysing, assessing and optimising the process for sales and customer relationship at a Middle East flag carrier
Restructering the sales contact process in Asian sales offices for Lufthansa
"Quick-Win" project managing for Middle East flag carrier - ensuring in a mixed client team the identification and implementation of projects

Benefits to You

We can't solve problems by using the same kind of thinking we used when we created them.
Albert Einstein

You can expect novel solutions that lead to real action and improved profitability in a timely manner:

Solutions drawn from in-depth international practice and senior management experience in the aviation industry
Objective and analytical outside-in views providing thorough analysis
Quick delivery of innovative and pragmatic solutions tailor-made to your needs
Focus on implementation and fast returns
Sustainable solutions based on the ability to build bridges across cultures, management hierarchies, interest groups and all stakeholders
Transfer of knowledge and experience to client's staff of all levels

The goal is to provide value not just analysis from day one. The value continues long after the project is completed.

Owner's Profile

Michael Kanacher is an independent consultant for international sales and marketing.

He has 20 years of international experience in various senior management positions with Lufthansa, Star Alliance Services GmbH and Lufthansa Consulting in different areas across airline commercial functions.

Michael holds a Master of Industrial Engineering (Diplom Wirtschaftsingenieur) from the Technical University Berlin. He has also completed advanced classes in International Marketing at Edinburgh University, Scotland.

Michael's consulting approach is characterised by

Reaching joint solutions
A co-operative and personal approach
Implementation of actionable goals
Multi-cultural sensitivity

For large projects, or if particular expertise is needed, a network of experienced consultants can be provided

Contact

To discuss your individual needs, it's easy to get in touch:

Mobile: +49-177-4461667
E-mail: michael@kanacher-consulting.com

Imprint

Owner and address:

Michael Kanacher
Solutions in Sales & Marketing
Zwingenbergerstr. 32A
64404 Bickenbach
Germany

Responsible for content: Michael Kanacher

VAT number: DE266117228

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