Cash-Strapped Airlines Try In-Flight Advertising

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By Keith L. Alexander
Tuesday, June 7, 2005

On a recent Alaska Airlines flight, passengers were told to remain buckled and seated for the last 30 minutes before landing at Reagan National Airport. It was a standard security measure for flights heading into restricted airspace over Washington.

It also turned a planeful of passengers into captive customers who were then pitched a Bank of America Visa card -- with little chance of tuning it out. Over the intercom, a flight attendant encouraged passengers to sign up for the Bank of America credit card. Then other flight attendants went down the aisle handing out applications.

Marketing now follows potential customers into the skies. In the airline industry's newest way to drum up revenue, carriers have become aggressive pitchmen for a range of products to passengers at 30,000 feet. The airlines say the ad revenue helps in these tough financial times. But some passengers liken the pitches to ads in a movie theater before the main feature.

"It's worse than the idea of cell phones in flights," said frequent flier Sylvia Caras of Santa Cruz, Calif.

Advertising in the air is nothing new. Most airlines run some commercials during their in-flight entertainment. And most in-flight magazines carry ads.

But until now, passengers could simply look away from the screen or turn the magazine page.

For Alexander Velaj, a Stamford, Conn., insurance agent, the latest trend in on-board salesmanship is another reason for "purchasing the Bose noise-canceling headphones."

But Montgomery College English professor Chet Pryor said he accepts the in-flight product pitches as the trade-off for lower fares. "They're simply something that must be endured," he said.

Alaska Airlines spokeswoman Amanda Tobin said passengers had expressed an interest in learning more about applying for Visa credit cards and that the airline's flight attendants share "basic" information.

Alaska isn't the only airline to push products. Since last August, Bank of America Corp. has paid US Airways employees $50 for each new applicant they get to sign up for a Visa card. The US Airways employees who nab 15 new applicants receive $750, plus a $75 bonus. The payments extend not only to flight attendants, but also to US Airways customer service and reservation agents.

US Airways spokesman David A. Castelveter said employees were not "required" to make the Visa announcements and did so "voluntarily and with discretion as not to inconvenience" passengers.

Bank of America offers joint credit cards with Alaska Airlines and US Airways that allow customers to earn frequent flier miles with purchases.


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© 2005 The Washington Post Company

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