Asstra: conferenza internazionale sulle tariffe. Il confronto in Europa, Francia, Germania, Italia

(1)

The Evolution of fares:

the German Case

Till Ackermann, VDV

(2)

Revenues & Ridership in German PT



Slow but steady increase of ridership in cities.



Revenues are rising, but costs as well

(3)

Be brave - adjust fares annually!



Nine out of ten German regions rise tariffs annually



Do not skip one adjustment – you never get it back!



Do not think, that the rise becomes easier next year!

(4)

PT in Germany:

regions with integrated tariffs

• “Verkehrsverbünde”

• integrate all modes of PT incl. rail

- one ticket - one tariff

• county to state-size

• ¾ off all PT-trips

(5)

integrated fares with differentiation:

higher fare for cities with better PT

Example: Verkehrsverbund Rhein-Sieg



single fare Cologne: 2,80 €



other cities: 2,40 €

NEIN;

28,6% 71,4JA;

%

special tariffs in cities

(6)



Manage your customer relations



Avoid cancellations of subscriptions



Do promotions and measure the

outcome in sales and customer value



Activate your sales personal to sell tickets – not to change money into tickets

“Active Sales” for Customer Value

(7)



All new residents in a city get an PT- information package including a free weekly ticket (ex. when they contract for water/electricity)



ex.: Dresden

-

16.000 information packages,

-

total cost 50.000 €



247 new subscribers



126.000 € annual revenue

Active Sales: „Neubürger Ticket“

(8)



All new subscribers are called in the

tenth month of their subscription (BVG)

Active Sales: Are-you-happy-calls”

443 preventions of cancellations of subscribtion with „Are-you- happy-call“

without

„Are-you- happy-call“

cancellation rate 19%

cancellation rate 14%