Hitit Head of Business Development Americas, Maximiliano Vicini, at the Airline Leader Summit Latin & Caribbean 2025

Transcript

Maximiliano Vicini:We have worked since a long time in personalization, okay, through enabling AI technologies behind dynamic pricing and accelerated dynamic pricing. So all of our PSS you know, today offers personalized offers to the customers. And we evolved in that by now delivering and launching our native offer and order management solution that is working in one of our airline partners, Pegasus Airlines. So this is how we offer an optimized personalization on the PSS side because we have other solutions outside the BSS, but on the BSS side and the customer experience, we already are offering lots of personalization functionalities, you know, to improve the customer journey. We have the highest level of NDC capabilities since a long time. We are NDC Level 4 compliant according to IATA standards. We are also certified in the Airline Retailing Maturity Index, both as a provider and as a seller. So, and today we hold the first place in the level, in the quantity of certified capabilities for offer and order management. So, well, we have that available for all our customers, no matter the region, no matter their size, business model, from flag carriers to low-cost carriers, charter airlines. So everything is there. And especially in Latin America, what we are helping is to, you know, make the transition, you know, from the old PNR structure to NDC first, because NDC is the building block of offer and order, and then make a smooth transition to offer and order management. That's what we do. So we work together with the airlines. We always make surveys among all our partner airlines in more than 50 countries. And you know what came out from that survey is that technology is not the issue, but the adoption is the challenge in every single place. Our approach was always to offer a full PSS with the same capabilities and functionalities that the major, the major PSSs. So today we are the 3rd largest PSS provider in the world. So all the functionalities from the PSS perspective and capabilities are there for all our partners, including the unlimited ancillaries capabilities, unlimited SSRs, personalization, as we spoke before. So that's why we can offer the same functionalities that today are using the larger carriers to the regional carriers in Latin America, all our Caribbean airline partners, and also our carriers in North America. So no matter the geography, they receive the same level of functionalities that if they like of the major airlines. You know, so an offer and order, talking about offer and order, as I told you before, we have launched Hitit Oxygen. So Hitit Oxygen now can either integrate with an existing PSS, you know, and work in a hybrid mode right now by delivering offer and order management settlement and delivery capabilities, and also can be used as a native offer and order management system and maybe in some near future replace the PSS. But this is a challenge and it's also a very strategic decision from the airline. The airline industry, like any other industry now, is adopting slowly AI. And from our side, what we have made is we have a framework, an AI framework behind our solution suite. So, and we have enabled AI in different aspects on the PSS side, on the operational side, for example, for optimizing aircraft movements, unpredictable weather conditions, condition of runways, you know, IROPS management, you know, so that is already enabled. And well, and this is what I mean. The technology is there and it's available for any airline, you know. So again, the challenge to apply the AI is first to make also a cultural shift in the airline, on the airline side, to adopt those technologies fast or as fast as they can. But this is a transition. This is a marathon rather than a sprint. So also AI, what should allow is to, you know, integrate, be integrated with all the ecosystem of solutions in the airline and also the external ecosystem, you know, travel agents, aggregators and everything. So that is a challenge for the AI adoption in the airline industry. This depends on the context of each airline, where the airline is operating, regulations, also of course their business model, their network. So for what we provide to the airlines is, for example, what we have done here in the Caribbean is providing them interline, unlimited interline and codesharing capabilities for them to expand their network, to improve connectivity, especially in the Caribbean region. You know, that is very important. And also for them to integrate with external systems, you know, to provide a better experience for their passengers by adding additional services, you know, to the customer journey. Okay, so so that's how we we work together with the airlines and help them to always always adopt new new technologies and new features. But we we happy working with we we we already had our our own you know ancillaries and limited ancillary sales capabilities inside the system, but now. We are focused more on our external APIs to provide integration with different systems, different airlines on the airline and interline agreements and co-sharings and so on. And also on the financial side, we provide the airlines not only revenue accounting solutions but also cost accounting to monitor their cost. And also in our cost accounting solution, they can track and monitor CO2 emissions, you know, and report those CO2 emissions to the governments or any entity under Corsia standards or European Community standards as well. So the idea is to provide all our airlines flexibility, scalability, you know, for them to grow and expand their their business, you know.

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