Peter Grünig

Overall responsibility of direct sales Switzerland. Revenue: CHF350 Mio Personal: ~350 FTE’s Main tasks: • Led the three direct sales divisions: 2 Call Centres (Zurich und Geneva), 3 Airport Ticket Offices (Zurich, Basel, Geneva) and 10 City Ticket Offices; • Developed the new strategic positioning of direct sales; • Built-up and maintained relationships with the unions; • Crisis management – e.g. terrorist attacks on September 11, 2001 and, three weeks later, the Swissair grounding.

Led a sales team (field and indoor sales). Sales increased from CHF190 Mio (1997) to CHF500 Mio (2000). • Established the contractual framework for agents and corporate customers; • Negotiated some of the most important contracts: BTI / Kuoni, ABB, Siemens, Winterthur insurance, Zurich Insurance, Sulzer, Bühler, GF+, SIG, etc.; • Crisis management: SR111 accident (Halifax).

Built-up from scratch, developed and led the representation in Oman as well as the station in Muscat. • Built-up, developed and led the sales, marketing, operations and cargo functions together with a General Sales Agent; • Increased frequency from one to four weekly flights; • Defined the basics for governmental talks to expand traffic rights, start code share agreement with Oman Air; • Established and cultivated contacts to political and economical key partners.

Special assignment: full fare segment & frequent flyer program. • Introduced Swissair’s frequent flyer program “Qualiflyer” in the US market.

Built-up from scratch, developed and led the representation in Belarus and led the station Minsk (passenger and cargo) for all three airlines. • Selection and training of the local sales and operation staff.

Special assignment: Direct Marketing • Defined a common customer data base for all sales districts in Switzerland; • Introduced the first uniform customer segmentation criteria and first regular direct mail relationship between Swissair and its customers.

• Led of the local sales and ground service organisation. • Built-up and cultivated the economical and social-political contacts.