SO... YOUR AIRLINE PARTNER TALKS NDC? READ THIS BEFORE YOU SIGN ANYTHING.

When the airline says "It’s just a new distribution channel"... but the contract feels like rocket science!

Let’s be honest: NDC still confuses a lot of people in the travel agency world.

It’s not your fault. Airlines have been pushing New Distribution Capability (NDC) as the future of retailing; but what that actually means for travel agencies, OTAs, tour operators, and TMCs is often left vague or varies wildly from one airline to another.

So, let’s break it down simply.

What is NDC (Really)?

NDC is not a booking tool. It’s not a GDS. It’s not even a product.

NDC is a technical standard created by IATA that lets airlines sell flights and ancillaries (like seats, baggage, meals) directly to travel sellers, using API connections instead of the old EDIFACT language used by GDSs.

In theory? It gives airlines more control and lets them be “retailers.”

In practice? It means you, the travel agent or TMC, might start getting content outside the GDS; with all the servicing, pricing, and workflow challenges that come with it.

What Headaches Are Agencies Facing?

If you're working with multiple airlines, here’s what you’ve probably seen (or will soon):

-       Every airline does NDC their own way

There’s no “one NDC.” Lufthansa’s setup is not the same as Emirates’, which is different from Air France-KLM, and so on.

-       Servicing is clunky

Making a change to an NDC booking often involves calling or emailing the airline. No self-service. No automation. No easy refunds.

-       No apples-to-apples fare comparison

One airline offers a dynamic price via NDC, another sticks to filed fares. Some show ancillaries, others don’t.

-       No proper support for groups, MICE, or complex itineraries

NDC is still largely leisure-focused.

-       Revenue transparency gets tricky

Many NDC fares come without commission or, with rebates applied differently. That’s a headache during settlement and contract evaluation.

What Travel Agencies Should Know Before Talking to Airlines

If an airline partner starts talking to you about “shifting volume to NDC channels” or “signing an NDC agreement,” don’t rush. Here are a few smart checks and tips before entering those negotiations:

• Ask what servicing support looks like

Can I reissue, cancel, change dates online, or do I need to call someone?

• Clarify fare and content parity

Will I get full access to all fares and ancillaries, or just a filtered version?

• Get a clear view on commercial terms

Are there incentives for NDC bookings? What happens to my existing override structure?

• Evaluate how it fits your existing workflow

Will your mid-office or back-office systems handle these bookings properly?

• Don’t negotiate alone

This is not a basic fare deal; it’s a technical and strategic shift. Consider working with

someone who’s been through this before.

One Last Thing!

Airline distribution is changing fast. But not always in a straight line.

You don’t have to become a tech expert overnight, but you do need to understand the basics, ask the right questions, and avoid being pushed into deals that bring more cost and complexity than value.

If you want help understanding what’s on the table - or sitting next to you when you go into that negotiation - we’d be happy to share what we know.

Let’s make sure NDC becomes an opportunity, not just another challenge.

Curious? Confused? Contact us at TURNKEY READY.

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