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A new daily flight: the 30-second close
You run the case. Read the prompt, answer questions from the notes below, and share data only when the candidate asks for it or gets stuck. Score at the end.
Case timer
00:00
1. Read the prompt aloud
Read it slowly, then pause. Let the candidate ask questions before they structure.
A Gulf airline asks whether to add a daily flight to a new city. Turn the case numbers into a 30-second close.
Format note: Each flight has 180 seats and is expected to be 80 percent full at an average fare of USD 200. Each flight costs USD 25,200 to run, including fuel, crew, airport charges and the aircraft. All figures are illustrative.
2. Answers to clarifying questions
This case has no scripted clarifying answers. Answer from the prompt, and say "assume what you think is reasonable" if the prompt does not cover it.
3. A model structure
Compare the candidate's structure with this one. A different split can be just as good if it is clean and fits the problem.
- Does a daily flight make money, and with how much room?
- Revenue per flight: seats, how full, fare
- Profit per flight and per year
- Breakeven: how full the plane must be
4. The working, step by step
Each step shows how a strong candidate works it out. Share a new fact from it only when the candidate asks or is stuck, and let them do the math: the result in the dark box is what they should reach.
Step 1: Passengers
What a strong candidate does: 80 percent of 180 seats.
Passengers per flight: 180 × 0.8 = 144
Step 2: Revenue per flight
What a strong candidate does: 144 passengers at USD 200.
Revenue per flight (USD): 144 × 200 = 28,800
Step 3: Profit per flight
What a strong candidate does: Revenue minus the cost of the flight.
Profit per flight (USD): 28,800 - 25,200 = 3,600
Step 4: Profit a year
What a strong candidate does: One flight a day, 365 days, in USD millions.
Profit a year (USD millions): 3,600 × 365 ÷ 1,000,000 = 1.31
Step 5: Breakeven
What a strong candidate does: Passengers needed to cover the cost, as a share of seats.
Breakeven share of seats (percent): 25,200 ÷ 200 ÷ 180 × 100 = 70
The recommendation to listen for
At the end, say: "The CEO walks in. What is your recommendation?"
Yes, add the daily flight. At 80 percent full it earns about USD 3,600 a flight, or about USD 1.3 million a year. It also has room to spare, since it breaks even at 70 percent full. The main risk is that a rival adds the same route and fares fall. At a fare of USD 175 the flight would only break even. As a next step, I would check how full the airline's other new routes were in their first six months.
Risks a strong answer names: A rival on the route pushes fares down. At USD 175 the flight only breaks even.
Next steps: Check how full other new routes were in their first six months.
Strong versus weak
A strong answer
Answer first, with the profit and the breakeven. The risk is sized too: the fare at which the flight stops paying. About 30 seconds.
A weak answer
"So we calculated revenue per flight, which was USD 28,800, and then costs, which were USD 25,200. So there is a profit, and then the annual figure is about 1.3 million, so overall it seems positive." The answer comes last and is weakened by unsure words.
Score the candidate
Score each criterion from 1 to 5. A 2 or a 4 sits between the descriptions.
This case has no exhibit. Score Exhibit reading on how the candidate used the data you gave them: did they pick out the number that matters and say what it means?
Total
0 out of 25
Score all five criteria to see the band and the feedback template.
Next: another case in Partner mode
Swap roles and run the next case, so you both practise answering and scoring.