Competitors-20190421T095428Z-001.zip

Competitors/Flyers vote with their wallets.docx

Flyers vote with their wallets

Americans say they hate Spirit Airlines. The company's financial results tell a different story

By N.B., The Economist, 3 November 2014

AMERICANS claim they loathe Spirit Airlines, the discount carrier that earned the worst possible scores in all six of Consumer Reports' airline-ranking subcategories last year. But the company's financials show that people, mystifyingly, keep flying on Spirit. Money has the story:

Spirit’s adjusted net income for the quarter is up 28% year-over-year, while total operating revenue was up 14%. The results bumped the price of Spirit stock up more than 7% on Wednesday, and Morgan Stanley just named Spirit its top growth airline pick for investors.

There's an easy explanation for this: pricing. "The customers we seek to attract overwhelmingly ranked total price as the most important variable when choosing an airline," Ben Baldanza, Spirit's boss told investors earlier this week. Given its abysmal customer-satisfaction scores, some of the customers it attracts probably never fly it again. But some do—and as long as the company can keep prices low (in part by charging added fees for just about everything), it can keep attracting new customers who feel compelled to save money. Much has been made recently about the boon that lower jet fuel prices represent for big airlines. But, as Bloomberg Businessweek notes, it is an even bigger advantage for Spirit, because its nonfuel costs (especially labour) are lower than its competitors:

When crude oil is expensive, as it has been for the last several years, a low-cost airline’s nonfuel cost advantage—lower wages, greater use of its airplanes, cheap coffee in employee break rooms, stingier medical benefits—becomes less important to the total cost base. A giant like United (UAL) or Delta (DAL) narrows the cost advantage a small rival like Spirit or Southwest (LUV) enjoys, while goosing higher revenues from its global network through higher fares and fuel surcharges. But when oil prices retreat, a nonfuel cost advantage becomes far more important for a low-cost carrier than for the giants.

All that allowed the company to earn a pretax profit margin of 21.3% in the quarter that ended 30th September. Regular Gulliver readers will recall the Virgin America paradox—why, when flyers claim to care so much about quality, do they flock to an airline like Spirit instead of a top-rated one like Virgin America? Maybe the deck is stacked in Spirit's favour. Or maybe flyers who claim they care more about quality than price are just lying. Either way, you can be sure that if this trend continues, ever more airlines will move to emulate Spirit's model.

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Competitors/The next airline fee_ Buying tickets.docx

The next airline fee: Buying tickets?

By Scott McCartney, Wall Street Journal, 3 March 2009

There are fees for checked luggage, reservation changes and even pillows and blankets. And now, one airline is poised to start levying a fee when you simply buy a ticket.

Spirit Airlines Inc., an ultra-low-cost carrier that has pioneered many fees, says it has worked out an agreement with the U.S. Department of Transportation to begin charging a "passenger usage fee" -- perhaps $5 to $10 per ticket -- for the privilege of buying a ticket anyplace other than at Spirit's airport ticket counters.

The fee, designed to cover reservation-booking costs, will be part of Spirit's aggressive and edgy strategy, which doesn't always fly well with passengers. Spirit already has ruffled some feathers with its racy promotions, ads in airplane cabins and on flight-attendant uniforms, fees to reserve seats and the addition of travel insurance to tickets unless customers opt out.

Rival airlines aren't expected to follow Spirit's boundary-stretching usage fee -- unless it proves to be a successful revenue generator. Most airlines already charge to book through telephone reservation centers and will be watching closely to see if consumers acquiesce to broader booking fees.

For airlines, one huge advantage of fees is that they don't show up in most reservation systems when consumers are shopping for airfares. That's because airlines aren't required to advertise fees that only certain customers will pay, like those checking baggage. As a result, head-to-head price comparisons at booking sites like Expedia.com, Travelocity.com and Orbitz.com become more difficult, and prices listed in travel-agency computers won't tell the whole story. What's more, low teaser rates can lure fliers, even if the ultimate cost of the travel is higher.

Spirit Chief Executive Ben Baldanza says he can't say when his airline will start charging the fee because the government bars carriers from talking about future pricing actions. The fee is simply part of Spirit's effort to separate as many services and costs out of base ticket prices as it can, he says. "We want people to know exactly what they are buying," Mr. Baldanza says.

Spirit tried charging a $7.90 passenger usage fee last year, along with a $2.50 "natural occurrence interruption fee" (to cover storm-related costs) and an $8.50 "international service recovery fee" to pay for some taxes and fees the airline pays to foreign governments. But the DOT stepped in and ordered the airline to stop; federal rules require airlines to include airline-imposed charges that all customers must pay in advertised fares.

Spirit was fined $40,000 but remained undeterred. Since then, the airline has been negotiating with the DOT to find an acceptable way under department rules to charge the passenger booking fee. "We will be reintroducing it in a way the DOT is comfortable with," Mr. Baldanza says.

But it's not clear exactly how Spirit will disclose its usage fee -- the company wouldn't yet discuss details. In a statement, the DOT says, "We have informed Spirit that they can charge a fee for buying tickets at locations other than ticket counters only if the fee is included in the price advertised on its Web site."

For consumers, fees have made the complex world of airline tickets that much trickier. When Mark Friedman of New York bought Spirit tickets for a trip to Florida later this month, he never imagined he'd have to pay extra to reserve a seat assignment in advance.

Spirit's Web site offers little disclosure of that fee: You have to click through into "travel policies" to find a mention that Spirit charges a fee to reserve seats in advance ($15 for an exit-row seat one way; $12 for a window or aisle seat, $5 for a middle seat). The seat-assignment fee also doesn't show up on a pre-purchase page of add-ons Spirit offers, such as travel insurance. Only after a purchase is made does Spirit offer the opportunity to pay to reserve a seat with a second credit-card charge.

"It's a blatantly misleading way to run their business," Mr. Friedman says. He complained to the company but got no relief, so he paid $24 to reserve seats for his round-trip itinerary.

Spirit says customers who don't want to pay to pick early can get reserved seats 24 hours before departure when they check-in. The seat fee isn't shown before buying a ticket because it isn't required, Spirit says.

Another potential trap for consumers: Spirit's Web site automatically checks the box to accept travel insurance. To avoid the added expense, consumers have to un-click the box. "It's not like we snooker people into buying it because more than 50% uncheck the box," Mr. Baldanza says.

Kevin Ruth, a college math teacher, has been a loyal and frequent Spirit customer for the past two years. "I like the cheap flights," he says.

Last week he was flying to Montego Bay on a $140 ticket that went up to $180 round-trip with the baggage fees -- still a good deal, he says. He declined paying to reserve a seat (and got a window seat anyway) and skipped the travel insurance. With fees going up and policies difficult to maneuver, "I'm starting to get a little less attracted to Spirit," he says. "It's a chore -- you have to do your homework."

With 28 Airbus planes, Spirit serves mostly Eastern and Midwestern U.S. cities, plus Caribbean and Latin American destinations, with its biggest hub in Fort Lauderdale, Fla. One-third of the airline's revenue will come from things other than base ticket sales by the end of this year, according to marketing chief Barry Biffle.

About half of that ancillary revenue will come from charging for perks once considered included in the price of tickets, such as baggage service and $3 sodas, and the rest of the nonticket revenue will come from sales of travel insurance, frequent-flier miles, ads inside airplanes and other promotions.

Mr. Baldanza has stretched airline industry norms with edgy ad campaigns, usually sent to regular customers through email and laden with political references and sexual innuendo. A recent ad with a tag, "Many Islands, Low Fares" drew ire for its use of an acronym that is also an obscene term for a sexually attractive mother. But it landed Mr. Baldanza and Spirit on television news broadcasts, and the sale proved to be "extremely successful," the CEO says.

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Competitors/JetBlue joins airlines selling basic economy tickets.docx

JetBlue joins airlines selling basic economy tickets

No. 5 airline is under pressure from discount air carriers, rising fuel prices

By Alison Sider, Wall Street Journal, 28 September 2018

JetBlue Airways, known for its free amenities, will introduce basic economy fares.

JetBlue Airways, known for its free amenities, will introduce basic economy fares. PHOTO: FRED PROUSER/REUTERS

JetBlue Airways Corp. JBLU +1.12% is introducing bare-bones economy fares to keep up with competition from discount air carriers and drum up sales as it faces rising labor and fuel costs.

The No. 5 U.S. carrier by traffic has touted amenities like free WiFi and roomier coach seats as other carriers have pared back their free services. Chief Operating Officer Joanna Geraghty said Friday that JetBlue was in danger of falling behind as more customers use web sites and apps to compare prices before buying.

“Customer behavior suggests our success is at risk,” she wrote in a letter to employees.

Major carriers in recent years have introduced basic economy tickets to compete with the deeply discounted fares offered by ultra low-cost carriers including Spirit Airlines Inc. These fares are $30 to $50 cheaper than standard economy tickets but leave out amenities like advance seat assignments, overhead bin space, frequent flier awards and other benefits.

JetBlue is working to slash annual expenses by up to $300 million by 2020. The New York-based carrier earlier this month said it expects third-quarter unit revenue to grow up to 3% thanks to higher demand. But rising jet fuel prices are a challenge as they have surged some 45% since the start of 2017. JetBlue’s shares are down 13% this year.

“They’ve struggled a little bit to convert the superior product they’re offering...into improved profitability,” said Joseph DeNardi, an analyst at Stifel. Lower margins and higher fuel prices are pushing carriers like JetBlue to be “more aggressive on the revenue side,” he said.

JetBlue led most major U.S. carriers last month in raising fees for checked bags. United Continental Holdings Inc., American Airlines Group Inc. and Delta Air Lines Inc. quickly followed suit. Raising fees for baggage helps JetBlue cover surging fuel costs without sacrificing other amenities customers like, Ms. Geraghty said Thursday at a conference in New York.

The new fares help big airlines attract the most cost-conscious travelers who will give up perks for low prices, but airlines say that the majority of flyers still opt to pay more to avoid the basic-fare restrictions.

JetBlue said its new ticket class, which it plans to introduce “later next year,” will still include many of the amenities it is known for. The carrier won’t charge bargain hunters for internet, snacks or soda. The passengers also will be allowed a full-sized carry-on bag.

JetBlue didn’t say precisely what amenities would be excluded. Passengers who choose the cheapest travel class could be missing an earlier boarding time, more flexibility on seat assignments, or the ability to make reservation changes, Ms. Geraghty wrote.

“We will not make them feel like second-class citizens,” she said.

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Competitors/From tardy to on-time_ Spirit Airlines tries to shed old image.docx

From tardy to on-time: Spirit Airlines tries to shed old image

Fliers still have gripes, but CEO says, ‘We’re shedding some of the negatives we earned’

By Alison Sider, Wall Street Journal, 27 December 2018

The complaint rate among Spirit fliers in the first nine months of this year was down 75% from the same period in 2015, the first year the government tracked such figures for Spirit.

The complaint rate among Spirit fliers in the first nine months of this year was down 75% from the same period in 2015, the first year the government tracked such figures for Spirit. PHOTO: LUKE SHARRETT/BLOOMBERG NEWS

Spirit Airlines Inc., SAVE -0.24% once the most likely to show up late or cancel a flight, is trying a new tactic: punctuality.

Spirit was on time more often than any other U.S. airline in October, according to the latest available government data. This year its flights have been on time nearly 81% of the time, besting rivals including American Airlines Group Inc. and United Continental Holdings Inc.

Fliers still gripe about Spirit to the federal government at a higher rate than they do about almost any other airline. But the complaint rate in the first nine months of this year was down 75% from the same period in 2015, the first year the government tracked such figures for Spirit.

Spirit’s business remains based on the idea that fliers will choose the cheapest fares over reclining seats, seat assignments or water. Its strategy to charge for anything beyond a ticket brings in around half its revenue and still irks many passengers. The data, however, suggests the airline is starting to turn around a reputation for providing terrible customer service.

“We’re shedding some of the negatives we earned—justifiably earned—five or six years ago,” said Chief Executive Bob Fornaro.

Spirit told investors in November that it expects to notch year-over-year unit revenue growth of 11% in the fourth quarter, more than triple what Delta Air Lines Inc. is anticipating. Spirit’s shares are up more than 25% this year, while most other airlines’ stocks have languished.

The airline, along with other low-cost counterparts, also has helped set fares across the industry. Spirit’s rapid expansion into places such as Dallas, Los Angeles and Chicago, for example, quickly pressured airlines including Southwest, American and United to often match its bargain-basement prices.

As many big airlines have also started charging fees for extras like checked luggage and seat assignments, some fliers are willing to give Spirit another look.

“How much worse can Spirit be? Let’s give it a try,” Judi Anderson, 70, said when she was looking for an inexpensive fare from Florida to New Jersey this year. She and her husband brought their own bottled water. “It was bare bones, and that’s what we expected,” she said.

For years, Spirit’s former chief executive, Ben Baldanza, argued that cheap fares were the best form of customer service. He said Spirit’s customers needed to lower expectations.

But its network grew faster than its fleet, straining operations. Just 69% of its flights arrived on time in 2015. Chronic delays and cancellations mean overtime costs for crew as well as hotels and new flights for stranded passengers.

The reputation for shaky service became a burden, as competitors aggressively slashed fares to match Spirit prices. Unit revenues, a closely watched metric of how much it takes in to fly a passenger a mile, took a hit. Spirit shares fell from a high of over $84 in 2014 to around $40 by the end of 2015.

In early 2016 Spirit’s board decided to make a change at the top, bringing in Mr. Fornaro, a board member who previously ran discounter AirTran Airways, before Southwest Airlines bought it in 2011. He vowed to make Spirit’s pricing more transparent and slow the airline’s growth to make the airline more reliable and mend relations with customers.

Spirit retrained flight attendants and other employees and tempered some of the most draconian policies, like charging customers $100 for showing up with a carry-on they hadn’t paid for in advance. It charges $65 now. Spirit tied executive bonuses more closely to on-time performance and reductions in customer complaints.

To start running on time more regularly, Spirit adjusted how it schedules aircraft and crew, including building in more time for some flights and turnarounds as a buffer against the unexpected. “Spirit had to slow down to go fast,” said Jose Caiado, an analyst at Credit Suisse.

Earlier this year Spirit and its pilots agreed to a new contract, which raised pilots’ wages, aligns more closely with industry standards and gives the carrier more flexibility in scheduling.

Some things are unlikely to change. Spirit’s seats are close together and don’t recline, which makes room for extra rows. The airline charges extra for everything from carry-on bags to water. Unlike major carriers with dense networks of interconnected hubs, Spirit operates just one flight a day or fewer on many of its routes, and passengers can be left in a lurch. Spirit still bumps more fliers than other carriers, according to government figures, though the airline said it recently made changes to address that problem.

Blakely Sanford, a tax accountant from San Diego, said the last leg of his flight home from a cruise in November was delayed multiple times before being canceled. He and the other passengers were told they wouldn’t be able to fly out until the following evening.

“They offered to let me sleep on the airport floor,” he said. He got a refund and rented a car to drive home. “I don’t care how cheap it is, I will never again go on Spirit,” he said.

Others are reconsidering the airline. Friends of Csonka Ferguson, 41, convinced her to give Spirit another shot for a one-day trip a few months ago. “It was just seamless,” she said.

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Competitors/Selections from Spirit Airlines, Inc. 2017 10-K.docx

Selections from Spirit Airlines, Inc. 2017 10-K

Access the full 10-k here.

Item 1. Business

Overview

Spirit Airlines is an ultra low-cost, low-fare airline that offers affordable travel to price-conscious customers. Our all-Airbus Fit Fleet TM, the youngest fleet of any major U.S. airline, currently operates more than 450 daily flights to 60 destinations in the United States, Caribbean and Latin America. Our stock trades on the New York Stock Exchange (NYSE) under the symbol "SAVE," effective as of December 28, 2017. Prior to this date, our stock traded on the NASDAQ Global Select Stock Market (NASDAQ) under the symbol "SAVE."

Our ultra low-cost carrier, or ULCC, business model allows us to compete principally by offering customers our Bare Fares TM, which are unbundled base fares that remove components traditionally included in the price of an airline ticket. We then give customers Frill Control TM, which provides customers the freedom to save by paying only for the options they choose such as bags, advance seat assignments and refreshments. We record revenue related to these options in our financial statements as non-ticket revenue.

Our History and Corporate Information

We were founded in 1964 as Clippert Trucking Company, a Michigan corporation. We began air charter operations in 1990 and renamed ourselves Spirit Airlines, Inc. in 1992. In 1994, we reincorporated in Delaware, and in 1999 we relocated our headquarters to Miramar, Florida.

Our mailing address and executive offices are located at 2800 Executive Way, Miramar, Florida 33025, and our telephone number at that address is (954) 447-7920. We are subject to the information and periodic reporting requirements of the Securities Exchange Act of 1934, or Exchange Act, and, in accordance therewith, file periodic reports, proxy statements and other information with the Securities and Exchange Commission or SEC. Such periodic reports, proxy statements and other information are available for inspection and copying at the SEC's Public Reference Room at 100 F Street, NE., Washington, DC 20549 or may be obtained by calling the SEC at 1-800-SEC-0330. In addition, the SEC maintains a website at http://www.sec.gov that contains reports, proxy statements and other information regarding issuers that file electronically with the SEC. We also post on the Investor Relations page of our website, www.spirit.com, a link to our filings with the SEC, our Corporate Governance Guidelines and Code of Business Conduct and Ethics, which applies to all directors and all our employees, and the charters of our Audit, Compensation, Finance, Safety, Security and Operations and Nominating and Corporate Governance committees. Our filings with the SEC are posted as soon as reasonably practical after they are filed electronically with the SEC. Please note that information contained on our website is not incorporated by reference in, or considered to be a part of, this report. You can also obtain copies of these documents free of charge by writing to us at: Corporate Secretary, Spirit Airlines, Inc., 2800 Executive Way, Miramar, Florida 33025.

Our Business Model

Our ULCC business model provides customers low, unbundled base fares with a range of optional services, allowing customers the freedom to choose only the options they value. The success of our model is driven by our low-cost structure, which permits us to offer low base fares while maintaining high profit margins.

We are focused on price-sensitive travelers who pay for their own travel, and our business model is designed to deliver what we believe our customers want: low fares. We aggressively use low fares to address an underserved market, which helps us to increase passenger volume, load factors and non-ticket revenue on the flights we operate. We also have high-density seating configurations on our aircraft and a simplified onboard product designed to lower costs, which is part of our Plane Simple TM strategy. High passenger volumes and load factors help us sell more ancillary products and services, which in turn allows us to reduce the base fare we offer even further. We strive to be recognized by our customers and potential customers as the low-fare leader in the markets we serve.

We compete based on total price. We believe other airlines have used an all-inclusive price concept to effectively maintain higher total prices to consumers, rather than lowering fares by unbundling each product or service. For example, carriers that tout “free bags” have included the cost of checking bags in the total ticket price, which does not allow passengers to see how much they would save if they did not check luggage. We believe that we and our customers benefit when we allow our customers to know the total price of their travel by breaking out the cost of optional products or services.

We allow our customers to see all available options and their respective prices prior to purchasing a ticket, and this full transparency illustrates that our total price, including options selected, is lower than other airlines on average. Through branded campaigns, we educate the public on how our unbundled pricing model works and show them how it gives them a choice on how they spend their money and saves them money compared to other airlines.

Our Strengths

We believe we compete successfully in the airline industry by leveraging the following demonstrated business strengths:

Ultra Low-Cost Structure. Our unit operating costs are among the lowest of all airlines operating in the United States. We believe this unit cost advantage helps protect our market position and enables us to offer some of the lowest base fares in our markets, sustain among the highest operating margins in our industry and support continued growth. Our operating costs per available seat mile (CASM) of 7.63 cents in 2017 were significantly lower than those of the major domestic network carriers and among the lowest of the domestic low-cost carriers. We achieve these low unit operating costs in large part due to:

· high aircraft utilization;

· high-density seating configurations on our aircraft, which is part of our Plane Simple TM strategy along with simplified onboard product designed to lower costs;

· minimal hub-and-spoke network inefficiencies;

· highly productive workforce;

· opportunistic outsourcing of operating functions;

· operating our Fit Fleet TM, a single-fleet type of Airbus A320-family aircraft that is the youngest fleet of any major U.S. airline and operated by common flight crews;

· reduced sales, marketing and distribution costs through direct-to-consumer marketing;

· efficient flight scheduling, including minimal ground times between flights; and

· a company-wide business culture that is keenly focused on driving costs lower.

Innovative Revenue Generation. We execute our innovative, unbundled pricing strategy to generate significant non-ticket revenue, which allows us to lower base fares and enables our passengers to identify, select and pay for only the products and services they want to use. In implementing our unbundled strategy, we have grown average non-ticket revenue per passenger flight segment from approximately $5 in 2006 to $53 in 2017 by:

· charging for checked and carry-on baggage;

· passing through all distribution-related expenses;

· charging for premium seats and advance seat selection;

· maintaining consistent ticketing policies, including service charges for changes and cancellations;

· generating subscription revenue from our $9 Fare Club low-fare subscription service;

· deriving brand-based revenues from proprietary services, such as our FREE SPIRIT affinity credit card program;

· offering third-party travel products (travel packages), such as hotel rooms, ground transportation (rental and hotel shuttle products) and attractions (show or theme park tickets) packaged with air travel on our website;

· selling third-party travel insurance through our website; and

· selling onboard advertising.

Resilient Business Model and Customer Base. By focusing on price-sensitive travelers, we have maintained profitability during volatile economic periods because we are not highly dependent on premium-fare business traffic. We believe our growing customer base is more resilient than the customer bases of most other airlines because our low fares and unbundled service offering appeal to price-sensitive travelers.

Well Positioned for Growth. We have developed a substantial network of destinations in profitable U.S. domestic niche markets, targeted growth markets in the Caribbean and Latin America and high-volume routes flown by price-sensitive travelers. In the United States, we also have grown into large markets that, due to higher fares, have priced out those more price-sensitive travelers. We seek to balance growth between large domestic markets, niche markets and opportunities in the Caribbean and Latin America according to current economic and industry conditions.

Experienced International Operator. We believe we have substantial experience in foreign local aviation, security and customs regulations, local ground operations and flight crew training required for successful international and overwater flight operations. All of our aircraft are certified for overwater operations. We believe we compete favorably against other low-cost carriers because we have been conducting international flight operations since 2003 and have developed substantial experience in complying with the various regulations and business practices in the international markets we serve. During 2017, 2016 and 2015, no revenue from any one foreign country represented greater than 4% of our total passenger revenue. We attribute operating revenues by geographic region based upon the origin and destination of each passenger flight segment.

Financial Strength Achieved with Focus on Cost Discipline. We believe our ULCC business model has delivered strong financial results in both favorable and more difficult economic times. We have generated these results by:

· keeping a consistent focus on maintaining low unit operating costs;

· ensuring our sourcing arrangements with key third parties are regularly benchmarked against the best industry standards;

· generating and maintaining an adequate level of liquidity to insulate against volatility in key cost inputs, such as fuel, and in passenger demand that may occur as a result of changing general economic conditions.

Route Network

As of December 31, 2017, our route network included 237 markets served by 60 airports throughout North America, Central America, South America and the Caribbean.

Below is a route map of our current network, which includes seasonal routes and routes announced as of January 11, 2018 for which service has not yet started:

a19987spiritroutemap.jpg

Our network expansion targets underserved and/or overpriced markets. We employ a rigorous process to identify opportunities to deploy new aircraft where we believe they will be most profitable. To monitor the profitability of each route, we analyze weekly and monthly profitability reports as well as near-term forecasting.

Competition

The airline industry is highly competitive. The principal competitive factors in the airline industry are fare pricing, total price, flight schedules, aircraft type, passenger amenities, number of routes served from a city, customer service, safety record and reputation, code-sharing relationships and frequent flier programs and redemption opportunities. Our competitors and potential competitors include traditional network airlines, other low-cost carriers and ULCCs, and regional airlines. We typically compete in markets served by traditional network airlines, and other low-cost carriers and ULCCs, and, to a lesser extent, regional airlines.

As of December 31, 2017, our top two largest network overlaps are with Southwest Airlines and American Airlines at approximately 62% and 51% of our markets, respectively. Our principal competitors on domestic routes are Southwest Airlines, American Airlines, Delta Air Lines and United Airlines. Our principal competitors to our markets in the Caribbean and Latin America are American Airlines, JetBlue Airways, Southwest Airlines and United Airlines. Our principal competitive advantage is our relative cost advantage which allows us to offer low base fares profitably. In 2017, our unit operating costs were among the lowest in the U.S. airline industry. In difficult economic or competitive environments, we believe our low unit costs coupled with our relatively stable non-ticket revenues allow us to price our fares at levels where we can be profitable while our primary competitors cannot.

The airline industry is particularly susceptible to price discounting because, once a flight is scheduled, airlines incur only nominal incremental costs to provide service to passengers occupying otherwise unsold seats. The expenses of a scheduled aircraft flight do not vary significantly with the number of passengers carried and, as a result, a relatively small change in the number of passengers or in pricing could have a disproportionate effect on an airline’s operating and financial results. Price competition occurs on a market-by-market basis through price discounts, changes in pricing structures, fare matching, target promotions and frequent flier initiatives. Airlines typically use discount fares and other promotions to stimulate traffic during normally slower travel periods to generate cash flow and to maximize TRASM. The prevalence of discount fares can be particularly acute when a competitor has excess capacity that it is unable to fill at higher rates. A key element to our competitive strategy is to maintain very low unit costs in order to permit us to compete successfully in price-sensitive markets.

Seasonality

Our business is subject to significant seasonal fluctuations. We generally expect demand to be greater in the second and third quarters each year due to more vacation travel during these periods, as compared to the rest of the year. The air transportation business is also volatile and highly affected by economic cycles and trends.

Distribution

The majority of our tickets are sold through direct channels, including online via www.spirit.com, our call center and our airport ticket counters, with spirit.com being the primary channel. We also partner with a number of third parties to distribute our tickets, including online and traditional travel agents and electronic global distribution systems.

Customers

We believe our customers are primarily leisure travelers who are paying for their own ticket and who make their purchase decision based largely on price. By maintaining a low cost structure, we can successfully sell tickets at low fares while maintaining a strong profit margin.

Customer Service

We are committed to taking care of our customers. We believe focusing on customer service in every aspect of our operations, including personnel, flight equipment, in-flight and ancillary amenities, on-time performance, flight completion ratios, and baggage handling, will strengthen customer loyalty and attract new customers. We proactively aim to improve our operations to ensure further improvement in customer service.

Our online booking process allows our customers to see all available options and their prices prior to purchasing a ticket. We maintain a campaign that illustrates our total prices are lower, on average, than those of our competitors, even when options are included.

Fleet

We fly only Airbus A320 family aircraft, which provides us significant operational and cost advantages compared to airlines that operate multiple aircraft types. By operating a single aircraft type, we avoid the incremental costs of training crews across multiple types. Flight crews are entirely interchangeable across all of our aircraft, and maintenance, spare parts inventories and other operational support remains highly simplified compared to those airlines with more complex fleets. Due to this commonality among Airbus single-aisle aircraft, we can retain the benefits of a fleet comprised of a single type of aircraft while still having the flexibility to match the capacity and range of the aircraft to the demands of each route.

As of December 31, 2017, we had a fleet of 112 Airbus single-aisle aircraft, which are commonly referred to as “A320 family” aircraft. A320 family aircraft include the A319, A320 and A321 models, which have broadly common design and equipment but differ most notably in fuselage length, service range and seat capacity. Within the A320 family of aircraft, models using existing engine technology may carry the suffix “ceo,” denoting the “current engine option,” while models equipped with new-generation engines may carry the suffix “neo,” denoting the “new engine option.” As of December 31, 2017, our fleet consisted of 31 A319s, 51 A320ceos, 5 A320neos and 25 A321ceos, and the average age of the fleet was 5.1 years. As of December 31, 2017, we owned 54 of our aircraft, of which 29 aircraft are financed through senior and junior long-term debt with terms of 12 and 7 years, respectively, 17 aircraft are financed through enhanced equipment trust certificates (EETCs), and 8 aircraft were purchased off lease and currently unencumbered. Refer to “Notes to the Financial Statements—11. Debt and Other Obligations” for information regarding our debt financing and “Notes to the Financial Statements—3. Special Charges” for information regarding our aircraft purchased off lease. The remaining 58 of our aircraft are financed under operating leases with expirations between 2020 and 2029. In addition, as of December 31, 2017, we had 11 spare engines financed under operating leases and owned 4 spare engines.

As of December 31, 2017, firm aircraft orders consisted of 59 A320 family aircraft (6 A320ceos, 48 A320neos and 5 A321ceos) with Airbus. During the first quarter of 2018, we negotiated revisions to our A320 aircraft order. We originally had 14 A320neo aircraft scheduled for delivery in 2019. Pursuant to the revision, 5 of the 14 scheduled A320neo aircraft were converted to A320ceo aircraft but remain scheduled to be delivered in 2019. As of December 31, 2017, spare engine orders consisted of four V2500 SelectTwo engines with IAE and nine PurePower PW 1100G-JM engines with Pratt & Whitney. Aircraft are scheduled for delivery from 2018 through 2021 and spare engines are scheduled for delivery from 2018 through 2023. The firm aircraft orders provide for capacity growth as well as the flexibility to add to, or replace, the aircraft in our present fleet. We may elect to supplement these deliveries by additional acquisitions from the manufacturer or in the open market if demand conditions merit. We also may adjust or defer deliveries, or change models of aircraft in our delivery stream, from time to time, as a means to match our future capacity with anticipated demand and growth trends.

Consistent with our ULCC business model, each of our aircraft is configured with a high density seating configuration, which helps us maintain a lower unit cost and pass savings to our customers. Our high density seating configuration accommodates more passengers than those of our competitors when comparing the same type of aircraft.

Maintenance and Repairs

We have a Federal Aviation Administration (FAA) mandated and approved maintenance program, which is administered by our technical services department. Our maintenance technicians undergo extensive initial and ongoing training to ensure the safety of our aircraft.

Aircraft maintenance and repair consists of routine and non-routine maintenance, and work performed is divided into three general categories: line maintenance, heavy maintenance and component service. Line maintenance consists of routine daily and weekly scheduled maintenance checks on our aircraft, including pre-flight, daily, weekly and overnight checks, and any diagnostics and routine repairs and any unscheduled items on an as needed basis. Line maintenance events are currently serviced by in-house mechanics supplemented by contract labor and are primarily completed at airports we currently serve. Heavy airframe maintenance checks consist of a series of more complex tasks that can take from one to four weeks to accomplish and typically are required approximately every 24 months. Heavy engine maintenance is performed approximately every four to six years and includes a more complex scope of work. Due to our relatively small fleet size and projected fleet growth, we believe outsourcing all of our heavy maintenance activity, such as engine servicing, heavy airframe maintenance checks, major part repair and component service repairs is more economical. Outsourcing eliminates the substantial initial capital requirements inherent in heavy aircraft maintenance. We have entered into a long-term flight hour agreement for our current fleet and future deliveries with IAE and Pratt & Whitney for our engine overhaul services and with Lufthansa Technik on an hour-by-hour basis for component services. We outsource our heavy airframe maintenance to FAA-qualified maintenance providers.

Our recent maintenance expenses have been lower than what we expect to incur in the future because of the relatively young age of our aircraft fleet. Our maintenance costs are expected to increase as the scope of repairs increases with the

increasing age of our fleet. As our aircraft age, scheduled scope of work and frequency of unscheduled maintenance events is likely to increase like any maturing fleet. Our aircraft utilization rate could decrease with the increase in aircraft maintenance.

In the first quarter of 2017, we inaugurated a 126,000-square-foot maintenance hangar facility, adjacent to the airfield at the Detroit Metropolitan Wayne County Airport, which allows us to fulfill the requirements of our growing fleet and will reduce dependence on third-party facilities and contract line maintenance. Please see “-Properties-Ground Facilities.”

Employees

Our business is labor intensive, with labor costs representing approximately 23.4%, 25.2% and 23.1% of our total operating costs for 2017, 2016 and 2015, respectively. As of December 31, 2017, we had 1,792 pilots, 3,011 flight attendants, 51 dispatchers, 245ramp service agents, 699 mechanics, 425 airport agents/other and 572 employees in administrative roles for a total of 6,795 employees. As of December 31, 2017, approximately 75% of our employees were represented by four labor unions. On an average full-time equivalent basis, for the full year 2017, we had 6,100 employees, compared to 5,159 in 2016.

FAA regulations require pilots to have commercial licenses with specific ratings for the aircraft to be flown and be medically certified as physically fit to fly. FAA and medical certifications are subject to periodic renewal requirements, including recurrent training and recent flying experience. Mechanics, quality-control inspectors and dispatchers must be certificated and qualified for specific aircraft. Flight attendants must have initial and periodic competency training and qualification. Training programs are subject to approval and monitoring by the FAA. Management personnel directly involved in the supervision of flight operations, training, maintenance and aircraft inspection must also meet experience standards prescribed by FAA regulations. All safety-sensitive employees are subject to pre-employment, random and post-accident drug testing.

The Railway Labor Act, or RLA, governs our relations with labor organizations. Under the RLA, our collective bargaining agreements generally do not expire, but instead become amendable as of a stated date. If either party wishes to modify the terms of any such agreement, they must notify the other party in the manner agreed to by the parties. Under the RLA, after receipt of such notice, the parties must meet for direct negotiations. If no agreement is reached, either party may request the National Mediation Board, or NMB, to appoint a federal mediator. The RLA prescribes no set timetable for the direct negotiation and mediation process. It is not unusual for those processes to last for many months, and even several years. If no agreement is reached in mediation, the NMB in its discretion may declare at some time that an impasse exists. If an impasse is declared, the NMB proffers binding arbitration to the parties. Either party may decline to submit to arbitration. If arbitration is rejected by either party, a 30-day “cooling off” period commences. During that period (or after), a Presidential Emergency Board, or PEB, may be established, which examines the parties’ positions and recommends a solution. The PEB process lasts for 30 days and is followed by another “cooling off” period of 30 days. At the end of a “cooling off” period, unless an agreement is reached or action is taken by Congress, the labor organization and the airline each may resort to “self-help,” including, for the labor organization, a strike or other labor action, and for the airline, the imposition of any or all of its proposed amendments and the hiring of new employees to replace any striking workers. Congress and the President have the authority to prevent “self-help” by enacting legislation that, among other things, imposes a settlement on the parties. The table below sets forth our employee groups and status of the collective bargaining agreements.

Employee Groups

Representative

Amendable Date

Pilots

Air Line Pilots Association, International (ALPA)

August 2015

Flight Attendants

Association of Flight Attendants (AFA-CWA)

May 2021

Dispatchers

Transport Workers Union (TWU)

August 2018

Ramp Service Agents

International Association of Machinists and Aerospace Workers (IAMAW)

June 2020

In August 2015, the Company's collective bargaining agreement with its pilots, represented by ALPA, became amendable. In June 2016, ALPA requested the services of the National Mediation Board (NMB) to facilitate negotiations for an amended agreement and the Company joined ALPA in the request. In January 2018, under the guidance of the NMB assigned mediators, the parties reached a tentative amendable agreement which is subject to ratification by the pilot group. The ratification vote will take place throughout February 2018. The current tentative agreement is for a five-year contract which includes a one-time $75 million ratification incentive and other negotiated contractual provisions. The Company can provide no assurance that the tentative agreement will be approved. Under the Railway Labor Act (RLA), the parties' current agreement remains in effect until an amended agreement is ratified.

In March 2016, under the supervision of the NMB, the Company and AFA-CWA reached a tentative agreement for a five-year contract with the Company's flight attendants. In May 2016, the flight attendants voted to approve the new five-year contract with the Company. In connection with this agreement, the Company paid a $9.6 million ratification incentive payment to the flight attendants recorded within salaries, wages and benefits in the statement of operations. Of the total ratification incentive, $8.4 million was recorded during 2016 as the remaining $1.2 million was previously accrued in 2015.

In December 2017, the Professional Airline Flight Control Association (“PAFCA”) filed an application with the NMB seeking to represent our dispatchers, who are currently represented by the TWU. In January 2018, the NMB determined that a representation election would be held. The voting period for the representation election will close on February 20, 2018.

We focus on hiring highly productive employees and, where feasible, designing systems and processes around automation and outsourcing in order to maintain our low-cost base.

Safety and Security

We are committed to the safety and security of our passengers and employees. We strive to comply with or exceed health and safety regulation standards. In pursuing these goals, we maintain an active aviation safety program. All of our personnel are expected to participate in the program and take an active role in the identification, reduction and elimination of hazards.

Our ongoing focus on safety relies on training our employees to proper standards and providing them with the tools and equipment they require so they can perform their job functions in a safe and efficient manner. Safety in the workplace targets several areas of our business, including: flight operations, maintenance, in-flight, dispatch and station operations. The Transportation Security Administration, or TSA, is charged with aviation security for both airlines and airports. We maintain active, open lines of communication with the TSA at all of our locations to ensure proper standards for security of our personnel, customers, equipment and facilities are exercised throughout our business.

Insurance

We maintain insurance policies we believe are customary in the airline industry and as required by the Department of Transportation (DOT). The policies principally provide liability coverage for public and passenger injury; damage to property; loss of or damage to flight equipment; fire and extended coverage; war risk (terrorism); directors’ and officers’ liability; advertiser and media liability; cyber risk liability; fiduciary; and workers’ compensation and employer’s liability. Renewing coverage could result in a change in premium and more restrictive terms. Although we currently believe our insurance coverage is adequate, there can be no assurance that the amount of such coverage will not be changed or that we will not be forced to bear substantial losses from accidents.

Management Information Systems

We have continued our commitment to technology improvements to support our ongoing operations and initiatives. In 2016, we upgraded the Sabre Flight Operating Suite to Flight Plan Manager. During 2017, we completed the migration of critical operating and sales systems into a state of the art data center facility in South Florida, implemented a new customer mobile application, deployed all new self-service kiosks, and improved the customer experience on our website. We intend to continue to invest time and resources in upgrading and improving our information systems and the security of our data.

Foreign Ownership

Under DOT regulations and federal law, we must be controlled by U.S. citizens. In order to qualify, at least 75% of our stock must be voted by U.S. citizens, and our president and at least two-thirds of our board of directors and senior management must be U.S. citizens.

We believe we are currently in compliance with such foreign ownership rules.

Government Regulation

Operational Regulation

The airline industry is heavily regulated, especially by the federal government. Two of the primary regulatory authorities overseeing air transportation in the United States are the DOT and the Federal Aviation Administration (FAA). The DOT has jurisdiction over economic and consumer issues affecting air transportation, such as competition, route authorizations, advertising and sales practices, baggage liability and disabled passenger transportation, tarmac delays and responding to customer complaints among other areas. In January 2017, DOT issued a Supplemental Notice of Proposed Rulemaking of rules originally proposed in 2014 that would require airlines to disclose through all points of sale the fees for first and second checked bags and a carry-on bag associated with the air transportation consumers are buying or considering buying. In December 2017, the DOT withdrew said supplemental notice, as well as a notice of proposed rulemaking originally issued in July 2011 that proposed to collect detailed revenue information regarding airline imposed fees from those air carriers meeting the definition of a large certificated air carrier. In March 2017, the DOT extended the compliance date of its final rule on reporting of data for mishandled baggage and wheelchairs from January 2018 to January 2019. Under this rule, carriers are required to report the number of mishandled bags and the number of enplaned bags, as well as to report separate statistics for mishandled wheelchairs and scooters used by passengers with disabilities. In 2016, Congress passed a law requiring airlines to refund checked bag fees for delayed bags if they are not delivered to the passenger within a specified number of hours. Though the DOT has been collecting information from carriers and other interested parties and organizations from which to develop a rule, as of January 2018, a rule has not been issued. Additional rules, including disabled passenger rules, may be issued in 2018. See “Risk Factors—Restrictions on or increased taxes applicable to charges for ancillary products and services paid by airline passengers and burdensome consumer protection regulations or laws which could harm our business, results of operations and financial condition."

The DOT has authority to issue certificates of public convenience and necessity required for airlines to provide air transportation. We hold a DOT certificate of public convenience and necessity authorizing us to engage in scheduled air transportation of passengers, property and mail within the United States, its territories and possessions and between the United States and all countries that maintain a liberal aviation trade relationship with the United States (known as “open skies” countries). We also hold DOT certificates to engage in air transportation to certain other countries with more restrictive aviation policies.

The FAA is responsible for regulating and overseeing matters relating to air carrier flight operations, including airline operating certificates, aircraft certification and maintenance and other matters affecting air safety. The FAA requires each commercial airline to obtain and hold an FAA air carrier certificate. This certificate, in combination with operations specifications issued to the airline by the FAA, authorizes the airline to operate at specific airports using aircraft approved by the FAA. As of December 31, 2017, we had FAA airworthiness certificates for all of our aircraft, we had obtained the necessary FAA authority to fly to all of the cities we currently serve, and all of our aircraft had been certified for overwater operations. In 2014, the FAA issued its final regulations governing pilot rest periods and work hours for all airlines certificated under Part 121 of the Federal Aviation Regulations. The rule, known as FAR 117 which became effective on January 4, 2014, impacts the required amount and timing of rest periods for pilots between work assignments, and modifies duty and rest requirements based on the time of day, number of scheduled segments, flight types, time zones and other factors. FAR 117 resulted in increased pilot costs as we were required to hire more pilots in order to comply with the regulations. Any new or revised operational regulations in the future could result in further increased costs. We believe we hold all necessary operating and airworthiness authorizations, certificates and licenses and are operating in compliance with applicable DOT and FAA regulations, interpretations and policies.

International Regulation

All international service is subject to the regulatory requirements of the foreign government involved. We currently offer international service to Aruba, Colombia, Costa Rica, Dominican Republic, Ecuador, El Salvador, Guatemala, Haiti, Honduras, Jamaica, Mexico, Nicaragua, Panama, Peru and St. Maarten, as well as Puerto Rico and the U.S. Virgin Islands. If we decide to increase our routes to additional international destinations, we will be required to obtain necessary authority from the DOT and the applicable foreign government. We are also required to comply with overfly regulations in countries that lay along our routes but which we do not serve.

International service is also subject to Customs and Border Protection, or CBP, immigration and agriculture requirements and the requirements of equivalent foreign governmental agencies. Like other airlines flying international routes, from time to time we may be subject to civil fines and penalties imposed by CBP if unmanifested or illegal cargo, such as illegal narcotics, is found on our aircraft. These fines and penalties, which in the case of narcotics are based upon the retail value of the seizure, may be substantial. We have implemented a comprehensive security program at our airports to reduce the risk of illegal cargo being placed on our aircraft, and we seek to cooperate actively with CBP and other U.S. and foreign law enforcement agencies in investigating incidents or attempts to introduce illegal cargo.

Security Regulation

The TSA was created in 2001 with the responsibility and authority to oversee the implementation, and ensure the adequacy of security measures at airports and other transportation facilities. Funding for passenger security is provided in part by a per enplanement ticket tax (passenger security fee). Prior to and for the first half of 2014, this fee was $2.50 per passenger flight segment, subject to a maximum of $5 per one-way trip. Effective July 1, 2014, the security fee was set at a flat rate of $5.60 each way. On December 19, 2014, the law was amended to limit a round-trip fee to $11.20. In addition, in the past, the TSA has assessed an Aviation Security Infrastructure Fee, or ASIF, on each airline. This fee was eliminated by the TSA effective October 1, 2014. We cannot forecast what additional security and safety requirements may be imposed in the future or the costs or revenue impact that would be associated with complying with such requirements.

Environmental Regulation

We are subject to various federal, state and local laws and regulations relating to the protection of the environment and affecting matters such as aircraft engine emissions, aircraft noise emissions and the discharge or disposal of materials and chemicals, which laws and regulations are administered by numerous state and federal agencies. The Environmental Protection Agency, or EPA, regulates operations, including air carrier operations, which affect the quality of air in the United States. We believe the aircraft in our fleet meet all emission standards issued by the EPA. Concern about climate change and greenhouse gases may result in additional regulation or taxation of aircraft emissions in the United States and abroad.

Federal law recognizes the right of airport operators with special noise problems to implement local noise abatement procedures so long as those procedures do not interfere unreasonably with interstate and foreign commerce and the national air transportation system. These restrictions can include limiting nighttime operations, directing specific aircraft operational procedures during takeoff and initial climb, and limiting the overall number of flights at an airport.

Other Regulations

We are subject to certain provisions of the Communications Act of 1934, as amended, and are required to obtain an aeronautical radio license from the Federal Communications Commission, or FCC. To the extent we are subject to FCC requirements, we will take all necessary steps to comply with those requirements. We are also subject to state and local laws and regulations at locations where we operate and the regulations of various local authorities that operate the airports we serve.

Future Regulations

The U.S. and foreign governments may consider and adopt new laws, regulations, interpretations and policies regarding a wide variety of matters that could directly or indirectly affect our results of operations. We cannot predict what laws, regulations, interpretations and policies might be considered in the future, nor can we judge what impact, if any, the implementation of any of these proposals or changes might have on our business.