A PARTNERSHIP AGREEMENT

How can a jet charter company stay ahead of the competition?

EPJS (Executive and Private Jet Service) is a jet charter company. It arranges travel in private jets for top executives and VIPs (very important people). It provides a customised service, looking after all its customers’ requirements, from booking tickets to transporting air travellers to their final destination.

It is currently negotiating a partnership agreement with the Megaluxe group of hotels. Based in Stuttgart, Germany, Megaluxe has five-star hotels across Europe, Asia and South America. 

EPJS has agreed to give Megaluxe ‘preferred partner status’. This means that EPJS will always reserve rooms for its customers in a Megaluxe hotel, providing the customer has not expressed a preference for another hotel. 

EPJS is a fast-growing company, but it is facing strong competition from other charter airlines. 

To beat the competition, it must offer customers a very attractive package: good-value prices, special assistance at airports, superb hotel accommodation and outstanding service. 

EPJS and Megaluxe have met several times. They are now ready to negotiate some of the key terms of the contract.

Listen to a conversation between a director of EPJS and a director of Megaluxe. They are discussing the agenda for the negotiation. Note down the agenda items.

The website information of the hotel

Group Discussion

• Work in two groups. 

• Group A: You are directors of Megaluxe.

• Group B: You are directors of EPJS. 

• Read your role cards and prepare for the negotiation. Use the agenda items that you 

• noted down during the telephone call. Try to agree on a partnership deal.

Case Study Commentary

Writting

As a director of EPJS or as a director of Megaluxue, write a letter to the person you negotiated with, summarising what you agreed.