• Home
  • Latest
  • Fortune 500
  • Finance
  • Tech
  • Leadership
  • Lifestyle
  • Rankings
  • Multimedia

Trendingnow

1

Jeff Bezos wants the bottom half of earners to pay zero income tax—he says nurses making just $75K should save $12K a year

2

Despite a $500 million net worth, Shaq just finished his fourth degree. He warns graduates: 'Your character will take you further than your resume'

3

Bolt CEO says he let go of his entire HR team for creating problems that didn’t exist: ‘Those problems disappeared when I let them go’ 

1

Jeff Bezos wants the bottom half of earners to pay zero income tax—he says nurses making just $75K should save $12K a year

2

Despite a $500 million net worth, Shaq just finished his fourth degree. He warns graduates: 'Your character will take you further than your resume'

3

Bolt CEO says he let go of his entire HR team for creating problems that didn’t exist: ‘Those problems disappeared when I let them go’ 

Why fly Delta?

By
Cyrus Sanati
Cyrus Sanati
Down Arrow Button Icon
By
Cyrus Sanati
Cyrus Sanati
Down Arrow Button Icon
January 23, 2013, 7:02 PM ET

FORTUNE — The shakeup of Delta Air Lines’ highly profitable frequent flyer mileage program is a bold move – one that could lead to a volley of disastrous unintended consequences. Requiring a minimum spend to achieve elite status on the airline would alienate Delta’s fiercely-loyal lower-margin customers, all while providing no real incremental benefit to the airline’s current high rollers. Such a change could eventually lead to decreased load factors, diminished cash flows and the disintegration of Delta’s SkyMiles frequent flyer program.

Airlines have tinkered with their frequent flyer programs in the past, increasing and decreasing the number of miles needed to earn some sort of perk, like free tickets or magazine subscriptions. They even created special frequent flyer miles that count toward gaining “status,” which, depending on how many you rack up, allow members a range of benefits, such as skipping baggage fees, cutting lines at security, priority boarding, better seats and the Holy Grail — complimentary upgrades to first class.

But Delta’s change, announced last week, adds a whole new element to the mix – spend. Starting in 2014, in order to qualify for status, Delta’s frequent flyer members will need to hit a minimum spend threshold in addition to attaining the minimum number of special status miles, which Delta calls Medallion Qualifying Miles or MQMs. The spend amounts, called Medallion Qualifying Dollars or MQDs, works out to 10 cents a mile, meaning that passengers would have to spend $2,500, $5,000, $7,500 and $12,500, per calendar year, to achieve the corresponding Silver, Gold, Platinum and Diamond Medallion elite status on Delta.

To make matters more complicated, those amounts are net of fees and taxes, meaning you will have to spend a lot more out of pocket than you think. For example, a 10-day roundtrip economy ticket from New York to London in February bought in advance on Delta.com currently costs $826, yielding 6,902 MQMs. Today, to achieve Silver status on Delta, one would only need to fly that trip four times in a calendar year to hit the necessary 25,000 MQMs. But under the new system, passengers would also be required to rack up $2,500 in MQDs to hit Silver.

MORE: Southwest’s Herb Kelleher: Still crazy after all these years

The $826 ticket price makes it appear as if one would only need to make the same four trips to gather the necessary MQDs to qualify. But that is the gross ticket price, which is inclusive of all taxes and fees. The net ticket price, which count toward MQDs is actually a measly $184 (yes, taxes and fees on that that trip work out to $642). That means one would have to fly from New York to London a total of 14 times at a cost of $11,564 to rack up the necessary MQDs to hit Delta’s lowest status tier level. To hit Diamond status would mean flying that route 68 times at a cost of $56,168. This makes achieving status so difficult that it could dissuade many people from even trying. Delta’s management doesn’t see it that way.

“Before we didn’t discern between a customer that was a high-yielding customer versus a low-yielding customer,” Glen Hauenstein, Delta’s EVP of Network Planning & Revenue Management told analysts on Tuesday during the airline’s fourth-quarter earnings conference call. “I think as we continue to evolve those programs, we will be continuing to favor the higher-yielding customers over lower-yielding customers.”

Delta therefore believes that adding the spend component will throw out people who have flown a lot of miles on the cheap from achieving the same status as someone who flies a lot and who also spends a lot. It’s a reasonable assumption and could work to totally free up Delta’s clogged status rolls, but at what cost?

Delta (DAL) seems to be forgetting exactly what frequent flyer clubs are all about. They aren’t about rewarding people who spend the most money; rather they are about encouraging loyalty. Today, frequent flyer clubs are massive industries, generating billions of dollars for the airlines, which sell miles to banks and credit card companies who then disperse them out like crack to a bunch of frequent flyer addicts. The deeper the capture, the more money the airline can make from selling its miles. This is a volume game, requiring as many members as possible to believe that their miles are worth something – there is really nothing elite about it.

MORE: Boeing’s Dreamliner mess: Simply inevitable?

The status mileage system was later designed as a way to keep passengers even more loyal to the airline by offering a heap of goodies that were once reserved for those rich enough to fly first class. The more loyal, i.e. the more one flew, the more special they were treated. These programs eliminated price as the sole criteria for passengers when they went about picking an airline to get them from point A to point B. These captive members were more than happy to pay a small to medium premium to fly their airline of choice, which kept many legacy mainline airlines competitive with lower cost carriers, especially Southwest (LUV) and JetBlue (JBLU), which had little in the way of perks to offer passengers.

Status tiers were created so that leisure travelers could get a taste of the good life. These lower-yielding customers were encouraged to keep flying to reach that lowest tier level. Many would fly just to rack up miles on the cheap, embarking on flights called “mileage runs.” Critics of frequent flyer programs saw this as “gaming” the system, but they are missing the point. That plane was taking off with or without that “lower-yielding” passenger. Every seat taken up by a person doing a mileage run or by a leisure traveler aspiring to hit that lowest elite tier filled an empty seat yielding zero dollars.

One only needs to read a few of the hundreds of venomous comments on frequent flyer websites like FlyerTalk.com and BoardingArea.com to see how bad this could be for Delta. One Diamond Medallion member seems to sum up the comments when he wrote:

“CEO Richard Anderson tells us in the new safety video that Delta “has your back.” He’s correct and he just stuck a very sharp knife square in the middle of it.”

Adding a minimum spend component, even one as low as $2,500 net of fees and taxes, will only serve to discourage new people from joining Skymiles. While Delta says that passengers holding a Delta-branded American Express card would be exempt from the spend requirement, that still would leave thousands of people out in the cold, especially younger people and those who don’t have high enough credit scores to qualify for the premium credit card. In any case, that exemption might not last long as Delta’s mileage sale agreement with Amex is scheduled to end 2016.

Delta would see thousands of revenue generating passengers look to other airlines to achieve elite status or simply forget about status altogether and fly the cheapest travel option. By taking the elite carrot away from the little guys Delta thinks it is rewarding its big spenders, but it only seems to be putting the airline on a path to financial ruin.

About the Author
By Cyrus Sanati
See full bioRight Arrow Button Icon

Latest in

Finance
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam
By Fortune Editors
October 20, 2025
Finance
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam
By Fortune Editors
October 20, 2025
Finance
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam
By Fortune Editors
October 20, 2025
Finance
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam
By Fortune Editors
October 20, 2025
Finance
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam
By Fortune Editors
October 20, 2025
Finance
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam
By Fortune Editors
October 20, 2025

Most Popular

Finance
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam
By Fortune Editors
October 20, 2025
Finance
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam
By Fortune Editors
October 20, 2025
Finance
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam
By Fortune Editors
October 20, 2025
Finance
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam
By Fortune Editors
October 20, 2025
Finance
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam
By Fortune Editors
October 20, 2025
Finance
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam
By Fortune Editors
October 20, 2025
Fortune Secondary Logo
Rankings
  • 100 Best Companies
  • Fortune 500
  • Global 500
  • Fortune 500 Europe
  • Most Powerful Women
  • World's Most Admired Companies
  • See All Rankings
  • Lists Calendar
Sections
  • Finance
  • Fortune Crypto
  • Features
  • Leadership
  • Health
  • Commentary
  • Success
  • Retail
  • Mpw
  • Tech
  • Lifestyle
  • CEO Initiative
  • Asia
  • Politics
  • Conferences
  • Europe
  • Newsletters
  • Personal Finance
  • Environment
  • Magazine
  • Education
Customer Support
  • Frequently Asked Questions
  • Customer Service Portal
  • Privacy Policy
  • Terms Of Use
  • Single Issues For Purchase
  • International Print
Commercial Services
  • Advertising
  • Fortune Brand Studio
  • Fortune Analytics
  • Fortune Conferences
  • Business Development
  • Group Subscriptions
About Us
  • About Us
  • Press Center
  • Work At Fortune
  • Terms And Conditions
  • Site Map
  • About Us
  • Press Center
  • Work At Fortune
  • Terms And Conditions
  • Site Map
  • Facebook icon
  • Twitter icon
  • LinkedIn icon
  • Instagram icon
  • Pinterest icon

Latest in

Beyond the diploma: Skills that actually get graduates hired
Future of WorkWorkplace Innovation Summit
Beyond the diploma: Skills that actually get graduates hired
By Ashley LutzMay 22, 2026
10 minutes ago
satya nadella
AITech
Microsoft reports are exposing AI’s real cost problem: Using the tech is more expensive than paying human employees
By Jake AngeloMay 22, 2026
37 minutes ago
Sam Altman standing in a lift.
AIOpenAI
The big questions looming over OpenAI’s trillion-dollar IPO
By Beatrice NolanMay 22, 2026
39 minutes ago
Walmart shoppers are filling their gas tanks with less than 10 gallons for the first time since 2022, and its CFO calls it ‘an indication of stress’
EconomyRetail
Walmart shoppers are filling their gas tanks with less than 10 gallons for the first time since 2022, and its CFO calls it ‘an indication of stress’
By Marco Quiroz-GutierrezMay 22, 2026
50 minutes ago
The health benefits of saunas: backed by research and experts 
HealthHealth
The health benefits of saunas: backed by research and experts 
By Katie MooreMay 22, 2026
1 hour ago
Musk may already be a trillionaire while these SpaceX employees and investors will hit multibillion-dollar jackpots after blockbuster IPO
Startups & VentureSpaceX
Musk may already be a trillionaire while these SpaceX employees and investors will hit multibillion-dollar jackpots after blockbuster IPO
By Jason MaMay 22, 2026
1 hour ago

Most Popular

Jeff Bezos wants the bottom half of earners to pay zero income tax—he says nurses making just $75K should save $12K a year
Success
Jeff Bezos wants the bottom half of earners to pay zero income tax—he says nurses making just $75K should save $12K a year
By Preston ForeMay 21, 2026
1 day ago
Despite a $500 million net worth, Shaq just finished his fourth degree. He warns graduates: 'Your character will take you further than your resume'
Success
Despite a $500 million net worth, Shaq just finished his fourth degree. He warns graduates: 'Your character will take you further than your resume'
By Preston ForeMay 20, 2026
2 days ago
Bolt CEO says he let go of his entire HR team for creating problems that didn’t exist: ‘Those problems disappeared when I let them go’ 
Workplace Culture
Bolt CEO says he let go of his entire HR team for creating problems that didn’t exist: ‘Those problems disappeared when I let them go’ 
By Preston ForeMay 19, 2026
3 days ago
Pay transparency is exposing a bigger problem: Most companies can't explain why they pay what they pay
Workplace Culture
Pay transparency is exposing a bigger problem: Most companies can't explain why they pay what they pay
By Sydney LakeMay 20, 2026
2 days ago
Current price of oil as of May 21, 2026
Personal Finance
Current price of oil as of May 21, 2026
By Joseph HostetlerMay 21, 2026
1 day ago
McKinsey partner says up to 50% of work hours could be transformed within the next 5 years
AI
McKinsey partner says up to 50% of work hours could be transformed within the next 5 years
By Emma BurleighMay 21, 2026
1 day ago

© 2026 Fortune Media IP Limited. All Rights Reserved. Use of this site constitutes acceptance of our Terms of Use and Privacy Policy | CA Notice at Collection and Privacy Notice | Do Not Sell/Share My Personal Information
FORTUNE is a trademark of Fortune Media IP Limited, registered in the U.S. and other countries. FORTUNE may receive compensation for some links to products and services on this website. Offers may be subject to change without notice.